#81 Sales and Sales Engineering Skill Overlap

There is so much that Salespeople and Sales Engineers do that are common. We both have to work with customers, although what we do with the customers are different. However are there any responsibilities we can take over? Why would that help Sales Engineers if that happens?  

In this show we will discuss:

  • Future of sales engineering
  • Social selling
  • Cold calling for Sales Engineering 
  • Becoming a commodity
  • Selling Commodity vs Selling a solution.
  • Proactivity is the key

Books Mentioned in this Show:

Sales Fundamentals for Technical Specialists by Janne Korhonen
The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon
The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results by MAtthew Dixon

Tools I’m using:

The Rocketbook - My notebook of choice. I use if for pretty much everything, upload to my email, evernote, or drive and as I run out of pages, I use a wet cloth and erase the whole thing.[Affiliate Link - I get a small commission with no cost to you. Thanks for supporting this SE resource.]
Pluralsight - I first interviewed Pluralsight's Director of Sales Engineering and then I tlaked to a few colleagues who highly recommended this site. Since then I've been using it to improve my automation skills..[Affiliate Link - I get a small commission with no cost to you. Thanks for supporting this SE resource.]

Connect with Janne

Janne's LinkedIn

Music on the show: Watchmaker’s Daughter by Reeder

Reeder's Site