Executive Summary In equipment and automation sales, the most important transactions entering Q2 2026 are not the ones that simply add factory capacity. They’re the ones that change who controls the customer before and after the equipment sale. In packaging, processing, food and beverage systems, pharma packaging, and industrial automation, the initial machine sale is only part...
You've posted the job for eight weeks. Eighty-three applications later, you've conducted six phone screens and not one candidate can explain how your product integrates with enterprise systems while also articulating a coherent sales strategy. If hiring a technical sales executive feels impossible, there's a reason. You need someone who can walk into a CTO's office and discuss...
Technical sales is evolving beyond a traditional quota-driven function. Buyers now research deeply before ever engaging a rep, and technology is reshaping not just how sales get done but who does it and with what skills. For technical sales managers, business leaders, and heads of sales teams, grasping the shifts underway isn’t optional. It determines competitiveness and...
