BEN OKUMU’s Post

How many of us can really understand the difference between targets and goals is a question mark. Do we stay focused on targets or goals? If you are a sales engineer what does this means to you? Selling engineering? Engineering sales? Selling is the target or the goal? If you lead a sales team your matrix of actions is based on?

Maybe one day we can settle on what to call ourselves 😅 Personally, I like Sales Engineer. It highlights that we are the bridge between sales and engineering. #Ducklife #salesengineering #presales #solutionsconsultant

In your opinion, What is the best Review question a Sales Manager should ask Sales Engineers? Waiting to see some good questions down in the comments section. ✍ #questionsworthasking #salestips

One of the most important lessons I wish I knew starting as a Sales Engineer: - Dont try to sell - But we’re “SALES engineers” - it’s in the name! Yes, but you’re there to offer a solution and as the SE you’re particularly help the customer solve a problem. I mistakenly got involved in a pricing and additional features discussion once and regretted it. You and your AE coordinate the Sales process but know your roles, act as a consulting team - be emphatic, be honest, be organized - your customers will thank you. So know HOW to sell, but solve their problem as the focus. #salesengineering #presales #salesprocess #solutionsconsultant

Sales Engineering is at the heart of every organization 🧠 Just like the heart pumps blood to every organ in the body, the SE team pumps information to every other org of a company 🏎 Sales <> SE - we are working hand in hand with AEs to best understand the needs of prospects/customers to best position our product to solve their problems 💪 Marketing <> SE - we take talk tracks from marketing and try them on customers, providing a sound board to understand how the market is reacting to content being generated by the marketing team 📈 Product <> SE - being on the front line with customers/prospects, we can share what they love about our product and what future problems they are trying to solve. Having this strong communication between Product and Sales Engineering allows for efficient iterations and guidance one where the product should go next 🏗 Engineering <> SE - with the technical knowledge that the SE team has, by working in tandem with Engineering, we can set appropriate timelines with Sales and also provide real world examples so the Engineering team has something to test their creations with 👨💻 Support/CS <> SE - when a prospect turns into a customer, the SE team will be the ones to provide any technical context. This handoff is essential for the customer to have a seem less experience 🏄♂️ Prospects/Customer <> SE - every prospect/customer has interacted with an SE and without the involvement of the SE team, deals would not be able to close 💰 My favorite part of being an SE is that we get to interact with every team in the company and understand how the whole machine works. When you don't know something, chances are an SE will and if they don't, they will know who to go to to find out. When there is a strong SE org, everyone at the company benefits! #salesengineering #ducklife #engineering #marketing #customers #support #customersuccess #sales

Every engineer needs to carry a sales quota

As someone on the buyer’s side who has opened the door for conversations with all the Salesfriends out there, my $.02. As a buyer, the Sales Engineers experience makes or breaks a lot of Sales processes. Generality warning, there are exceptions - If I am comparing 3 products and your SE presents an amazing walkthrough and can confidently answer questions about the process while the other two present “meh” or badly, your product is in the lead, *all other things being equal*. As someone who is pitched constantly by overlapping products and services, the SE is a difference maker. As to whether that means they should have commission as well, I leave that to Sales leadership, but my point stands. Your SEs are critical to closing deals.

📊 Sales First, 🔧 Engineering Second In sales engineering, it's crucial to remember: we are, first and foremost, in a sales position. Sales engineering isn't just about demonstrating the technical prowess of a product; it's about understanding and addressing the client's needs to close the deal. Our role is to seamlessly bridge the gap between technology and client goals, ensuring our solution drives value from the very first interaction. We must remember that every call is a sales call. What I've learned is that great sales engineers don't just support sales; they drive exceptional sales results 📈. #sales #technologysales #presales

🌟 Opportunities and Challenges in Heavy Equipment Parts Sales 🌟 In the world of heavy equipment, spare parts play a crucial role in ensuring effective and sustainable performance. As part of the sales industry, we face multiple challenges, but there are also tremendous opportunities for growth and development. Here are some key points about this specialty: 1. Understanding Customer Needs: It’s essential to identify and understand the specific needs of customers to provide them with optimal solutions. Continuous dialogue and being a good listener are key. 2. Building Long-Term Relationships: Strong relationships with customers can lead to increased loyalty and repeat purchases, boosting success in sales. 3. Technological Advancements: With technological progress, keeping up with the latest developments in equipment and spare parts is crucial to offer the best options to our clients. 4. Continuous Market Analysis: Studying the market and monitoring trends can help us adapt quickly to changes and enhance our chances of success. The challenges we face in heavy equipment parts sales are part of our journey towards achieving our goals. Let’s continue to learn and grow together! #Sales #SpareParts #HeavyEquipment #CustomerRelationships #ProfessionalDevelopment

Wondering what does a sales engineer do? This comprehensive blog post delves into the role, duties, and responsibilities of a sales engineer. #SalesEngineer #TechSales #salesengineering #customersolutions #technicalsales