#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
BOOK ME NOW
