4/1/1: 4 Random Thoughts from me, 1 tools to help Sales Engineers, 1 quote for motivation
4/1/1 – What’s in it for them?
By Ramzi Marjaba
4/1/1 Wednesday
4 Random Thoughts, 1 Tool, and 1 Quote (June 17, 2020)
Have you ever asked your salesperson which of these opportunities are the most important ones, and their response was they are all important? Yes? Welcome to the SE world where every little thing is of the highest importance.
4 Random Thoughts From Me:
1- Only one thing can have priority. Multiple projects or opportunities may be important, but only one has priority. So when you’re overwhelmed and have enough time to work on 1 opportunity, ask your sales manager what they think is the priority. More often than not, the answer is “They are all a priority” which is linguistically illogical. However we still need to narrow it down, so ask, ok, which is the number one priority. That seems to narrow it down to 1 opp, and maybe the number 2 priority.
2- Sometimes we have to make decisions as SEs, and figure out which is the priority. And then we have to inform the Salesperson of that decision. I feel really proud when I can do that in a way that makes them think that it was their idea.
3- The best way to be able to guide your account manager is to be great at your job. Not just good. Good just take direction and basically do their job. You need to be great to be your account manager’s trusted advisor. If you are wondering what separated great SEs from the ok or not so good, listen to the Not So Fire Round on the podcast where I ask that question to every guest.
4- What’s in it for them! If you want your AE to prioritize, or change any behavior that they are used to, there has to be something for them to gain. They want to close deals, so if you want them to do anything that they are not used to, you will have to show them how it will benefit them in closing the deal.
1 Tool:
As much as I enjoy Zoom or Webex, they are not built to be screen recorders. You can record your screen, but they are meant for communication and screen sharing.
That’s where Screencast-o-matic comes in. This software was built to capture your screen. So if you’re recording a video, such as a pre-recorded demo, or a guide or anything where you need to show how to do something on your computer, then you can use this software. Screencast-o-matic is free for 15 minutes or recording, and if you want more it’s $48 a year.
ScreenCast-o-Matic (referral link)
1 Quote:
“It takes tremendous discipline to control the influence, the power you have over other people’s lives.” – Clint EastwoodStay in the loop
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