Comments on: 7 Rules for Getting the Best out of Sales Engineers http://www.techdemoguy.com/2009/05/7-rules-for-getting-the-best-out-of-sales-engineers/ Making the Technical Sale Wed, 09 Mar 2011 21:37:12 +0000 hourly 1 By: dsohigian http://www.techdemoguy.com/2009/05/7-rules-for-getting-the-best-out-of-sales-engineers/comment-page-1/#comment-99 dsohigian Wed, 17 Jun 2009 14:36:29 +0000 http://www.techdemoguy.com/?p=113#comment-99 @Ben - thanks. I was just thinking of giving you a call. I have enjoyed writing this blog and getting some of my thoughts on the profession down. More to come. @Ben – thanks. I was just thinking of giving you a call. I have enjoyed writing this blog and getting some of my thoughts on the profession down. More to come.

]]> By: Ben http://www.techdemoguy.com/2009/05/7-rules-for-getting-the-best-out-of-sales-engineers/comment-page-1/#comment-97 Ben Wed, 17 Jun 2009 06:39:07 +0000 http://www.techdemoguy.com/?p=113#comment-97 Hey Dave, Love this (new?) blog. Really great stuff in here, not that I'm surprised. Have you found a Web 2.0 tool yet to send anonymous links to people by email? <ahem> Hey Dave,

Love this (new?) blog. Really great stuff in here, not that I'm surprised. Have you found a Web 2.0 tool yet to send anonymous links to people by email? <ahem>

]]> By: dsohigian http://www.techdemoguy.com/2009/05/7-rules-for-getting-the-best-out-of-sales-engineers/comment-page-1/#comment-82 dsohigian Fri, 12 Jun 2009 00:58:07 +0000 http://www.techdemoguy.com/?p=113#comment-82 @Mikel - I wholeheartedly agree. Although there are times where the unique skills of the SE can be applied outside of New Sales. One area that I am very familiar with is demos at tradeshows. Often this falls on Marketing (and rightly so) but in most cases they don't have the skills to put together compelling demonstrations. So calling on SE's is, in my opinion, a good idea because it puts the best presentation possible in front of the potential clients. Of course, that should not get in the way of helping close new sales... @Mikel – I wholeheartedly agree. Although there are times where the unique skills of the SE can be applied outside of New Sales. One area that I am very familiar with is demos at tradeshows. Often this falls on Marketing (and rightly so) but in most cases they don't have the skills to put together compelling demonstrations. So calling on SE's is, in my opinion, a good idea because it puts the best presentation possible in front of the potential clients. Of course, that should not get in the way of helping close new sales…

]]> By: Mikel http://www.techdemoguy.com/2009/05/7-rules-for-getting-the-best-out-of-sales-engineers/comment-page-1/#comment-81 Mikel Thu, 11 Jun 2009 18:59:29 +0000 http://www.techdemoguy.com/?p=113#comment-81 On the other side of the fence, there should be a manual for the SE managers and company to which they serve. They powers that be should prioritize their SE team. I have found this list to be over simplified, yet powerful. 1. New sales 2 Existing sales 3. all other issues How many companies hire an SE, fail to pay them on time, or ask the SE to work existing companies over new business? Let the managers fight the battles, work with existing clients and allow the SE's to perform their magic – pre-sales! On the other side of the fence, there should be a manual for the SE managers and company to which they serve. They powers that be should prioritize their SE team. I have found this list to be over simplified, yet powerful.
1. New sales
2 Existing sales
3. all other issues

How many companies hire an SE, fail to pay them on time, or ask the SE to work existing companies over new business? Let the managers fight the battles, work with existing clients and allow the SE's to perform their magic – pre-sales!

]]> By: dsohigian http://www.techdemoguy.com/2009/05/7-rules-for-getting-the-best-out-of-sales-engineers/comment-page-1/#comment-80 dsohigian Thu, 11 Jun 2009 18:21:05 +0000 http://www.techdemoguy.com/?p=113#comment-80 @Scott - glad to hear you and the team found it useful. I think consistency (like you described in that AE) is the key to success in sales. Doing the right things every time leads to consistent sales. Tips and tricks only go so far: you need a plan that you apply every time.On Thu, Jun 11, 2009 at 10:51 AM, Dave Sohigian <dsohigian@gmail.com> wrote: approve @Scott – glad to hear you and the team found it useful. I think consistency (like you described in that AE) is the key to success in sales. Doing the right things every time leads to consistent sales. Tips and tricks only go so far: you need a plan that you apply every time.On Thu, Jun 11, 2009 at 10:51 AM, Dave Sohigian <dsohigian@gmail.com> wrote: approve

]]> By: Scott Jewett http://www.techdemoguy.com/2009/05/7-rules-for-getting-the-best-out-of-sales-engineers/comment-page-1/#comment-79 Scott Jewett Thu, 11 Jun 2009 17:45:20 +0000 http://www.techdemoguy.com/?p=113#comment-79 Dave - great article. I sent the link to my team and they want it added to our training program for new account executives. I've been managing sales engineers for a while and I can tell you there's a direct payback to account executives that collaborate this way. One AE on our team (he's moved on now) did these steps on every deal. He hit quota each of the 6 years he was at our company and he closed deals every quarter. Thanks for the post. Scott Dave – great article. I sent the link to my team and they want it added to our training program for new account executives. I've been managing sales engineers for a while and I can tell you there's a direct payback to account executives that collaborate this way. One AE on our team (he's moved on now) did these steps on every deal. He hit quota each of the 6 years he was at our company and he closed deals every quarter. Thanks for the post.

Scott

]]> By: dsohigian http://www.techdemoguy.com/2009/05/7-rules-for-getting-the-best-out-of-sales-engineers/comment-page-1/#comment-70 dsohigian Fri, 29 May 2009 16:35:07 +0000 http://www.techdemoguy.com/?p=113#comment-70 @Skip - Great point. Sending an agenda also shows the Sales Engineer that you are on top of it and handling your end of the deal. This allows them to relax and do their work with confidence that the rep is handling their part with competence. @Skip – Great point. Sending an agenda also shows the Sales Engineer that you are on top of it and handling your end of the deal. This allows them to relax and do their work with confidence that the rep is handling their part with competence.

]]> By: Skip Bogard http://www.techdemoguy.com/2009/05/7-rules-for-getting-the-best-out-of-sales-engineers/comment-page-1/#comment-69 Skip Bogard Fri, 29 May 2009 05:58:36 +0000 http://www.techdemoguy.com/?p=113#comment-69 EMAIL an AGENDA the DAY BEFORE THE MEETING ~*~ On point #2 (btw, very nice writeup, Dave) I'd like to share it's important for the sales rep to email an agenda the day before. Benefits: (1) an Agenda reminds those customers who you want most to be in attendance (2) " " can "psych up" the customer's influencers/decision makers to want to be there (3) " " gives a "heads-up" to the customer if you want them to describe their business problem(s) early in the meeting. (4) " " with names / titles makes it easier for the Sales Engineer to address customers by name the day of the meeting (5) " " can help the sales rep avoid embarrassing moments. TRUE STORY: I was in an IBM Customer meeting when the IBM sales rep addressed a customer by the name "Yolanda." While one can imagine that she might be a woman of color (she was)....her name was not Yolanda. It was Latricia. Sending an agenda the day before could have helped the rep avoid that cross-wired mistake! EMAIL an AGENDA the DAY BEFORE THE MEETING ~*~

On point #2 (btw, very nice writeup, Dave) I'd like to share it's important for the sales rep to email an agenda the day before. Benefits:
(1) an Agenda reminds those customers who you want most to be in attendance
(2) " " can "psych up" the customer's influencers/decision makers to want to be there
(3) " " gives a "heads-up" to the customer if you want them to describe their business problem(s) early in the meeting.
(4) " " with names / titles makes it easier for the Sales Engineer to address customers by name the day of the meeting
(5) " " can help the sales rep avoid embarrassing moments. TRUE STORY: I was in an IBM Customer meeting when the IBM sales rep addressed a customer by the name "Yolanda." While one can imagine that she might be a woman of color (she was)….her name was not Yolanda. It was Latricia. Sending an agenda the day before could have helped the rep avoid that cross-wired mistake!

]]> By: dsohigian http://www.techdemoguy.com/2009/05/7-rules-for-getting-the-best-out-of-sales-engineers/comment-page-1/#comment-68 dsohigian Fri, 29 May 2009 01:00:04 +0000 http://www.techdemoguy.com/?p=113#comment-68 John - Thanks for reading! John – Thanks for reading!

]]> By: dsohigian http://www.techdemoguy.com/2009/05/7-rules-for-getting-the-best-out-of-sales-engineers/comment-page-1/#comment-67 dsohigian Fri, 29 May 2009 00:59:05 +0000 http://www.techdemoguy.com/?p=113#comment-67 Jeff - Agreed! That should be #8 (or perhaps I should say #1 on the list of 8). Thanks for the suggestion. I agree that the best Sales reps I ever worked with saw it as a partnership (and often a long term one) rather than treating me like a Demo Dave! Jeff – Agreed! That should be #8 (or perhaps I should say #1 on the list of 8). Thanks for the suggestion. I agree that the best Sales reps I ever worked with saw it as a partnership (and often a long term one) rather than treating me like a Demo Dave!

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