{"id":2346,"date":"2019-08-13T17:20:51","date_gmt":"2019-08-13T17:20:51","guid":{"rendered":"http:\/\/wiki.thomasandsofia.com\/?p=2346"},"modified":"2019-08-16T18:12:38","modified_gmt":"2019-08-16T18:12:38","slug":"sales-engineer","status":"publish","type":"post","link":"https:\/\/wiki.thomasandsofia.com\/?p=2346","title":{"rendered":"Sales Engineer"},"content":{"rendered":"<h1>Menu<\/h1>\n<ul>\n<li><strong>Sales Eng. Work Flow<\/strong><\/li>\n<li><strong>What is a Sales Engineer?<\/strong>\n<ul>\n<li>What is a Sales Rep<\/li>\n<li>What is an Engineer<\/li>\n<li>What is a Sales Engineer\n<ul>\n<li>Sales Skills<\/li>\n<li>Engineering Skills<\/li>\n<\/ul>\n<\/li>\n<li>Understanding the Value<\/li>\n<li>Compensation<\/li>\n<li>Additional Requirements and Perks<\/li>\n<\/ul>\n<\/li>\n<li><strong>Past Clients<\/strong><\/li>\n<li><strong>Acronymns<\/strong><\/li>\n<\/ul>\n<h1>Sales Engineer Work Flow<\/h1>\n<h2>Pre-sales call<\/h2>\n<ul>\n<li>Understand scope of project\n<ul>\n<li>BANT\n<ul>\n<li>Budget<\/li>\n<li>Authority<\/li>\n<li>Need<\/li>\n<li>Timeline<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<li>Gather preliminary information\n<ul>\n<li>Determine if enough to move forward or to schedule &#8216;deep dive&#8217; scoping call.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h2>Needs Analysis Form<\/h2>\n<ul>\n<li>Precedes a Scoping Call<\/li>\n<li>Shape and size of current infrastructure\n<ul>\n<li>Number of Servers<\/li>\n<li>CPU \/ RAM \/ Disk<\/li>\n<\/ul>\n<\/li>\n<li>OS \/ Applications breakdown<\/li>\n<li>Network Topology diagram if necessary\n<ul>\n<li>Visio<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h2>Scoping Call<\/h2>\n<ul>\n<li>Discuss and verify details of Needs Analysis Form<\/li>\n<li>Discuss requirements for POC (Proof of concept) if required.\n<ul>\n<li>If so, understand KPIs (Key Performance Indicators) to determine if POC was successful or not)<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h2>SOW &#8211; Statement of Work<\/h2>\n<ul>\n<li>In Scope\n<ul>\n<li>Create new topology\n<ul>\n<li>Visio<\/li>\n<\/ul>\n<\/li>\n<li>Configure POC (Proof of concept)<\/li>\n<li>Create JEP (Joint Execution Plan)\n<ul>\n<li>Project Management outline<\/li>\n<li>Cost variations if timelines not met<\/li>\n<li>KPIs for Project Closure<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<li>Out of Scope\n<ul>\n<li>Software installation \/ configurations<\/li>\n<li>Anything not &#8216;in scope&#8217; should be assumed &#8216;out of scope&#8217;<\/li>\n<\/ul>\n<\/li>\n<li>Billing Terms\n<ul>\n<li>Init payment (POS \/ Setup)<\/li>\n<li>Final Payment<\/li>\n<li>Ongoing Monthly recurring payments<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h2>JEP &#8211; Joint Execution Plan<\/h2>\n<ul>\n<li>Project Management\n<ul>\n<li>Outline of events, dates, responsible parties<\/li>\n<li>Requirements for project close<\/li>\n<\/ul>\n<\/li>\n<li>KPI monitoring (if available)<\/li>\n<\/ul>\n<h2>Project Sign-off<\/h2>\n<h2><\/h2>\n<h1>What is Sales Engineering<\/h1>\n<p><a href=\"https:\/\/www.youtube.com\/watch?v=YqINkH3SiVM\" target=\"_blank\" rel=\"noopener\">https:\/\/www.youtube.com\/watch?v=YqINkH3SiVM<\/a><\/p>\n<h2>What is a Sales Rep<\/h2>\n<p><strong>Good in front of people, bad\/poor with technology<\/strong><\/p>\n<ol>\n<li>Quota based ($)\n<ul>\n<li>Pipeline<\/li>\n<li>Active Count<\/li>\n<\/ul>\n<\/li>\n<li>Grow Accounts (Retention)<\/li>\n<li>Aquire new accounts\n<ul>\n<li>Cold calls<\/li>\n<li>Prospecting<\/li>\n<\/ul>\n<\/li>\n<li>Do not work with others in the company<\/li>\n<li>Hunter Attitude\n<ul>\n<li>Loner, don&#8217;t hunt in packs<\/li>\n<li>Blame management<\/li>\n<\/ul>\n<\/li>\n<li>Rolodex of Contacts\n<ol>\n<li>Resource for CSM<\/li>\n<\/ol>\n<\/li>\n<\/ol>\n<h2>What is an Engineer?<\/h2>\n<p><strong>Good with technology, unexperienced with people<\/strong><\/p>\n<ol>\n<li>Programmers\n<ul>\n<li>Eng \/ Dev\/ R&amp;D\n<ul>\n<li>Bug Fix<\/li>\n<li>Create new featuers<\/li>\n<li>Supply release<\/li>\n<li>Customer support<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<li>Not performance compensated<\/li>\n<li>Seldom used as a sales resource<\/li>\n<li>Several Titles\n<ul>\n<li>Developer, IT Manager, Programmer<\/li>\n<\/ul>\n<\/li>\n<li>Good Technical\n<ul>\n<li>Possibly not good with interface because they seldom use it.<\/li>\n<\/ul>\n<\/li>\n<\/ol>\n<h2>What is a Sales Engineer<\/h2>\n<p><strong>Good with people and good with Tech<\/strong><\/p>\n<h3>Sales<\/h3>\n<ul>\n<li>Exceptional Writer<\/li>\n<li>Outstanding Public Speaker<\/li>\n<li>Craft Proposals \/ FRX\n<ul>\n<li>RFI Request for Information<\/li>\n<li>RFQ Request for Quote<\/li>\n<li>RFP Request for Proposal<\/li>\n<li>RFO Request for Offer<\/li>\n<li>RFC Request for Consideration<\/li>\n<\/ul>\n<\/li>\n<li>Bartender to the Reps\n<ul>\n<li>Multiple reps with different skill sets will provide clients with similar experience.<\/li>\n<\/ul>\n<\/li>\n<li>Understanding Sales\n<ul>\n<li>You&#8217;re helping someone sell, so you need to be as knowledgeable about what they are doing as they are.<\/li>\n<\/ul>\n<\/li>\n<li>Work well with Sales Management\n<ul>\n<li>How well the reps are doing<\/li>\n<\/ul>\n<\/li>\n<li>Trainers (Break things down)\n<ul>\n<li>Customers<\/li>\n<li>Vars (Value Added Resellers)<\/li>\n<li>Reps<\/li>\n<\/ul>\n<\/li>\n<li>Personality &amp; <strong>Humility<\/strong>\n<ul>\n<li>You are the King Maker.\u00a0 You do not take responsibility for success.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h3>Engineering<\/h3>\n<ul>\n<li>Create Software Demos\n<ul>\n<li>Often with the client&#8217;s data\n<ul>\n<li>Their stuff in your stuff<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<li>Comfortable in many programming languages\n<ul>\n<li>Linux\/Unix\/Windows<\/li>\n<li>Scripting Languages<\/li>\n<li>C++\/C#<\/li>\n<li>.net \/ Java<\/li>\n<\/ul>\n<\/li>\n<li>Hardware and Networking Expert<\/li>\n<li>Exude Technical Confidence\n<ul>\n<li>Ooze out, bleed, sweat, display abundantly<\/li>\n<li>Answer all questions right then and there<\/li>\n<\/ul>\n<\/li>\n<li>Create Whitepapers, proposals, web and graphix content<\/li>\n<li>Create and Maintain Respect within our company\n<ul>\n<li>When it comes to the &#8216;Deal&#8217;, the Sales Engineer is in the middle.<\/li>\n<li>Everyone, Reps, managers, Eng, Dev Ops, Customers, comes to the SE<\/li>\n<\/ul>\n<\/li>\n<li>Resource for:\n<ul>\n<li>Product Development Managers<\/li>\n<li>Business Development Managers\n<ul>\n<li>If you had ____, I&#8217;d buy it.<\/li>\n<\/ul>\n<\/li>\n<li>Tech Support<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h2>Understand the Value of what you do<\/h2>\n<ul>\n<li>Put a dollar sign &#8216;$&#8217; somewhere on the board<\/li>\n<li>You are there to help the client make money, but you do not do that for free.\n<ul>\n<li>This is a value tool we provide and we provide that value<\/li>\n<li>If we didn&#8217;t charge you, you would not value it\n<ul>\n<li>&#8220;If your customers are not complaining, your price is not high enough.&#8221;<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<li>With Sales Engineering, 50% of what you do is sales.\n<ul>\n<li>You are not a charity\n<ul>\n<li>Not to your customers<\/li>\n<li>Not to your employer<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h2>Compensation<\/h2>\n<ul>\n<li>Commission \/ Optional Bonus\n<ul>\n<li>This puts &#8216;skin in the game&#8217;<\/li>\n<li>Helps prevent you from saying things that might prevent these moneys from reaching your pocket.<\/li>\n<\/ul>\n<\/li>\n<li>Almost always Telecommute\n<ul>\n<li>You need to go to the client to get the big sales\n<ul>\n<li>We need to &#8216;court\/woo&#8217; them, they should not need to come to us.<\/li>\n<li>This shows respect for them<\/li>\n<\/ul>\n<\/li>\n<li>You need to be with the Sales Rep.\n<ul>\n<li>If they are at the client, you should be with them.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<li>Travel\n<ul>\n<li>If the Rep is there, we need to be there, almost as much as the rep.<\/li>\n<li>Prevents the Sales Rep from selling the wrong thing.<\/li>\n<li>Requires a strong relationship with your wife.\n<ul>\n<li>Can sometimes bring your spouse with you.\n<ul>\n<li>Hotel costs are the same<\/li>\n<li>Airfare purchased with Frequent Flyer Miles.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h1>Past Clients<\/h1>\n<ul>\n<li>Barclays &#8211; Bank\n<ul>\n<li>Small Legacy project<\/li>\n<\/ul>\n<\/li>\n<li>Control Case\n<ul>\n<li>PCI Scanning and data security<\/li>\n<\/ul>\n<\/li>\n<li>Daniel Defense\n<ul>\n<li>High Powered Weapons Sales<\/li>\n<\/ul>\n<\/li>\n<li>Direct Flights\n<ul>\n<li>SaaS Airline ticket sales and routing<\/li>\n<\/ul>\n<\/li>\n<li>Mobile 33\n<ul>\n<li>IP Call center with mobile app<\/li>\n<\/ul>\n<\/li>\n<li>Moduurn Mobility\n<ul>\n<li>PaaS &#8211; Mobile Ordering Application<\/li>\n<\/ul>\n<\/li>\n<li>Opal Group\n<ul>\n<li>Conference organizers for specific industries\n<ul>\n<li>Events, locations, speakers, etc.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<li>Orion Fleet Intelligence\n<ul>\n<li>Driver data collection and analysis\n<ul>\n<li>GPS coords, Gas Mileage, hours ran<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<li>ResultsPositive\n<ul>\n<li>Kyle Heward<\/li>\n<li>IT Shop. We were his extended DC to reduce CapX to OpX<\/li>\n<\/ul>\n<\/li>\n<li>Velocity Outdoor\n<ul>\n<li>Online store for Sporting Goods and low-power weapons\n<ul>\n<li>Air rifles, pellet guns, cross bows, etc.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<li>Weather Guidance\n<ul>\n<li>Local Weather monitoring and warning systems<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h1>Acronyms<\/h1>\n<h2>People<\/h2>\n<ul>\n<li>AE Account Executive<\/li>\n<li>SE Sales Engineer<\/li>\n<li>SME Subject Matter Expert<\/li>\n<\/ul>\n<h2>Tools<\/h2>\n<ul>\n<li>CRM Customer Relationship Manager\n<ul>\n<li>Salesforce<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h2>Processes<\/h2>\n<p>INVEST (Used with Agile User Stories)<\/p>\n<ul>\n<li>Independent<\/li>\n<li>Negotiable<\/li>\n<li>Valuable<\/li>\n<li>Estimatable<\/li>\n<li>Sized Appropriately<\/li>\n<li>Testable<\/li>\n<\/ul>\n<p>SMART (Often used with goals)<\/p>\n<ul>\n<li>Specific<\/li>\n<li>Measurable<\/li>\n<li>Attainable<\/li>\n<li>Realistic<\/li>\n<li>Time Bound<\/li>\n<\/ul>\n<h3>Sales Processes<\/h3>\n<p>BANT<\/p>\n<ul>\n<li>Budget<\/li>\n<li>Authority<\/li>\n<li>Need<\/li>\n<li>Time Line<\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>Menu Sales Eng. Work Flow What is a Sales Engineer? What is a Sales Rep What is an Engineer What is a Sales Engineer Sales Skills Engineering Skills Understanding the Value Compensation Additional Requirements and Perks Past Clients Acronymns Sales Engineer Work Flow Pre-sales call Understand scope of project BANT Budget Authority Need Timeline Gather ..<\/p>\n<div class=\"clear-fix\"><\/div>\n<p><a href=\"https:\/\/wiki.thomasandsofia.com\/?p=2346\" title=\"read more...\">Read more<\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[51],"tags":[],"class_list":["post-2346","post","type-post","status-publish","format-standard","hentry","category-employment"],"_links":{"self":[{"href":"https:\/\/wiki.thomasandsofia.com\/index.php?rest_route=\/wp\/v2\/posts\/2346","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/wiki.thomasandsofia.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/wiki.thomasandsofia.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/wiki.thomasandsofia.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/wiki.thomasandsofia.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=2346"}],"version-history":[{"count":11,"href":"https:\/\/wiki.thomasandsofia.com\/index.php?rest_route=\/wp\/v2\/posts\/2346\/revisions"}],"predecessor-version":[{"id":2384,"href":"https:\/\/wiki.thomasandsofia.com\/index.php?rest_route=\/wp\/v2\/posts\/2346\/revisions\/2384"}],"wp:attachment":[{"href":"https:\/\/wiki.thomasandsofia.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=2346"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/wiki.thomasandsofia.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=2346"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/wiki.thomasandsofia.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=2346"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}