Software organizations normally train Sales Engineers in sales methodology by having them attend sales training with the sales reps. More often than not they are trained to be part of a Sales Team without providing them any tools that increase their productivity and efficiency. That’s because there is NOT a single, effective productivity tool dedicated to address this void to improve Sales Engineer’s day to day collaboration with customers, internal and external, and engage them in an effective way.
In other words Sales Engineer’s typical job has always been a one-directional static expulsion of information without means to separate the news from the noise and enriching the news so as to focus on delivering only those nuggets of information the customer actually care about. Salesdocs is the Industry’s first and only productivity tool dedicated to Sales Engineering audience that focuses on “Storification” of a Sales Engineers’ day-to-day tasks and improve their overall efficacy to enrich customer experience.
Traits of a Sales Engineer
- Possess deep technical knowledge of the product.
- A problem solver
- An excellent storyteller
- Master the art of demonstration
- Empathetic to the core
- Interact with teams (from various departments)
- Great market research skills
Sales Engineer Checklist
The following is an incomplete SE checklist:
- They meet with the account manager regarding a prospect / customer in order to understand the basic needs and spell out the preliminary scope of the proposed solution
- They go on sales calls with Account (or Sales) Managers
- They meet with the prospect / customer along with the account manager in order to clarify their specific needs
- They do the Initial discovery of customer’s business requirements
- They translate the Business Requirements into Technical requirements
- They collaborate with the account manager to finalize the solution before the design phase of the proposal
- They pitch the initial solution strategy to the customer
- They perform technical presentations for the product
- They develop architectural representation of the proposed solution and phases of the project along with an estimated timeline from start to completion
- They own the demonstration script for the product.
- They do deep dive custom demonstrations specific to the customer’s technical requirements.
- They conduct and implement Proof of Concepts (referred to as POC) that simulate the exact technical requirements asserted by the customer.
- They collaborate with the customer to conduct a sizing exercise which will be used to create necessary product lists (sometimes referred to as Bill of Materials or BOM for short) for the proposed Solution.
- Briefs the Account Manager on the completed solution and proposal
- They hand-off the price discussions and negotiations to the Account Manager while being available for any off-shoot technical requirements and changes thereof that might come up.
- Becomes a resource to be called upon to provide continuity during future client presentations
The above graphic represents the chain of information flow from least technical to most technical, and vice versa. This hierarchy creates a seamless and scalable flow of accurate information and guidance through the organization into the customers and vice versa for feedback. The importance of a Sales Engineer’s role in building, developing and supporting an Organization’s sales and marketing efforts cannot be overstated. By being the most important link in the overall value chain, Sales Engineer plays the buffer between sales and development, and is one of the keys to any product’s measurable success.