Posts in Strategy

Sales Engineers: Stop Being a Tool, Start Driving Value

Joseph Griffiths -
Nov 19
Learn why Sales Engineers are critical to trust, how the "tool approach" undermines […]
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Discovery Fatigue and the Shift to Insight Selling

Joseph Griffiths -
Nov 17
Learn how to overcome discovery fatigue in sales by moving to insight selling. […]
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ROI Is a Shared Lie

Joseph Griffiths -
Nov 12
ROI isn’t about perfect math—it’s about shared belief. Learn why accuracy matters less […]
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Why We Engineer the Wrong Problem

Joseph Griffiths -
Oct 9
Ever design a perfect solution to a problem that didn’t matter? I once […]
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The Story We Tell Ourselves

Joseph Griffiths -
Oct 7
We all carry stories that quietly shape how we work, sell, and lead. […]
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Choosing the Important Thing Over the Easy Thing

Joseph Griffiths -
Oct 1
Reframing Rejection: Why the Hard Work Matters Most in Sales When I started […]
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About Author

Joseph Griffiths is a Presales Educator and Coach dedicated to helping solution engineers, technical sellers, and sales leaders achieve greater success.

My career spans enterprise technology sales, solution architecture, and leadership roles where I built and implemented complex cloud and data center solutions. Along the way, I earned elite certifications such as VMware VCDX-DCV and VCDX-CMA, which give me the technical depth to match my business expertise. This combination of skills allows me to coach sales professionals on not just the how of technology, but more importantly the why — what truly matters to customers and drives business impact.

Through my technical sales coaching and presales training programs, I focus on building confidence, sharpening customer discovery, and creating measurable business value in every conversation. I help sales teams and individual contributors uncover customer priorities, frame solutions effectively, and communicate with impact. My approach blends proven frameworks with real-world experience to equip sellers to move deals forward faster and build stronger customer trust.