From the course: Technical Sales: The Role of the Sales Engineer
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Technical discovery
From the course: Technical Sales: The Role of the Sales Engineer
Technical discovery
- Before you even walk into your customer's building or get on the phone, you want to start your research. Think about yourself as a detective. You need to review the crime scene, collect evidence, speak with witnesses, and anticipate the criminal's next steps. Technical discovery is about understanding the current state and then gaining some insight into the future state. Start by visiting their webpage, look at financial reports, if available, check out LinkedIn profiles, and access your company's customer relationship management, or CRM system. There will always come a time in the sales cycle when you have to talk bits and bytes or speeds and fees. However, in keeping with the philosophy of this course, you still need to understand why you are having to talk about technical issues. But there is more to technical discovery than establishing items such as number of users, response rates, process times, and throughput. Questions can help you do that. Many companies have a standard set…
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