Russell Pepe

This talk will cover issues, in the context of Engineering Management, which an Engineer finds useful in order to make a successful career move into Sales. The presentation will focus on Engineering Management techniques, both overt and subtle, that are seen with regard to successful Sales Engineers. The needs to develop a working strategy and a personal style will be covered. Discussions will draw information from Project Management, Human Resource, and Statistics etc, that are considered the back bone of Engineering Management, to discuss the mechanics of success, the measurements of activity, account identification, networking, investigation methods, required tools and resources, pricing issues and dealing with competition. The topics covered by the talk include: Basics, Activity, Strategy, Accounts, Account Identification, Contact, Network, Styles, Coach, Investigate, Resources, Tools, Database, Funnel, Remember You, Price, and Competition.

Biography:

Mr. Russell Pepe is the co-owner and sales engineer with Advanced Technical Marketing (ATM), a Manufacturer’s Representative Company covering the northeast. Products include, Test Equipment, Components, Modules, Sub-Systems and Engineering Services, spanning technologies from RF, Microwave, Fiber Optics, EMC and Embedded Systems. Mr. Pepe has over 35 years of engineering experience, with about 20 years in sales. Russell received a BSEE and MSEE from NJIT. He has been a Member of the IEEE for 40 years and currently serves as the 2013-2014 IEEE North Jersey Section Chair.