https:\/\/www.udemy.com\/course\/mesecert\/learn\/lecture\/4238862#overview<\/a><\/p>\n https:\/\/www.udemy.com\/course\/mesecert\/learn\/lecture\/3658756#overview<\/a><\/p>\n A member of a Sales Team<\/strong> whose specialty is a deep understanding of their company’s solution portfolio, and is adept as positioning those solutions to solve customers business issues, thus creating value and revenue generation.<\/p>\n * Especially by their sales person.\u00a0 Don’t blow the sale before it’s begun!<\/p>\n Most depts. within their org.\u00a0 One of the few people that fully experiences a product’s full lifecycle, from discovery of a product opportunity through implementing that solution for the client.<\/p>\n Bottom line: The SE’s role is to design valuable customer solutions that generate revenue!<\/strong><\/span><\/p>\n https:\/\/www.udemy.com\/course\/mesecert\/learn\/lecture\/3658758#overview<\/a><\/p>\n Strategic Sales Process – There’s a reason why SALES is the first word of the title.<\/p>\n Partner with your Sales Person.\u00a0 Make take one meeting or several weeks worth of meetings.<\/p>\n Don’t just meet with one person!<\/strong><\/p>\n Examples:<\/p>\n These are what you are hoping to solve with your solution design<\/p>\n Get to know how the technology works with their company and learn how it aligns with their business goals and strategies.<\/p>\n “Go deep and go wide” within your customer’s organization.<\/p>\n Get to know how the technology works with their company and learn how it aligns with their business goals and strategies.<\/p>\n “Go deep and go wide” within your customer’s organization.<\/p>\n Do not completely rely on your Sales person’s research.\u00a0 Do your own!<\/p>\n Gather as much information as possible & keep it as simple as possible<\/p>\n Purpose: To ensure your solution, and it’s value, are qualified with both the prospect’s environment and your company’s internal environment.<\/p>\n Developing the solution will help you position your solution correctly and prove its value.<\/p>\n During this stage, you’ll be meeting with the prospect and making presentations.\u00a0 This meeting can make or break a sale!<\/p>\n If all went well up to now, this should be the easiest phase!\u00a0 All objectives should be overcome.<\/p>\n Keep tabs with your customer base!<\/p>\n Soft Skills<\/a><\/p>\n Consciously focus on these!<\/p>\nSection 2: What is a Sales Engineer?<\/h1>\n
Soft Skills<\/h2>\n
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Who is a Sales Engineer<\/h2>\n
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Optimal Personalities<\/h2>\n
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Who do SE work with?<\/h2>\n
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Organizational Role of an SE<\/h2>\n
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Wrap Up<\/h2>\n
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Section 3: The 5 Pillars of Sales Engineering<\/h1>\n
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Sales Engineering – The 5 Pillars<\/h2>\n
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Discovery Pillar<\/h2>\n
Discovery Sessions (meetings) are critical to any technical sales process.<\/h3>\n
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Who to meet with?<\/h3>\n
Who am I meeting with?<\/h4>\n
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Why am I meeting with this person?<\/h4>\n
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Conversational Goals<\/h4>\n
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Research is KEY<\/h3>\n
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Resources for Research<\/h4>\n
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Discovery Framework – Storyboard<\/h3>\n
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Using the Storyboard<\/h4>\n
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Qualify Pillar<\/h2>\n
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Develop Pillar<\/h2>\n
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Close Pillar<\/h2>\n
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Transition Pillar<\/h2>\n
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Business Development – The 6th Pillar?<\/h2>\n
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Section 4: Soft Skills<\/h1>\n
Difference between Good Sales Engineer and a Great Sales Engineer<\/h2>\n
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What are the Soft Skills<\/h2>\n
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How to master Soft Skills<\/h2>\n
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Business Acumen<\/h2>\n
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