January 11, 2019 Leave a comment
I’ve been a sales engineer for 20+ years and I have a lot of thoughts about what a sales engineer should (and shouldn’t) do during a demo, but this article is written for account executives.
July 3, 2017 Leave a comment
Quick… think of one resource you would recommend to an aspiring sales engineer to learn the finer points of giving great demos. A book? A blog? A class?
I recommend watching TV.
Watch TV, Become a better Sales Engineer
October 22, 2013 7 Comments
Many sales engineers think of themselves as technical experts or trusted advisors. That’s great, but we should also strive to be master story tellers. Here’s why… Read more of this post
November 15, 2011 9 Comments
Not too long ago I watched a sales engineer on my team deliver a product demo to a prospective customer. After he was done, I asked him a critical question:
Why do we demonstrate products to prospective customers?
Musings from a professional sales engineer 