4/1/1: 4 Random Thoughts from me, 1 tools to help Sales Engineers, 1 quote for motivation
4/1/1 Preparation and Communication: 2 Secrets to Success
- June 17, 2022
By Ramzi Marjaba
4/1/1 Weekly
4 Random Thoughts, 1 Tool, and 1 Quote
So many things going on this week on We The SEs. So many topics were covered between a podcast with Jimmy Barens, my own youtube video and a LinkedIn live with Patrick Pissang and Lidia. So let’s get to the meat of things.
Here’s my interview with Jimmy Barens where we discuss the decision-making process behind hiring a new SE.
#217 Building a Criteria Matrix to Uncover Great SEs
“Stay in Your Lane”. Many of us have heard that and I get a lot of questions about the role of the Sales Engineer vs an Account Manager. So I go over them below here.
Let’s dig into this a bit with the 4/1/1
4 Random Thoughts From Me:
1- Jimmy described 6 of his criteria for hiring. He then added that we should follow our gut. This is a rule to follow. We should not be using only our gut to make a decision, but in my experience, when my initial instinct is telling me “no”, that means there is something wrong that I just can’t put my finger on yet and I have to take a step back and self reflect to see why I’m getting that uneasy feeling.
2- Lanes overlap, especially when it comes to Sales/Sales Engineering. Bad Sales teams have members stay in their lane, and drop anything that comes down the middle. Great Sales teams have the lanes overlap. SEs can do some things that salespeople do, salespeople can do some things that SEs do, and they support each other.
3- Preparation and Communication: the two things you need to mitigate any disaster in any meeting with customers. We might not be able to eliminate every single software crash, but we can prepare what to do if it does crash. We can communicate with our counterparts about what is needed from them when that happens. As well.
4- It’s ok to be imperfect. We can actually use imperfection to our advantage. Every time there’s a disaster is a chance for an SE to shine.
1 Tool:
Check out my conversation with Patrick and Lidia
1 Quote:
“The biggest disasters I’ve seen as a Sales Engineer comes from lack of preparation or lack of communication” – Ramzi Marjaba (Yes, I just quoted myself.)
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