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.
April 30, 2012 Leave a comment
I’ve talked a lot about discovery because it’s so important. Now let’s examine what comes next.
After you’ve gathered a sufficient amount of information about an opportunity, you and your account executive decide whether or not this opportunity is a good fit for your company’s products and services.
Often this is much harder than it sounds. Here’s why… Read more of this post
October 4, 2011 3 Comments
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
Musings from a professional sales engineer 