Blog
Notes:
I caught up with Chris White on his Linkedin Live show a bit ago. This time he interviews me and we dig into what happens behind the scenes, or at least what should happen behind the scenes to make sure that SEs are successful in front of the customer.
Everyone loves what we do on the front end, working directly with the customer, performing, and getting the Aha moment. However, we can not do any of that if we don’t prepare, if we don’t generate leads (even as SEs), or prepare for discovery, demos, and POV. We barely scratch the surface. But it’s a start.
Key Takeaways:
- Why what happens behind the scenes is important
- How SEs can be lead generators
- Qualifying deals as Sales Engineers
- Why every person should have a process
- Preparing for calls.
- Post Call Process
- Controlling your time as an SE
- Collecting stories from teammates to share with customers
- Customer follow-up black holes vs Extreme Ownership
Quotes:
“We have to do the bench pressing so we can hit the game-winner” – Ramzi Marjaba
“SEs are small-scale marketers” – Ramzi Marjaba
“We know when what we’re seeing or reading or hearing is just marketing material … As opposed to an expert who’s speaking from experience” – Chris White
“How do we qualify a deal? That’s a salesperson’s job, right? Well, not if you’re getting invited to every deal that’s not qualified” – Ramzi Marjaba
“If you’re invited to every meeting that’s not qualified, then there is no trust.” – Ramzi Marjaba
“We are responsible. For where and how we spend our time.” – Chris White
“Every time we say yes to one request, we are saying no to all the other things that we could be doing differently” – Chris White
