John Mulkey’s Post

🚫 Don't fall for the sales engineering myth! 🚫 Let's debunk the misconception that sales engineers are just glorified salespeople. Here's the truth: 🔍 Myth: Sales engineers are only responsible for selling products. 📌 Reality: Sales engineers play a crucial role in understanding customer needs, providing technical expertise, and ensuring that the right solutions are implemented. 🔍 Myth: Sales engineers rely solely on persuasion and charm. 📌 Reality: Sales engineers combine technical knowledge with sales skills to build trust and credibility with clients, focusing on problem-solving and delivering value. 🔍 Myth: Sales engineers don't need technical expertise. 📌 Reality: Sales engineers are experts in their field, possessing deep technical knowledge to address complex customer requirements and challenges. Let's break free from misconceptions and recognize the vital role of sales engineers in driving innovation and success! 💼 #SalesEngineering #MythBusting #TechnicalSales #CustomerSuccess #Innovation #SalesTips #B2B #LinkedInEngagement #CareerDevelopment #ProfessionalSkills #ProblemSolving

In this blog post I provide a view of what you need to do to be a good Sales Engineer and succeed in the role. I argue that the best SEs did something else in their career before moving into Sales Engineering. What do you think? #SalesEngineering

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

In the realm of sales engineering, beyond technical prowess and sales acumen lies a crucial element that sets great sales engineers apart. It's the ability to continuously evolve and excel, even when already proficient. Successful sales engineers go beyond understanding products; they unearth and address customers' needs, sometimes before the customers themselves realize them. This demands agility, receptiveness to new insights, and a commitment to integrity in navigating technical hurdles while honoring client relationships. #SalesEngineering #ProfessionalGrowth

🔑 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

Technical Sales: The Role of the Sales Engineer involves bridging the gap between complex technical products and customer needs, ensuring that clients understand and effectively utilize these products. Sales engineers provide detailed product information, demonstrate functionalities, and offer solutions tailored to specific customer requirements. Their expertise helps drive sales by translating technical advantages into business benefits. #TechnicalSales #SalesEngineer #TechSolutions #CustomerEngagement #ProductDemonstration #BusinessDevelopment #SalesStrategy #ClientSupport #EngineeringSales

The Crucial Role of Engineers in Driving Sales Growth In many industries, sales success is often attributed to the efforts of talented sales teams and marketing strategies. But behind every sale, especially in technical fields, there is an unsung hero: the engineer. Engineers play a pivotal role in not just developing innovative products but also in enabling sales teams to succeed. Here's how: 1️⃣ Building Trust with Technical Expertise Engineers are often the go-to professionals for addressing complex client questions. By providing detailed explanations and solutions, they bridge the gap between the product and the customer's needs, building trust and credibility. 2️⃣ Tailoring Solutions for Unique Needs Sales teams may bring in leads, but it’s often the engineers who ensure the product or service is customized to meet specific customer requirements. Their adaptability and problem-solving skills can make or break a deal. 3️⃣ Innovation as a Sales Driver Every cutting-edge feature or product improvement stems from the creativity and dedication of engineering teams. These innovations keep companies competitive and ensure customers see value in the offerings. 4️⃣ Supporting Post-Sales Success The relationship doesn’t end with the purchase. Engineers ensure successful implementation and ongoing support, paving the way for satisfied customers and repeat business. At the intersection of technology and business, engineers are the backbone of progress. By working closely with sales and marketing teams, they ensure not just product excellence but also customer satisfaction, ultimately driving revenue growth. Let’s celebrate the incredible contributions of engineers in shaping the success stories of companies worldwide! 🌎 To all my fellow engineers: Your work matters. Your expertise matters. Your impact matters. 💡 #EngineeringExcellence #SalesGrowth #Collaboration #Innovation

🚀 5 Ways to Become an Excellent Sales Engineer 🚀 In today’s competitive market, Sales Engineers are the bridge between technical expertise and customer needs. Their unique skill set plays a critical role in helping both the sales team and clients achieve success. Here’s why this role is so vital and how you can excel in it: Why is this Role Important? Sales Engineers help businesses by blending technical knowledge with sales skills, translating complex product features into clear, customer-centric solutions. They don’t just sell products—they solve problems, build trust, and ensure the customer’s success. 5 Key Traits of an Excellent Sales Engineer: 1. Deep Product Knowledge & Technical Expertise A strong understanding of the product is essential to effectively demonstrate its capabilities. This means continuous learning and staying updated with industry trends to address specific customer needs. Strong Communication Skills 2. An exceptional Sales Engineer can articulate technical concepts in a simple, engaging way for non-technical stakeholders. This helps build credibility and trust with clients. 3. Problem-Solving Mindset Customers seek solutions to their pain points. The best Sales Engineers understand client challenges and tailor their approach to find the best solution, even if it means thinking outside the box. 4. Customer-Centric Approach Building relationships is key. Successful Sales Engineers take the time to understand the customer’s business and goals, creating personalized experiences and fostering long-term partnerships. 5. Collaboration & Teamwork A great Sales Engineer works closely with both the sales team and the technical team. They ensure smooth communication between departments to deliver solutions that are not only feasible but aligned with the customer’s vision. Being a Sales Engineer means wearing many hats—technical expert, problem solver, and relationship builder. Embrace these traits, and you’ll be on your way to excelling in this vital role! #SalesEngineering #TechSales #CareerGrowth #CustomerSuccess #ProblemSolving #SalesLeadership

Mastering Sales Engineering: Your Ultimate Book Guide 📚 Attention Sales Engineers and Aspiring Tech Sales Professionals! Want to accelerate your career and become a top-tier sales engineer? These game-changing books are your secret weapon to success: 1️⃣ "The 6 Habits of Highly Effective Sales Engineers" by John White Learn the critical habits that separate good from great sales engineers Insights that transform your approach to technical sales 2️⃣ "The Technical Sales Engineer's Handbook" by Julian Sykes Comprehensive guide to navigating complex technical sales environments Practical strategies for bridging technical and sales worlds 3️⃣ "Solution Selling" by Michael Bosworth Revolutionary customer-centric selling approach Techniques for solving customer problems, not just pushing products 4️⃣ "The Challenger Sale" by Matthew Dixon Breakthrough sales methodology for complex B2B sales Learn how to provide unique insights that drive customer decisions 5️⃣ "Sales Engineering" by Hakan Bostan Deep dive into the sales engineering profession Technical and strategic perspectives on tech sales 6️⃣ "Mastering Technical Sales" by John Care Advanced techniques for technical sales professionals Proven methods for managing pre-sales processes 7️⃣ "Crossing the Chasm" by Geoffrey Moore Essential reading for understanding technology market dynamics Strategic insights for selling innovative products Pro Tip: Don't just read these books – apply the knowledge! Take notes, implement strategies, and continuously evolve your sales engineering skills. Whether you're: Breaking into sales engineering Looking to refine your skills Aiming to become a top performer These books are your roadmap to success! 💼📈 Invest in yourself. Invest in your knowledge. Become the sales engineer everyone wants on their team. #SalesEngineering #ProfessionalDevelopment #CareerGrowth #TechSales #ContinuousLearning #Technology #Linkedin #Sales

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