Ideas for technical sales.
Practical thinking on quoting, AI buyers and running a technical sales team.
When your customer’s buyer is an AI
Purchasing software is starting to request, compare and accept quotes. Here is what it needs from yours.
Read →Anatomy of a complete technical quote
The seven parts every technical quote needs, using an enclosure package.
Six numbers every technical sales leader should track
Simple measures that show where quoting wins or loses revenue.
The quote that’s right on Monday and wrong on Thursday
Every quote rests on prices, listings and bookings that change. Here is how to keep it current.
Prepare a technical offer for an AI buyer
Use stable line references and explicit conditions to make an offer easier for people and purchasing tools to inspect.
Who can accept the offer? A practical authority check
Keep the supplier’s approval and the buyer’s purchasing authority distinct throughout an agent-assisted transaction.
When your customer’s buyer is an AI
Purchasing software is starting to request, compare and accept quotes. Here is what it needs from yours.
Ideas for better technical sales.
Articles on technical quoting, AI buyers and helping your sales team grow. Browse the latest posts below.
Read our latest ideas on the blog.