Blog
Notes:
I have my own opinions of what sales engineers should do, and how they should be involved in the sales process. My opinion is that they should be involved, early and often.
But I sell in the enterprise market, with a small number of customers. My SE is tied only to me, and the main decision-makers are the users who use the product. So it would make sense that my SE is heavily involved, follows up post-demo, and maintains relationships.
But when your product is being sold to other Salespeople, and the goal is to show them how easy it is to use, and the SE that supports your opportunities supports the opportunities of a few other salespeople, then the process and expectations are different. Adam Weekes is an AE Leader within Big Tin Can. He drops by the show to explain his views.
Key Takeaways:
- Introduction to our guest
- Transitioning from Military to boiler room sales
- Selling to Salespeople
- Collaborating between Sales and SEs
- Authenticity in Sales
- The Role of Sales Engineers in the Sales Process
- Sales Strategies and Customer Engagement
- The Evolution of Sales in the Modern World
Quotes:
“I didn’t even know really what sales was” – Adam Weekes before starting in sales.
“You’re definitely just a number.” – Adam Weeks about working in a boiler room.
“People have friends from other companies within the sports world. But for some reason, when we come to technology, It’s like, Oh no, we’re not allowed to talk to that person from the other company” – Ramzi Marjaba
“I think some people may do it in a malicious way, um, to maybe gain some competitive advantage.” – Adam Weekes about networking with competitors employees.
“There’s a lot of salespeople who rely too heavily on their sales engineers to do the legwork for them.” – Adam Weekes
