Here's how you can creatively spot new business opportunities as a Sales Engineer.

Active listening is where it all starts. It involves not only understanding the customer’s need, but also to engage the customer in a back and forth conversation and not only a question and answer session. - It involves to listen with curiosity and ask questions that makes it clear to the customer the level of interest we have in his issue. We need to be genuinely curious - We need to confirm to ourselves and to the customer the ideas and opinions we have formed are exactly that of customer’s. - The customer need to walk away from our conversation feeling very satisfies that we understand his issue and his urgency. This phase could make the biggest difference when comparing us with our competition

When discussing a new workloads my clients often lament the time it will take before they can start. A bunch of other projects that are either slow or taking all resources. Having the ability to jump in and augment staff, or bring in some governance and project management to both help your client, and help with the future sale.

Based on my experience you should focus on: 1. Ask Probing Questions: - After listening to your customer’s initial statements, ask open-ended and probing questions to uncover deeper insights into their needs and challenges. Help reveal underlying factors that might not be immediately obvious. 2. Repeat and Confirm: - Paraphrase and repeat back what the customer has said to confirm your understanding. This technique ensures you accurately grasp their needs and shows the customer that you are genuinely engaged and listening. 3. Empathize and Relate: - Show empathy by acknowledging their frustrations and challenges. Relate their concerns to similar situations you’ve encountered and how they were resolved.

Take an active listening course as it is a learned skill. It can improve with practice. Listening and responding thoughtfully is a huge asset. Your customers will appreciate it.

As a Sales Engineer, spotting new business opportunities creatively involves staying updated on industry trends, listening to customer needs, collaborating on innovative solutions, attending events for networking, and using data analytics to identify untapped markets. Thinking outside the box and being proactive can lead to successful opportunities.

I believed in the power of networking. Most of our best clients came from referrals, proving the strength of relationships built over time. One notable instance involved a high-profile client referred by another satisfied customer. This client, who brought significant business, had initially been referred by a tech vendor I met at an insurance conference. We had exchanged contacts and stayed in touch via LinkedIn. I often share this story, highlighting that networking isn't just about meeting people but building trust and staying connected. Talking to strangers pays off in the long run! My approach became a cornerstone of the company's strategy, fueling growth through a strong network of referrals.

Based on my experience you should focus on: 1. Advanced Customer Insights: -Utilize big data analytics to gain detailed insights into customer behaviors, preferences, and purchasing patterns. By analyzing this information, you can identify emerging trends, and tailor your offerings to meet specific needs 2. Predictive Analytics for Proactive Strategies: - Implement predictive analytics to forecast future market trends and customer demands. This enables you to proactively develop strategies, optimize inventory management, and align your sales. 3. Optimize Operations and Improve Efficiency: - Leverage data analytics to identify inefficiencies and bottlenecks in your operations. This results in a continuous improvement journey.