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Austin Presales Meetup - April 27 Presentation

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Austin Presales Meetup - April 27 Presentation

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Bryan O'Neil of Duo Security and Sachin Wadhawan of BigCommerce on Presales Careers, Impact of Presales, and How to Be Successful as a Sales Engineer

Bryan O'Neil of Duo Security and Sachin Wadhawan of BigCommerce on Presales Careers, Impact of Presales, and How to Be Successful as a Sales Engineer

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Austin Presales Meetup - April 27 Presentation

  1. 1. Successful Sales Engineering
  2. 2. SE’s Path to Success Getting started Success What’s Next?
  3. 3. Getting into the SE role Different working experiences and backgrounds Tech + Sales + Culture What was my Path to an SE?
  4. 4. Building Success and Trust Wearing many hats Building Relationships Managing Expectations Sell Value - So What? Good story tellers
  5. 5. What’s Next? Career Path Exposure to all teams SE team paths Individual Contributor --> Team Lead / Management / Director / VP Current Chapter of my SE Path
  6. 6. ▸ Bryan O’Neil ▸ bryanoneil@gmail.com ▸ linkedin.com/in/bryan-o-neil-99a6043/ Contact Bryan by Email or LinkedIn
  7. 7. SE for Life Sachin Wadhawan
  8. 8. 90,000 Sales Engineers in the US (Bureau of Labor Statistics)
  9. 9. 90% % of technology companies have Sales Engineers
  10. 10. Why more companies need Sales Engineering?
  11. 11. Sachin Wadhawan
  12. 12. 1. Impact Beyond Sales 2. Foundational Elements 3. SE Attributes
  13. 13. SE Influence Services Sales handoff | Escalations Marketing Product Tours | Conferences Product Marketing Value | Competitive | White papers Product Management VoP | feature feedback | GTM Sales Enablement Onboarding | Education PR /Comm Blogs | Social Channel Enablement | Certification Training/L&D New hire Onboarding | SME Sales Demo | Demo | Demo Sales Engineering
  14. 14. SE Influence - Grow Your Impact!
  15. 15. 1. Impact Beyond Sales 2. Foundational Elements 3. SE Attributes
  16. 16. Ground Zero Let’s start a new SE team
  17. 17. Do we need an SE team? X Doubles the cost of sale X Product readiness X Complexity of the solution X Need for selling X Sales Leadership Alignment
  18. 18. Escalations Demo Monkey Strategic Opps Product GTM Business Strategy Company Size & Product Complexity Influence&Impact
  19. 19. ★@SE alias ★Document EVERYTHING ★Prospect Profile/prep ★Formal Demo Scripts ★Voice of Prospect/Partner
  20. 20. 1. Impact Beyond Sales 2. Foundational Elements 3. SE Attributes
  21. 21. The ART & SCIENCE of Sales Engineering
  22. 22. Attributes for Success Product & Industry Expert Solution Passionate
  23. 23. Why more companies need Sales Engineering? 1. Impact Beyond Sales 2. Foundational Elements 3. SE Attributes
  24. 24. Follow Sachin Wadhawan on LinkedIn Saching Wadhawan linkedin.com/in/sachinwadhawa n wadhawan@gmail.com
  25. 25. Join theTeam https://www.facebook.com/groups/salesengineers/

Hinweis der Redaktion

  • Trend on existing customers.
  • Becoming an SE
    Many different backgrounds
    Naturally curious, problem solver
    Tell my own story (I never knew of SE roles)
  • Success as an SE
    Build relationships (internal and external)
    Manage expectations (internal/external)
    Wear many hats -> Trusted advisor
    Being a good story teller
  • What’s Next?
    Exposure to many sides of the business
    Sales, Marketing, Product
    SE org: Individual contributors > Team Mgmt, Director, VP
    Expand upon my story
  • Trend on existing customers.
  • Source: https://www.bls.gov/ooh/sales/sales-engineers.htm#tab-1
  • Source: https://www.bls.gov/ooh/sales/sales-engineers.htm#tab-1
  • Marketing - Product Tours / webinars
    Tech Partners - slack channels, tech webinars
    Account Management - Post sales solutioning, churn risk help
    Training L&D - New hire onboarding, Tech training
    Product Management - Voice of prospect and partner
    Product Marketing - White papers, ROI Calculators, Win/loss analysis
    PR/Comm - Blogs, case studies, Social Media
    Sales Enablement - Sales onboarding and training
  • http://www.nodemomonkey.com/se-leaders/ground-floor/
  • The ART includes being able to read the audience, react to objections, staying positive, being authentic, keep engagement and OWN the show.

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