From the course: Technical Sales: The Role of the Sales Engineer
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The business win
From the course: Technical Sales: The Role of the Sales Engineer
The business win
- Once you've achieved your technical win, you're at the final step of your journey, the business win. The business win is when the customer offers you money or something else of tangible value in exchange for your solution. In the past, that was an up-front, large payment and an annual maintenance fee of 20 to 25%. Now, in a subscription-based economy, it is more frequently about your monthly recurring revenue. The end goal is important because that is success, both you personally, as being part of the win, and also for your company, as customers are responsible for 100% of your revenue. You probably are paid a small amount on the transaction as part of achieving a larger quota set by your company. I often say that if helping the customer satisfies the engineer in you, then winning the business satisfies the salesperson in you. It's the reason the most common job title is sales engineer. Before we start celebrating the win, let's look at the final step. It's important not to go…
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