The Best Sales Engineers on Television

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.

Couple Watching Movie In Living Room

Watch TV, Become a better Sales Engineer

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Which is more important to an SE… trust or respect?

In 1997 I moved to San Francisco and joined a Java tools start-up called Infoscape. They had never hired a sales engineer, but that was ok because up until that point I had never been a sales engineer.

I learned a lot on that job, most of it the hard way. One of the easier lessons was shared with me by a more experienced sales engineer named John Kotch who joined our team about a year after I started.

One day as we we discussing the sales engineer / sales rep dynamic, John told me

“It’s important for the customer to trust the sales rep and respect the sales engineer.” Read more of this post