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CloudShare makes it easy to replicate complex IT environments in the cloud— so you can deliver virtual training, sales demos and POCs, without compromising time to market
Different Sales Engineers have different strengths and unfair advantages. After working in the services field for 10 years, Jon decided to solve the problem that he was facing. When his company didn’t really care to do so, he founded his own company to solve it, giving him an unfair advantage of knowing the problem intimately, or as he calls it, an “Earned Secret”.
Jon Scott is the founder of ScopeStack.io and they provide a way to automate the creation of a Statement of Work. He started is because he hated the manual creation of the SOWs and was pulled to solve it.
Key Takeaways:
Tune in to our conversation and learn:
- SOW = Statement of Work.
- Overcoming “Do it Myself” mentality for services sales.
- Selling Outcomes
- Becoming a CEO is akin to becoming a Salesperson + Legal + HR – There are hidden factors to starting a business
- How having good mentors can shape a new business.
- How he build a software company without having software experience.
- Finding a partner
- Similar to Sales Engineering, CEOs are still trying to solve a problem
- How red tape made Jon quit his job to start Scopestack
- Selling an incomplete product – the difference between creating a product and selling vs being paid to sell.
- Earning a Secret!
- Getting people to join the startup
- Always be hiring.
- What do you love about training salespeople and sales engineers to do demos?
- What’s one thing you would change about the sales and pre-sales profession?Get involved sooner. Be part of the deal earlier.
- What resources would you recommend for sales engineers and salespeople?
- What differentiates the great Sales Engineers and Salespeople from the not so great or ordinary ones?
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