This is a 55 minute Masterclass that will show you what it takes to go from being a Good Sales Engineer to being a GREAT Sales Engineer and drive personal success.
By the end of the course you will understand the SE role and the skills needed, the SE process and how to own it, and how to create highly effective partnerships with the Account Executives and wider sales teams.
Welcome & Introduction (2:27)
- Welcome to this Masterclass on ‘Sales Engineering: From Good to Great.’
Understanding Sales Engineering (6:14)
- This module creates a common understanding of the SE role, the need for excellence, the objectives of the role and how we can start to drive transformation from being Good to being Great as an SE.
Strengthening Your Expertise (16:13)
- Great SEs are technologists, but we need to communicate effectively to various audiences, we are problem solvers, relationship builders and are always learning.
The Sales Engineering Process (20:53)
- As an SE we are part of the sales team that drives the sales process but we own a specific SE sales process within it, which can make or break the opportunity.
Collaboration with Account Executives and Sales Teams (8:22)
- Great teams win and lose together. This module shows how to work more effectively with the Account Executives as well as the wider sales team and supporting functions.
Conclusion (1:23)
- We wrap it up and talk about next steps
