The Sales Engineer is not an island. Contrary to popular belief, we need a lot of people behind us to be successful. From Product Managers to support engineers, we cannot do it alone. If we are lucky, we have someone like Marjorie working to make sure we have everything we need to be successful.
In this show we will discuss:
- What does Marjorie do?
- Pillars of a successful SE
- Technical
- Industry
- Human training
- Human Training: ability to demonstrate the solution
- Build a cohesive business case
- Outcome-based selling
- Customer centricity – Building individuals not just SEs
- Hiring an experienced SEs vs new SEs
- Difficulties of brand new Sales Engineers
Books mentioned:
Some more links from the show:
Connect with Marjorie
Music on the show: Watchmaker’s Daughter by Reeder