Wow! What a GREAT conversation Chris White had with Jeff Margolese, SVP Global Solution Consulting with ServiceNow. If you missed it, check out the recording below. TL/DR...?? Key Insights from the conversation! ?? 1?? Earning that Executive Seat! ?? Sales engineers, it's time to level up! Move beyond product demos and strategic advisors to the business. This is how you gain trust and a seat at the sales leadership table! 2?? Power of 1:1 Ratios! ?? Jeff highlights ServiceNow's near 1:1 sales engineer to account executive ratio. This approach fosters deeper customer relationships and drives larger, more strategic sales. 3?? Diversity in Talent! ?? Through their Sales Engineer Academy, ServiceNow is championing diversity. By focusing on younger, less experienced talents, they're diversifying their team, with over 50% diversity in the pipeline! 4?? Geographic Nuances in Sales! ?? Jeff shared how sales cycles and customer expectations vary from the US to Europe, with Europeans diving deeper into solution evaluations. 5?? Career Growth in Sales Engineering! ?? There are over 28 unique roles at ServiceNow! They're providing sales engineers with a myriad of growth paths, focusing on different products and specialties. 6?? Leverage Your Industry Expertise! ?? Transitioning to sales engineering? Your deep domain knowledge is your superpower, granting instant customer credibility. 7?? Cautious AI Integration! ?? AI's on the rise, but what should our approach be? Cautious and calculated. They're using AI internally while thoughtfully evaluating its customer-facing deployment. Stay tuned for more industry insights and breakthroughs! ?? #TechSalesAdvice #SalesEngineering #LeadershipInsights ??
Changing the way sales professionals Think, Behave & Communicate | International Speaker | Trainer | Author
Jeff Margolese holds one of the most notable positions in the presales profession. He is the Senior Vice President, Global Solution Consulting at ServiceNow, a multi-billion dollar company with over 2000 sales engineers made up of 28 different specific roles and job titles. To say he runs one of the most prestigious and reputable presales organizations in the industry would be an understatement. For this week's Tech Sales Advice, Jeff has agreed to join me for an interview and candid conversation about some of the topics that are present on the minds of SE leaders and individual contributors... Buyer enablement, does it apply to everyone in this profession? Earning a 'seat at the table'. The importance of influence. The 'curated experience'. And talents and skills that lead to success. Jeff is as welcoming as he is smart and his insights are pure gold. I invite you to join us Wednesday 29 November at 12:00 noon ET for this special opportunity to hear him share his thoughts. Tech Sales Advice, the LI Live show for presales professionals and leaders that is - BY DESIGN - UNscripted, UNrehearsed, and UNpredictable.