As the Sales Engineering profession has evolved over the years, it has taken different shapes and forms as well. Companies in varying industries have tried to apply the principles of sales engineering … read more

Top 10 attributes of a successful SE1. ConsultativeThe most important attribute is to be consultative. Prospects don’t only expect you to know your product but also help educate them about ways to get … read more

I have implemented the following Top 5 initiatives when building a new Sales Engineering function from the ground up. Depending on the current structure of the Sales Organization, timing and complexit … read more

80/20 Rule: Get 80% relevant in 20 minutes [Ok, I admit of twisting the 80/20 rule a bit here] Even though this article is written with a specific activity in mind – solution demonstration, the … read more

#1. Give – Get Feedback Sales reps and Sales Engineers, both play a critical role in winning deals. It truly is a team effort. Sales Engineers often work with multiple Account Executives and AEs oft … read more

Let's first be grateful for all we have accomplished this year and be thankful for the opportunities we were given all along to learn, share and grow. For the relatively new SE teams, we should reflec … read more