From the course: Technical Sales: The Role of the Sales Engineer
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The customer viewpoint
From the course: Technical Sales: The Role of the Sales Engineer
The customer viewpoint
- Being a sales engineer, or SE, is all about working with customers, learning what the customers want, and then figuring out a way to satisfy those needs. In addition to those technology needs, which we'll look at later, customers also have expectations of you. Those revolve around your professional skills, which are more than just knowledge of technical speeds and feeds. Around 2,000 mid to senior-level executives were asked this question: what are the skills you value most in your vendor's pre-sales team? Take a moment to think about that question. Now let's quickly go through their answers and take special note of where deep technical knowledge ranks. Number one is someone who understands my business. This doesn't mean that you understand the day-to-day details of their business, but that you do understand what's important to them. For example, if you were dealing with the R&D division of a pharmaceutical company, you better have a good idea about how they set up and conduct…
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