Craig Ellis’ Post

🌟 **Question for Sales Professionals!** 🌟 For those who have made the shift from a technical role like Engineering into Sales, what do you think was the most challenging part of the transition? Was it mastering the sales process, understanding customer dynamics, or something else? Would love to hear your thoughts and experiences in the comments below!👇 #Sales #EngineeringToSales #CareerTransitions #SalesChallenges #TechToSales #CareerGrowth

Want to be a pre-sales Solutions Engineer? Invest in your selling skills Domain or technical expertise alone sometimes is not enough. Develop the ability to effectively communicate and sell "value-driven" solutions to customers #technicalsolutions #presales #valueselling

🔑 The Art of Winning Deals: A Sales Engineer's Story 🌟 Imagine Bob, a brilliant Sales Engineer, tackling a complex client challenge. Here's how he wins the deal: 1. Deep Technical Expertise: Bob knows the product inside and out. When the client raises a tough question, he confidently explains the solution, showcasing his mastery. 2. Customer-Centric Approach: He listens intently to the client's pain points, offering a customized solution that perfectly fits their needs. 3. Clear Communication: Bob breaks down technical jargon into simple, relatable terms, making it easy for the client to understand the benefits. 4. Problem-Solving Skills: Faced with a unique challenge, Bob innovates on the spot, providing a creative solution that impresses everyone. 5. Building Trust: Through his reliability and integrity, he builds a strong relationship with the client, earning their trust. Bob's journey shows that by mastering these skills, Sales Engineers can transform challenges into triumphs and secure those crucial deal.  Looking for a Sales Engineer like Bob? 🙌 #SalesEngineers #WinningDeals #CustomerSuccess #Innovation #Sales #Engineering #TechSales

I’ve had the opportunity in my career to see many great sales engineers working for me, with me, and leading me. From many demos, discoveries, and scoping exercises I know one thing that is an absolute, great Sales Engineers are amazing critical thinkers. These are 7 Habits from the Best Sales Engineers. #salesengineer #solutionconsulant 1.) Find the truth: The best sales engineers look past what is, for what was, and what could be. They find the truth through discovery. 2.) Analyze it all: The best sales engineers try to understand the reasons behind things like the motives and technology that drive the process / product their clients are trying to fix. 3.)Super receptive: They are also very receptive to new points of view, even if they’ve been doing their job for 30 years they understand when they don’t understand. They absorb more to add it to their story telling. 4.)Break it down: They also look at what’s going on a break down to smaller nibble sized bits of info. These are used later when showing their demo to say this “x” helps with your “y” issue. 5.)Stay Curious: Some of the best sales engineers I’ve ever witnessed have always been curious. They are constantly looking at the latest technology, platforms, code, and processes to make them selves better. 6.)Are Confident: The best sales engineers are confident in what they’ve assessed. They don’t always seek out others for validation they kind of know what’s going on. I’ve always told people I work with to exude the confidence on their product because they know it more then the client seeing the demo. 7.) Don’t Jump to: Some of the very best, pause, think and then react. They have a headlock on calm judgement meaning they include the opinions of others after they’ve concluded they add value.

7 Underrated Skills of a Sales Engineer: ◽️Having grit ◽️Being able to say 'No' ◽️Knowing WHY a question is asked ◽️Being able to find the right answer ◽️Knowing when to shut your mouth ◽️Translating jargon to business value ◽️Discussing how to address a challenge without mentioning your product What did I miss? -------- 👋 I'm James - I post about Presales 🔔 #sales #presales #salesengineering

Sales Engineers (SEs) are often critical for mid-market and enterprise deals, yet most AEs do a disservice during prospect introductions. It sounds like this: AE: "This is Jessie, my Sales Engineer. She can answer all your technical questions and will help with today's demo." This paints the SE as a reactionary instruction manual. 🤦 Here's a better option: AE: "For our meeting, I got Jessie, one of our Sales Engineers, to join us. I asked her specifically since she's spent the past couple of years helping clients in your same vertical. She is here now and into the future to offer free advisory and solutions expertise as you go through this decision-making process. I've given Jessie some background on your business, and she may jump in with some additional questions and insights." Notice the difference? The second intro portrays the SE as a guide the prospect can trust. It shows the SE is a subject matter expert, not just with your solution, but with the typical challenges/growth opportunities relevant for the prospect. This is precisely what you want them to be. #sales #salesengineering

What is a Sales Engineer? I think that most people have never even heard the term or maybe think its made up. Sales Engineers are sales guys through and through. I mean the word sales comes first in our title! We are helping drive sales or close them by using our technical knowledge. There are a few different titles that are interchangeable with Sales Engineer: 1. Solutions Architect 2. Systems Engineer 3. Solutions Engineer I think that my favorite title is Solutions Architect/Engineer because we truly are providing a solution with the product we are selling to our customers!

Being a Technical Sales Engineer is a role that comes with its unique blend of challenges and rewards. It requires balancing technical expertise with the art of building relationships and finding innovative solutions that meet clients' needs. Some days, it's about diving deep into cutting-edge technologies, and other days, it's about understanding diverse customer challenges or navigating tough competition. Through it all, the opportunity to learn, grow, and make an impact keeps me motivated. To those in similar roles, how do you tackle the balance between technical depth and customer-centric communication? Let's share insights and empower each other! #SalesEngineering #GrowthMindset #CareerChallenges

I came across this insightful post on the underrated skills of a Sales Engineer, and it really resonated with me. One thing I would add is empathy. Understanding and connecting with the client’s perspective can turn a good interaction into a great partnership. Sales Engineers who genuinely care about their clients’ success often build stronger, more lasting relationships. What other skills do you think are essential for a Sales Engineer? #SalesEngineering #CareerGrowth #ProfessionalSkills #CustomerSuccess #SolutionsEngineering