Chris White is an accomplished author, trainer, coach, teacher and Sales Engineering leader. He penned “The Six Habits of Highly Effective Sales Engineers”, an amalgamation of over a decade of experience in the field where Chris is able to articulate the importance of a number of key habits that will lead any SE to success.
Starting as a Sales Engineer is a daunting task. There is not a manual, and in many cases, there is no mentoring. You are supposed to figure out on your own. In Jacob’s case, he asked for a coaching call and agreed to get it recorded.
There are a lot of things that are said during demos, some are canned, some are improvised, but all are always geared to get you and your audience in agreement and towards a sale. Not all words are equal however, and there are some words and phrases that can be detrimental to your success. Today we discuss some words and phrases to avoid when you’re demoing.
Many Salespeople have their origins in being Sales Engineers first including our guest, Ricardo Guzman. Drawing on how he was treated as a Sales Engineer, he treats his SEs differently and also uses his technical knowledge to speed up the sales cycle.
Bini, my cohost, just started reading Mastering Technical Sales by John Care. We wanted to discuss a bit about it, and discuss the diversity in the role of Sales engineers.
Demonstrations are the keystone foundation of a Sales Engineer’s Career. Some SEs demo on a daily, weekly or monthly basis. Some companies actually hire demo engineers separate from Sales Engineers. But why do we demo?
Working for a company that provides fremium products to consumers as well as a paid product to business can be tricky. We discuss how do SEs use it to their advantage.
Folks are having great conversations on We The Sales Engineers Forums. Join in!
Sales Engineering is a weird role, you can get SE of the quarter today and be let go the next. But you can bounce back and become the Global Director of Sales Engineering at a direct competitor. So the conversation today covers a wide variety of topics.
what it’s like to be a sales engineer. What’s the job description? How is a sales engineer compensated? What do IT engineers on the buying side of things get wrong about sales engineers? What makes a good sales engineer? How can a sales engineer gently explain to an account rep that there’s actually nothing to sell the customer?
Resumes are needed to grab attention, and it is our responsibility to make as easy as possible for the recruiter or hiring manager to understand what we have to offer with as little pain as possible
Sid works for a Value Added Reseller, and that is one of the topics that we discuss, so stay tuned if you are curious about that topic since it is rarely discussed on this show.