Selling to Sellers and How Solution Engineers Can Add Valu
We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
English - April 22, 2024 05:00 - 59 minutes - 136 MB - ★★★★★ - 37 ratingsCareers Business engineers application consultant customer engineering relations sales technical Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
I have my own opinions of what sales engineers should do, and how they should be involved in the sales process. My opinion is that they should be involved, early and often.
But I sell in the enterprise market, with a small number of customers. My SE is tied only to me, and the main decision-makers are the users who use the product. So it would make sense that my SE is heavily involved, follows up post-demo, and maintains relationships.
But when your product is being sold to other Salespeople, and the goal is to show them how easy it is to use, and the SE that supports your opportunities supports the opportunities of a few other salespeople, then the process and expectations are different. Adam Weekes is an AE Leader within Big Tin Can. He drops by the show to explain his views.
show notes: https://wethesalesengineers.com/show314