sales engineering
6 entries
You Can Offload the Call Notes, Not your Credibility
"If an agent has synthesized fifty customer calls for you, or a competitive analysis, check a couple of the source documents to make sure the summary is accurate. Check a number that your recommendation depends on to make sure it's being calculated correctly."
tags: sales engineeringread: 1m022025-11-19originally published on LinkedInThe Demo Crime Files: Are You Guilty?
In the book Demonstrating to Win! by Robert Riefstahl, there's a chapter recommended for every Solutions Engineer: The Demo Crime Files. These aren't just bad habits; they're momentum-killers that…
tags: demos, sales engineeringread: 1m032025-06-16originally published on LinkedInRapid Proof-of-Concept Delivery in SaaS: Strategies for Tight Timelines
In enterprise SaaS sales, a proof-of-concept functions as a test drive before major purchases. Prospective customers seek hands-on validation using their own data rather than polished demo…
tags: POC, sales engineeringread: 4m042025-05-09originally published on LinkedInTechnical Storytelling in Sales
In sales engineering, simply showcasing features isn't sufficient — they must resonate with audiences. Technical storytelling transforms product demonstrations and technical explanations into…
tags: storytelling, sales engineeringread: 2m052025-04-30originally published on LinkedInIs AI Replacing Your Software Engineering Customers?
AI is writing code, and it's getting much better. But what is it doing to the roles of software engineers? According to Microsoft and Google, over 30% of new code is now AI-generated, up from just…
tags: AI, sales engineeringread: 2m062025-04-24originally published on LinkedInThe SE Secret Weapon: Relationship Building for Sales Growth
Is the Solutions Engineer's technical network an untapped goldmine for driving enterprise sales?
tags: relationship building, sales engineeringread: 2m