11 Things Solution Engineers Should Do In Quieter Times

To say we're living in challenging times is an understatement. One inevitable consequence of the current business climate is that there will be significant inertia in sales cycles while organisations quickly get used to the 'new normal'.

Sales Engineering is no different from other professions. You can batten down the hatches and wait until it all blows over, or you can create YOU 2.0. A more effective and efficient SE, better equipped for the rapid market recovery that will eventually follow.

With this in mind, here's my list of the 11 best things you can do to not only survive, but thrive during a period of imposed, working-from-home time.

11 THINGS ...

1. Super-Charge Your Demo Skills – There's never been a better time to review your value-based demo skills. Why not read (re-read) "Demonstrating to Win", or take one of the 2WIN! virtual courses. You can get together with your colleagues on-line and rehearse your new demo segments, giving each other valuable feedback.
2. Master Remote Demos – A remote demo is NOT just like an online version of your live demos! You need to work doubly hard to gain and retain attention; building rapport and empathy. There are a lot of great tools and tips for online demos. Get used to it. It's part of the 'new normal'! Here's a great blog to get you started.
3. Sharpen Your Sales Skills – Most of us have the word "Sales" in our job titles. Even if you don't, we're all in the sales business. The better understanding you have of the mechanics and psychology of selling the better. I recommend you read one or more of these: "SPIN Selling", "The Challenger Sale", "Power Base Selling".
4. Talk To Your Customers – This is a no-brainer! Your customers are experiencing the same business issues as you. Many of you in the cloud software business rely on renewals for our life-blood. Chat to your existing and prospective customers to understand their issues and offer your help. Chat to your Customer Success team about where you can assist them too.
5. Review Your Personal Objectives – It's a perfect time to take a look at your personal objectives and even check some of them off your list. If they need a refresh, then jump on a call with your manager. Use the GROW model to help set SMART objectives.
6. Mentor Others AND Be Mentored – Share your expert experience and skills with others in your company. Offer to be a mentor to those who would benefit from your knowledge. Don't know how? Here's a quick guide. Seek out your own mentors. Aim high (I usually suggest two grades up); you will be surprised at how willing senior staff are to 'give back' to their proteges. And look outside your company for great mentors too.
7. Revamp Your Social Media Presence – In times where more people are working from home and tethered to their screens, having a high impact online presence is more important than ever. Are your social profiles up to date? Do you need to add those recently acquired skills or qualifications? These guys are experts in Social Selling. Check out their blogs.
8. Work Through Your Reading List – Not many of us get to sit down and read those piles of books or industry journals that have been gathering dust in the corner of the home office. Now's the time for some self improvement. Or why not sign up for a free 30-day trial of Audible?
9. Research Your Industry – If you're a domain expert, now's the time to brush up on the latest industry news and trends. It's a great way to collect more information to enrich your demo presentations and spark new ideas. If you want to be really creative, research a completely different industry. You might just stumble across an idea that can be applied to your own industry. This is how innovation happens folks!
10. Write A Blog – Since your network and customers are likely to be online a lot more, why not start writing your own blog. I'm pretty sure that if you've done a few of the things above, you'll have more than enough to get started. It doesn't need to be a full blown article like this. It could be just a few comments or ideas to spark a discussion! Here's a few tips to get you started.
11. Tidy Your Home Office – This might sound trivial, but it has many benefits. Firstly, this is your broadcast studio and it's really important to make a good first impression. Ensure you have a 'curated background' if possible. (Several video conferencing platforms now allow for the auto-blurring of you background.) Also, de-cluttering will get rid of those old user manuals and redundant brochures. You'll feel a lot more positive walking into a neat and tidy office. Ask Marie Kondo!

The New Normal

As the world emerges from this unprecedented period of disruption, 'business as usual' will feel different. Working in a virtual world will be much more prevalent and accepted across most industries.

Getting yourself ready for this new world will give you a major leap on your competitors. Use your time wisely!

Over to you ... Do you have your own tips for investing time and effort? I'd love to hear them.

I enjoy blogging about Customer Experience, Digital Marketing and, of course, Solution Engineering.

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• 4th Generation Solution Engineering
• Who Wants To Be A Solution Engineer?
• Why Solution Engineers Quit
• Is There Life After Solution Engineering?
• The Solution Engineer's Essential Guide To Objection Handling
• The Solution Engineer's Guide to Banishing The Feature Function Show (#FFS)
• A Solution Engineer's Brief Guide To Value & Purpose
• Solution Engineering: The Best Kept Secret Of Demo Prep

You can view my other blog posts here. And why not follow me on Twitter: @CxDaryn