As a Chief Commercial Officer (CCO) at a start-up, Matt Elsom has many hats he has to wear. One of the tasks is to make sure that the software his company is working on is actually sellable. That means that Matt has talked to many Sales Engineers, demoed his product to many Sales Engineers, and learned a lot from many Sales Engineers.
In this episode, we talk about Matt’s history, how he started as a Salesperson and worked with “unofficial” Sales Engineers. We learn about the Sale and Sales Engineer’s culture and relationships, how things have changed. We also learn what Matt has found about the Sales Engineering community.
Key Takeaways:
Tune in to our conversation and learn:
- How the Sales world has changed
- What the sales organization used to look like
- What he thinks of the SE community
- Being a Covid-Native organization
- His experience working with Sales Engineers over the last few months
Not So Fire Round
- What do you love about training salespeople and sales engineers to do demos?
The people, going into a meeting with the Sales Engineer and come out feeling better.
- What’s one thing you would change about the sales and pre-sales profession?
Some Sales Engineers can eat into the role of the salesperson. Sales Engineers need to do more in the sales cycle.
- What resources would you recommend for sales engineers and salespeople?
Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success
- What differentiates the great Sales Engineers and Salespeople from the not so great or ordinary ones?
Being Inquisitive
Connect with Matt on Linkedin
Know more about Emma3D
If you enjoyed this podcast, please support the show by dropping a review or rating on Apple Podcast. https://podcasts.apple.com/us/podcast/we-sales-engineers-resource-for-sales-engineers-by/id1378292171
And if you’ve been affected by COVID as an SE, please check out our Leave No SE Behind initiative so that we can help you. https://wethesalesengineers.com/no-se-left-behind-initiative/
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