Clear answers to the questions MDs and Commercial Directors of technical SMEs ask most about getting their engineers to win more business, sales training that actually works, and building commercial culture in an engineering firm. Every answer comes from Mark Moore, who has spent 30 years helping technical teams sell professionally without becoming salespeople.
Engineers Selling
Helping technical teams win more business without becoming salespeople.
Helping technical teams win more business without becoming salespeople.
- How can engineers communicate value without sounding like they’re selling?
- How do I get my technical consultants to cross-sell and upsell?
- How do I get my engineers to win more business without turning them into salespeople?
- How do we get engineers selling without being ‘salesy’?
- What do engineers do well in sales situations that pure salespeople can’t?
- How do I help my technical team build trust faster with clients?
- What’s the biggest mistake technical experts make when they’re put in front of a client?
- How do I get my technical team to listen properly in client conversations, not just wait to talk?
- How do I improve my engineers’ commercial confidence?
Sales Training & Learning
What works, what does not, and how to make development stick.
What works, what does not, and how to make development stick.
- What’s the difference between sales training and sales enablement for technical teams?
- What is technical sales training and does it actually work?
- Why does most sales training fail to stick?
- What’s the difference between sales training and learning that translates into sales results?
- What questions should I ask a sales training provider before I sign?
- Are one-off sales training sessions worth doing?
- How long does it take to genuinely improve a technical team’s commercial performance?
Discovery & Conversations
Running client meetings that move to clear next steps.
Running client meetings that move to clear next steps.
- How do I help my technical experts have better commercial conversations?
- How do we run discovery meetings that always end with a next step?
- What does a great discovery meeting actually look like?
- What questions should engineers ask in a sales conversation?
- How do I run a sales conversation without sounding like a salesperson?
- How do I help my technical team prepare for client meetings properly?
- What is consultative selling and does it really work for technical teams?
Lead Generation & Pipeline
Finding ready-to-buy customers and unblocking the pipeline.
Finding ready-to-buy customers and unblocking the pipeline.
Closing, Objections & Pricing
Selling on value, handling objections, writing proposals that read.
Selling on value, handling objections, writing proposals that read.
Sales Engineers & Hiring
Hiring, onboarding, and developing technical commercial talent.
Hiring, onboarding, and developing technical commercial talent.
Commercial Culture & Leadership
Building a culture where everyone lifts.
Building a culture where everyone lifts.
Commercial Systems & Growth
Diagnosing what limits growth and the system that lifts it.
Diagnosing what limits growth and the system that lifts it.