A week in a Life of a Sales Engineer
A Sales Engineer’s life can be chaos, with requests, demands and questions coming from every side. It could be a Account Manager (AM) scheduling a demonstration for a customer, your…
Helping the customer build his own vision
I’ve mentioned building a vision on a few different occasions. In this post, I’d like to discuss what I mean by that, and how we, as SEs, can help a…
10 Discovery Call Mistakes – some of them are very obvious
The discovery process is the most important process that we, as Sales Engineers, can go through. It helps us find out what problems the customer needs solved as it relates…
The Discovery Meeting
What is Discovery? No, it’s not the ship from Star Trek. It is however just as important. When you walk out of a discovery meeting, you either set yourself up…
Salary Structure for SEs and AMs
https://www.youtube.com/watch?v=crY40Tffq3g& Before I got into sales, I had no idea what a sales engineer was, how they get paid, and what they need to do to get paid. I also…
The Sales Cycle and the Role of the Sales Engineer
Awareness, Discovery, Selling, Agreement, Closed. These are the 5 stages of a sales cycle based on Salesforce.com one of the leading Customer Relations Management (CRM) tools. There may be other…
A few things a New to the Job SE Needs to Know
First day on the job, I walk into the office an hour before I’m supposed to meet my manager and mentor.Since I’ll be talking about my mentor a bit here,…
7 Tips for an SE to earn his Account Manager’s Trust
Last week I wrote about the SE trusting his Account Manager (AM). This week it’s the other way around, mainly since trust is a two way street. I believe it…
How to Trust your Account Manager(s)
Is this even a question that I’m allowed to ask? Who am I to ask it? A lowly sales engineer? What gives me the right to question my sales…
The Chicken and the Egg – How to get into Sales Engineering?
How do I break into sales engineering? I've been asked that question a few times since I've started my career as a Sales Engineer. I've even…
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