Steve Barriault

When you lead a hashtag#sales or hashtag#presales organization, what does it mean to be global? How is it different from being national?

Is this all about prestige? If so, I would argue it misses the point.

For over two decades, I have been doing sales and presales internationally, with the last several years building and leading teams worldwide.

People who know me know just how passionate I am about that aspect of my career. I sure get a kick out of the… Show more

When you lead a hashtag#sales or hashtag#presales organization, what does it mean to be global? How is it different from being national?

Is this all about prestige? If so, I would argue it misses the point.

For over two decades, I have been doing sales and presales internationally, with the last several years building and leading teams worldwide.

People who know me know just how passionate I am about that aspect of my career. I sure get a kick out of the challenge!

I wrote quite a few articles about it, too.

👉 How to recruit abroad and manage international teams? Check!
👉 Strategies to build a great reseller network? Check!
👉 Tips to do business in India, Japan, South Korea... Check! Check! Check!

What I never did, though, was how a global sales and presales leadership position differs from a purely national one.

What is needed in order to be successful, based on my experience in the field, good and bad.

I came up with a few ideas. I wrote a chapter on each and also shot a video for good measure. Show less

When building team, hashtag#Recruiting the right hashtag#salespeople - account managers, directors, sales engineers - is critical to revenue growth. And it is easy to get it WRONG.

During my latest vacations, I had the chance to think about what I learned about who I want to join our team. It came down to four different equilibriums. Here they are, alongside with the four videos I published on the matter.

Selling hashtag#software abroad can be a tad different than selling it in your home market. In this article, I go through a few of these key differences. hashtag#sales hashtag#businessstrategy

Software testing can sometimes make your head spin, for many reasons.

But my years of experience as a salesperson AND a field engineer tells me that the reason why is in part because software testing tool vendors have a knack for using similar terms - and yet mean something else entirely!

So, for a long time, I thought about shooting this video, where I go through all the techniques I have been privy to and attempt to classify them by goal, scope, source of stimuli and… Show more

Software testing can sometimes make your head spin, for many reasons.

But my years of experience as a salesperson AND a field engineer tells me that the reason why is in part because software testing tool vendors have a knack for using similar terms - and yet mean something else entirely!

So, for a long time, I thought about shooting this video, where I go through all the techniques I have been privy to and attempt to classify them by goal, scope, source of stimuli and metrics.

English: https://youtu.be/0ET1VPc4rYk
Français: https://youtu.be/MRKdGcv1ZYE
中文: https://youtu.be/7fCHQ6i7YbU
日本語: https://youtu.be/6Z8OuZ5mb0I Show less

由于多种原因，软件测试有时会让您头晕目眩。

但我作为销售人员和现场工程师的多年经验告诉我，部分原因是软件测试工具供应商有使用类似术语的诀窍，但含义完全不同！

因此，很长一段时间以来，我在考虑拍摄这个视频，在视频中我回顾了我所了解的所有技术，并尝试按目标、范围、刺激来源和指标对它们进行分类。

这当然是一项艰巨的任务。 我需要时间。 这是我最近在公司为期两周的年度停工期间得到的。

事实上，我可能错过了一些事情，所以请随意添加评论。

#ソフトウェア #テスト ツール ベンダーが、さまざまな現実を説明するために同じ用語を使用しています。 お客様にとって、これは混乱を招く可能性があります。

私はアジアでソフトウェア テスト ソリューションのセールスとフィールド エンジニアリングに何年もしてきました。 そのテーマについてビデオを撮るべきだと思いました。

このビデオでは、目的、範囲、刺激源、メトリクスに基づいてさまざまなソフトウェア テストを分類しようとしています。

What type of individuals makes great recruits for sales positions in highly technical industries? Of course, tenacity counts, but I would argue it is not enough. This article discusses my experience of recruiting a sales team, what was my rationale, and how it turned out. With pieces of wisdom from fellow leaders Dale Zwizinski Amy Hinderer and Jon Weisblatt.
#leadership #sales #technology #software

In the Software industry and many other High-Tech industries, sales engineers and field applications engineers (FAEs) can make or break your sales funnel. They are critical to everything from demos and presales proof of concepts, after-sales servicing, and sometimes just plain old selling. How do you recruit the best of them? This article shares the lessons I learned on that topic. #sales #software #recruiting #salesmanagement

RESILIENCE. Whether you capsize during a canoe ride or your sales come crashing down because of COVID, we all need it at some point. Good #leadership requires it. Here are my three tips on dealing with a sudden #crisis, with my lighthearted canoe example (spiced up with a few videos) - and the inspiring REAL story of Captain Robert Piché. Check it out! Comments welcome! #management

Distributors. Sales Agents. Resellers. They are like crops. If you do not plant them in the proper conditions and do not till the land frequently, you cannot expect a bountiful harvest. In this sequel to my first text on the topic, I focus on how these relationships can thrive. I also briefly discuss different scenarios as your sales bloom. #business #sales #software

When meeting clients and partners abroad, do you try to speak a few words in their language? If not, you should! Let me drive you through real-life examples where business (and non-business) relationships improved as a result. All three examples came with a bonus: "lively" and "spicy" food, with videos to match. Take a look! #sales #business #travel

Distributors, resellers, agents - these sales channels can help you find new clients in markets you have never been before. But they are not born equal. They vary in types and quality. This article builds on my experience building a network of sales channels in Asia. In this first part, I am discussing how to pick the best organizations. #sales #sales_channels #partners

Distributors. Sales Agents. Resellers. They are like crops. If you do not plant them in the proper conditions and do not till the land frequently, you cannot expect a bountiful harvest. In this sequel to my first text on the topic, I focus on how these relationships can thrive. I also briefly discuss different scenarios as your sales bloom. #business #sales #software

One obvious challenge with international sales is language. Say you visit a client. Should you try to hazard a few words in the local language? Will that be well received or expose you to ridicule? That video is about my experience in the matter. Come and discuss! #sales #business #languages

Trying to sell your software solutions in a new country? Perhaps you are facing some unexpected barriers to entry? Does your strategy need to be adapted to local conditions? Should your software be translated? All excellent questions. This article, part of a series on selling internationally software solutions, takes you through some of the very real (and at times funny) learning experiences I had in this area. #sales #productmanagement #software

Your mission, which you chose to accept, is to create sales from a brand new territory. Where to start? As part of my series "From $0 to Millions", let us talk about how to get the word out when you are the new kid on the block. How do you attract attention in this crowded and noisy world of ours? #salesdevelopment #internationalsales #marketingandsales #businessdevelopement #softwaresales #embeddedsoftware #asiapacific

This is a chronicle of my experience developing new territories in Software and Technology. This first article provides an overview of the different challenges that I faced along the way and what I learned from the experience. In the coming weeks, I will be developing new content that expands a bit more on these multiple challenges, ranging from marketing to hiring and managing a top-performing team. Comments are more than welcome. #sales #startup #marketing #businessdevelopement #software… Show more

This is a chronicle of my experience developing new territories in Software and Technology. This first article provides an overview of the different challenges that I faced along the way and what I learned from the experience. In the coming weeks, I will be developing new content that expands a bit more on these multiple challenges, ranging from marketing to hiring and managing a top-performing team. Comments are more than welcome. #sales #startup #marketing #businessdevelopement #software #embeddedsoftware #asiapacific #IoT #europe #americas Show less

고객들은 점점 더 큰 소프트웨어 프로젝트를 수행하며, 효율성 및 개발 속도를 높이기 위하여 빌드 서버를 구축합니다. 일부 고객들은 Linux에만 배포되는 컴파일러들을 사용하면서 다양한 종류의 타겟과 상호작용하는 것을 포함하여 대부분의 작업을 Windows 워크스테이션에서 수행하길 원합니다.
이러한 환경에서 사용자들이 어떻게 테스트 활동을 수행할 수 있을까요?
다음 두 사례를 통해 VectorCAST에서 특정한 기술 및 유용성 문제를 어떻게 다루었고 각각의 전략이 제공하는 이점들에 대해 소개하겠습니다.
[출처] VectorCAST - 다양한 OS(Windows, Linux, HP-UX)의 빌드서버 환경 및 워크스테이션에서의 임베디드 유닛테스트 솔루션|작성자 벡터코리아