Blog
Notes:
I’m always asked, “What does a great SE look like?” The problem is there isn’t one way to SE. Great SEs look like. The role is complex, and people do it differently.
So, let’s delve into the role’s complexity and break it down through an evaluation form I created. I cover various aspects such as working with account managers, discovery, demos, proof of value, and technical know-how. I also emphasize the importance of customer relations and leadership skills.
Finally, I have some news…
Key Takeaways:
- Defining a Good Sales Engineer
- Books for SEs
- Evaluation Form Overview
- Working with Account Managers
- Discovery Process
- Demo Preparation and Execution
- Proof of Value and Proposals
- Technical Knowledge and Customer Relations
- Conclusion and Bittersweet News
Quotes:
“Discovery is the second most important part for solution engineering.” – Ramzi Marjaba
“Proof of Value is where deals go to die “ – Ramzi Marjaba
“Every time they [SE] open their mouth, they’re either adding value or removing value from the deal” – Ramzi Marjaba
“Insight selling comes from industry knowledge.” – Ramzi Marjaba
