Blog
Notes:
Solution Engineering is more than just demos. Demo is one tool in our toolbox; however, most people talk about Solution Engineers as those who demo. So in this episode, I chat with Ron Whitson, author of “A Friendly Human in Presales: How to Harness the Seven Timeless Behaviors to Drive Success in Technical Sales” to discuss how SEs can be more than just demo monkeys!
Key Takeaways:
- Ron Whitson’s Journey in Sales Engineering
- The Importance of Discovery in Sales
- Shifting Focus: From Demo to Customer Needs
- Challenges in Implementing Effective Discovery
- The Seven Timeless Behaviors for Success
- Choosing the Best Presentation Approach
- The Importance of Simplicity and Friendliness
- Seven Key Behaviors for Success
- Being Authentic in Sales
- Practicing Humility as a Leader
- Leaving a Lasting Impression
- The Power of Storytelling in Sales
- Role-Playing Sales Scenarios
- Writing and Publishing a Book
- The Value of Coaching for Sales Engineers
- Final Thoughts and Reflections
Quotes:
“One of the things that we have to remember as pre-sales people, as sales engineers, is we are in a sales position. What that means is you need the ability to develop, create, and maintain relationships.” – Ron Whitson
“ Everybody cares what their job is. And the only way they would care about my job is if I help them do their job.” – Ramzi Marjaba
“ I think authenticity is having your outward actions match your inner values”- Ron Whitson
“ It’s not about me, it’s about the team and what the team is accomplishing. It’s not about me as far as the discovery. It’s about my prospect and the problem they’re trying to solve and how I can help them.” – Ron Whitson
