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In this episode of the 1% Edge podcast, Carlos Nouche and John Care delve into the evolving role of sales engineers in the tech industry. They discuss the importance of consultative selling, the impact of AI on sales processes, and the significance of understanding both pain and gain in customer interactions. John emphasizes the need for collaboration between sales reps and engineers, the value of building trust with customers, and the future of human connection in sales. The conversation also touches on strategies for building a world-class sales team and the personal insights of John as an NFL owner and author.
Takeaways
- Sales engineers are crucial partners in the sales process.
- The role of sales engineers has evolved to be more consultative.
- Understanding customer pain and gain is essential for sales success.
- AI is transforming the sales engineering landscape positively.
- Building trust with customers is key to successful sales.
- Discovery should precede product demonstrations in sales.
- Sales engineers need to focus on both personal and business gains.
- Collaboration between sales reps and engineers enhances effectiveness.
- Emotional intelligence plays a significant role in sales.
- The future of sales will require a balance between technology and human connection.
Titles
- The Evolution of Sales Engineering
- Consultative Selling in Tech Sales
Sound Bites
- "Gain is as important as pain in sales."
- "Sales is a married couple dynamic."
- "Discovery is everything in sales."
Chapters
[00:00] Introduction to Sales Engineering
[01:27] Defining the Role of Sales Engineers
[04:53] The Evolving Role of Sales Engineers
[06:37] Understanding Customer Needs
[09:26] Pain vs. Gain in Sales
[12:59] The Importance of Measurable Gains
[17:47] Collaborative Roles of Sales Reps and SEs
[20:14] Impact of AI on Sales Engineering
[25:40] Generational Perspectives on Sales
[27:11 Building a World-Class Sales Team
[29:29] John Care's Journey and Insights
