How do you stand out as a sales engineer?

Well, I started my career as a sales Engineer! Sales engineering being this unique blend of tech know-how, business savvy, and people skills. It's like being a triple-threat in the corporate world. You're not just selling a product; you're selling solutions, and to do that effectively, you've got to understand both the tech and the business needs of your client. It's a juggling act, but when done right, it's super rewarding. Standing out in a competitive market? I'd say the first thing is to really know your product inside and out. You can't solve a problem you don't understand, and you can't sell a solution you're not familiar with. Secondly, it's all about building relationships. People buy from people, not companies.

To stand out as a sales engineer, focus on a customer-centric approach by truly understanding the client's needs and tailoring solutions to their specific challenges. Clear communication is essential, both in explaining complex concepts in simple terms and in actively listening to customer feedback. Showcase your expertise through problem-solving, using real-world examples and case studies to illustrate your solutions. Building trust through transparent and ethical interactions and providing post-sale support further sets you apart as a reliable and valuable sales engineer.

Rather than talking the bookish or predefined qualities of your product one must look at the utility of those benefits to the customer. This makes customer realise the advantage he/she gets. Many a time a technical sales person must make a customer realise the need of the product. This may make it easy for the customer to decide fast.

All great points. I would only add, if a client indicates their problem and your technology may address it several different ways, always be able to offer them which is the best way to address the problem. Clients are uncomfortable when they have to choose rather than the SE explaining the best solution based on their situation.

Before presenting your product or service, research your prospects and understand their needs, pain points, goals, and preferences. Tailor your message and approach accordingly, whether you are speaking to a technical decision maker, a business stakeholder, or an end user.

To stand out as a sales engineer, knowing about the technical features or functionality of your product is not enough, but knowing the pain points of the customers and how you can demonstrate how your products can solve the customer's problem is essential. Comparing the features or functionality of your competitor's product would also allow you to know what features your product is lacking and how these can be used to redesign or give a clear roadmap of your products. Networking with other sales engineers in the industry to learn about their products is a good way to keep up to date with market trends. attending industry exhibitions is a good way to network with other stakeholders, learn about the latest innovations in the industry,

Reading about the product and trying it are the main ways to know more about it. Talking with other senior sales engineers is a guaranted source to get a real and solid info about the products You also may ask your customers about thier experience with the product. You will hear the real strength points and the points need to be developed. Although you need to know everything about your product, but you need to know something about your competition products and the products which can replace your product.

As important as it is to know your own product, it can be as equally important to know your customer's other products. This will allow you to confidently show your prospective clients how your solution can mesh with their existing infrastructure. Showing a less burdensome adoption path can often make the difference in closing the sale.

As a Sales Engineer The first step forward towards your Target is identifying your Goal then the strategy to approach your objectives is by studying with a big picture view your position at the market by doing market research about the organization that you represent with a detailed Swot analysis to your products and a very very carefully study about Competitors then you can implement your plan within the required scope.

One of the best ways as a sales engineer to master your product is to build a relationship with your product management organization. They can help you understand product positioning and drivers for demand.

Un ingénieur commercial positionné sur des projets longs et complexes ne peut pas mener sa vente seul. Il doit s'appuyer sur des ingénieurs techniques avant vente. L'ingénieur commercial doit créer une relation et une confiance importante aves ses avant vente pour obtenir le meilleur d'eux. Enthousiasme, motivation, envie. Pour cela il faut savoir communiquer constamment avec ses équipes.

Collaborating with my team as a sales engineer, we successfully implemented a state-of-the-art data analytics solution for a Fortune 500 client. My role involved identifying the client's technology stack and developing a detailed implementation plan. The pre-sales team provided valuable insights into the client's business goals and challenges. The solution architects designed a robust framework that integrated seamlessly with the client's existing infrastructure. The deployment team executed the plan flawlessly, ensuring minimal disruption to the client's operations. The post-sales team provided exceptional support, ensuring the client achieved optimal results from the solution.

Les présentations mono présentateur sans animations ne sont plus à la mode. Les personnes qui participent aux présentations aujourd'hui, on toujours un smartphone ou un laptop pour se distraire. Cet élément fait baisser de fa?on importante la qualité d'écoute des participants. C'est pour celà qu'il faut utiliser tous les moyens possible pour capter l'attention; vidéos, changement de speaker fréquents, slide épurés avec peu de texte, animation de l'espace, voix, intonation, break,...

Use storytelling techniques to illustrate the problem our product solves and how it addresses customer pain points. Provide interactive demos that allow the audience to experience the features and benefits of our product firsthand. Offer case studies and testimonials from satisfied customers to build credibility and trust. Use visual aids such as diagrams, charts, and graphs to simplify complex concepts and make the presentation more accessible. Encourage questions and dialogue throughout the presentation to foster engagement and build rapport with the audience.

As a sales engineer (SE), your presentation can make or break the opportunity. A SE may have 40 minutes to deliver additional discovery, demo, and go through strategic and technical Q&A. Every word counts. Preparation is essential to how you present. Key steps include: *working with the AE on understanding pain, who is involved on the prospect side, what to avoid, and more *listening to all previous calls to gain additional context and knowledge *research your prospect - get to know them as well as they know themselves *know who among your client base experienced similar issues and how your solution helped When armed with the proper tools, you are equipped to converse, inquire, defend, present, and help the opportunity move forward.

Following up and following through is crucial for sales engineers. After delivering a presentation or demo, send a summary of key points and next steps, ask for feedback, and address any concerns or issues. Deliver on any promises made, such as sending additional resources, scheduling another meeting, or providing a trial or proof of concept. This shows reliability, responsiveness, and professionalism, building trust with prospects and clients. In my experience, following up and following through has helped me close deals and build long-term relationships with customers.

Apply the importance of design and engineering, rather than pursuing just to make a sale. Let the client feel and experience that you value their ideas and concerns and specially their investments, partnering with them end to end and taking care of their business in a long term plan. Everybody wins

Feedback is a gift. Don't ever be afraid to hear your evaluation from a trusted people around you. Also, you may ask for Thier feedback to know your strength points

Seeking feedback and improvement hits on many levels, most notably about yourself, and of the product you are representing. A good SE will not only ask for feedback but will act on it when necessary. Feedback often differs depending on how many AEs you support, or the prospects you work with. Good SEs will be able to adjust for all AEs. This builds trust and elevates you as the go-to SE for new opportunities. Additionally, SEs get first-hand feedback from prospects about their likes and dislikes of the product and often come up with questions about features/functionality that may not have been considered by the product team. This is vital information that SEs can use to communicate with product teams that can help close deals.

Important thing to take into account about this job. You are sales but also an engineer. Therefore somehow clients and prospects tend to let the guard down since they know that you are not just sales. This is a great advantage and should be used properly. I am even more lucky because in my country the job name is Engineer Sales therefore this helps even more in people not seeing me as a seller and more as a technical person.

You need to understand the competition. You should know the differences between you and other solutions. You should know how your competition talks about your solutions. If you don't know what information your prospect is hearing from the competition, you miss opportunities to proactively handle objections. Watch their demos, trial their software, ask your prospect questions about what they like from other services. Learn as much as you can to be better prepared.

Un ingénieur commercial résout des problèmes dont un client peut ignorer l'existence d'une manière qu'il ne peut peut être pas comprendre. En tant qu'ingénieur commercial, vous êtes une ressource précieuse pour vos clients, vous avez une vue d'ensemble de l'entreprise grace aux compétences importantes du produit, du marché, de la concurrence, de l'organisation et, surtout, de la vente. Naviguer tous ces domaines peut s'avérer difficile, mais grace au travail d'équipe et à la coordination, un ingénieur commercial finit par fournir des solutions de support produit et des conseils exceptionnels qui aident les décideurs à prendre des solutions économiques pour accro?tre leur business.

One way to stand out from the crowd as a sales engineer is to grow your ability to teach others what you know. Silos are dangerous in any field, both for the company and the individual. If you have a willingness and an ability to share your expertise in a way that elevates your teammates and unblocks your prospects/customers, you will provide more value to your organization than you would bring just by being an expert on your product or service.