What is the #1 pain your Sales Engineer struggles with before trying the PTV Method™?

#1 problem for a Sales Engineer is… FEATURE VOMIT.

Small Companies don’t have adequate sales training=> SEs are not doing prep calls with AEs=> THEY DON’T KNOW WHAT THE PAIN IS AND SO THEY SAY EVERY FEATURE!

Dysfunctional teams due to poor leadership means that bad habits form everywhere, and usually communication is the first.

Too often the SE development is abandoned or nonexistent so the reaction is trying to feature sell too much when the prospect asks! You know I know what I’m talking about based on this paragraph right here!)

MY ACTUAL SE RESULTS

3000+

Discovery Meetings

150K+

Cold Calls Made

$500k+

Deal Sizes Closed

$4M+

TCV Won < 13mos

Hear From an SE I Helped

What is better than an actual testimony from a Sales Engineer?

“I’ve been in tech sales for over 10 years, and speaking with Jonathan was refreshing. He was able to listen to where I was at and provide comfortable coaching advice in line with what the AE and sales team needed me to work on!”

Bob S.

Sales Engineer, Centracomm

What are the top 5 reasons you struggle as a sales engineer before trying the PTV Method™?

  1. Demos That Miss the Mark due to Feature Vomiting:
    • The Pain: SEs often deliver demos that showcase all the bells and whistles of the product, but fail to address the prospect’s specific needs. This leads to disengagement, a lack of perceived value, and ultimately, a failure to advance the sale.
    • Why PTV Helps: The PTV Method emphasizes sharing the pain points from the discovery call with the SE and conducting a pre-demo prep call. This ensures that the demo is tightly focused on the features and functionalities that directly alleviate the prospect’s pain.
  2. Wasted Demo Efforts:
    • The Pain: SEs invest significant time and effort in preparing and delivering demos, only to find that the prospect was never a good fit or lacked the budget or urgency to buy. This feels like a waste of valuable resources and can be demoralizing.
    • Why PTV Helps: The PTV Method’s focus on “Pain vs. Gain” qualification early in the sales cycle helps to filter out prospects who are not truly committed to solving a problem. This reduces the number of demos with unqualified prospects, maximizing the SE’s efficiency.
  3. Lack of Collaboration with Sales:
    • The Pain: SEs may feel disconnected from the sales team, receiving inadequate information about the prospect’s needs or being brought in too late in the sales process. This can lead to miscommunication, friction, and ineffective demos.
    • Why PTV Helps: The PTV Method promotes clear communication and collaboration between AEs and SEs. The emphasis on sharing pain points and conducting prep calls ensures that the SE is fully aligned with the sales strategy.
  4. Difficulty in Establishing Credibility:
    • The Pain: SEs may struggle to establish themselves as trusted advisors, especially if they focus solely on technical features. They may be perceived as product specialists rather than strategic partners.
    • Why PTV Helps: By framing the demo around the alleviation of the prospect’s pain, SEs can position themselves as problem-solvers and trusted advisors. This approach builds credibility and strengthens the customer relationship.
  5. Post-Demo Uncertainty:
    • The Pain: After delivering a demo, SEs may be unsure of the next steps or the prospect’s level of interest. They lack a clear framework for guiding the prospect towards a decision or ensuring a smooth handoff to the next stage of the sales process.
    • Why PTV Helps: The PTV Method provides a clear framework for the entire sales process, including the demo stage. By focusing on validating the value of the solution and establishing a timeline, SEs can effectively guide the prospect towards a successful outcome.

GROW YOUR SALES SKILLS, BOOK ME NOW

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