How can you effectively train SEs to demonstrate product features and benefits?

These are keys topics I focus on: 1. Use diverse methods (surveys, interviews, feedback, observation) to understand SEs’ strengths and weaknesses comprehensively. 2. Pinpoint knowledge, skills, and confidence gaps for tailored training, ensuring SEs meet role demands effectively. 3. Align training with sales goals, focusing on product/market specifics, to contribute to organizational objectives. Employing a strategic approach to SE training, by thoroughly assessing needs, identifying gaps, and aligning with sales goals, ensures the program’s relevance and effectiveness. This method enhances SE capabilities and supports the sales team’s success, ultimately benefiting the entire organization.

Understanding the critical shift from product-focused to customer-centric selling is essential for Sales Engineers (SEs). Here are the key insights: 1. SEs must transcend product knowledge, connecting features to customer needs and emphasizing the value proposition. 2. Effective training includes teaching SEs to conduct discovery sessions, customize demos to fit customer scenarios, and use storytelling to illustrate product value, drawing on real-life success stories. 3. Adopting a customer-centric approach means focusing on solving specific customer pain points, which significantly enhances persuasion and sales success. SE’s can use a customer centric approach to tailor a product demo to the customers need to solve their problem!

Different people have different perspectives and approaches. Learning from peers helps open our minds to other possibilities, aiding in our growth. Furthermore, learning doesn't just come from positive outcomes or scenarios but also from negative ones. For negative experiences, we can understand why they occurred and learn from the mistakes. As the saying goes, "Failure is a teacher for success."

Peer to peer learning is invaluable. I have seen this manifest in a few key ways: -Regular enablement sessions where time is set aside to talk about recent deals. Talk about the struggles and the successes. -Team chats can be very helpful in soliciting support, ideas, and sharing experiences. -Shadowing peer demos. If you can fit it into your schedule, sit in on a peer demo 1x/mth. -Schedule brainstorming sessions with a small group when group think can benefit the situation.

Abraham Lincoln famously said, "Give me six hours to chop down a tree and I will spend the first four sharpening the axe." This quote highlights the importance of continuous learning and preparation, not just when facing challenges. Learning occurs not only as a student but also as a teacher. Personally, I had the privilege to organize a Sales Engineer workshop where we simulated real-life conditions through role play, allowing Sales Engineers to navigate various scenarios.