Khanjan Shah’s Post

Dear Aspiring Sales Engineers, Career in Sales is one of the most challenging and rewarding options for engineers. To be honest, Sales career was never even a part of my choices but purely an accident because I didn't find job in any other fields. The first few months of sales job in 2003 were nightmare mainly because of feeling insulted or humiliated when any customer ignore call or meeting request. Any sales process is more about building and maintaining relationship with customers and for that regular interaction, face to face or virtual, is the key. I remember vividly, during cold calls to seek appointments, majority of customers were always busy in various things like shut down or break down of critical equipment, audits, meetings, trainings, or some restrictions are imposed over visitors entry. Fast forward to today, something went right or bless of God. now very rare incidents of getting ignored. There are encouraging experiences; customers who ignored earlier, invited later after few years for the discussions and presentations. It gives special feelings when customer who initially looks busy and agrees to spare only 5-10 minutes for the talk, but later spend long time in healthy & interactive discussion. While saying sorry for taking more time or thanking for taking out valuable time, their feelings and words are, 'Amidst extremely busy schedule, we always find time to discuss with the right people.' Idea is not to show off or boasting that I have done something extraordinary but to let aspiring sales engineers know that this is organic process in sales, following the right steps repetitively bring desired results and build win-win relationship. I am sure all the experienced sales professionals would have experienced the same. When customer always says, 'I am busy', try to listen what is not said. He or she might be saying that, 'I am busy for you'. Do you agree ? #engineers #engineering #sales

For the record, Sales Engineering is a career path. Asking what the career path of a Sales Engineer is, is like asking what the career path of a career path is. #SalesEngineering #Presales #careerpath

I met many great salespeople who came from an engineering background. Here's why #engineers often make great #salespeople: . . 𝟭. 𝗣𝗿𝗼𝗯𝗹𝗲𝗺-𝗦𝗼𝗹𝘃𝗶𝗻𝗴 𝗦𝗸𝗶𝗹𝗹𝘀 🛠️ Engineers are great at solving problems, similar to identifying a customer's problem and providing a solution in sales. . 𝟮. 𝗔𝘁𝘁𝗲𝗻𝘁𝗶𝗼𝗻 𝘁𝗼 𝗗𝗲𝘁𝗮𝗶𝗹 🔍 Engineers are very meticulous. In sales, paying attention to details can be the difference between a successful or unsuccessful deal. . 𝟯. 𝗟𝗼𝗴𝗶𝗰𝗮𝗹 𝗔𝗽𝗽𝗿𝗼𝗮𝗰𝗵 🧠 Engineers use logic to persuade. A logical explanation can often convince a sceptical client. . 𝟰. 𝗣𝗲𝗿𝘀𝗶𝘀𝘁𝗲𝗻𝗰𝗲 💪 Engineering projects demand perseverance, and the same goes for closing deals in sales. . Sales might be an excellent opportunity if you're an engineer considering a career change. . What has been your experience with engineers in sales? Please feel free to share your thoughts below! . . #SalesEngineer #TechnicalSales #SalesMadeSimple

I used my 24th birthday to practice  my sales skills. I graduated in 2009 in Mechanical Engineering. I realised quickly than I was on the wrong path and I dropped out of my Master Degree. I only had 1 big problem. The 2010 crisis. I decided to email all the local business using the info@ addresses. One responded. He offered me job interview on my birthday. I wanted/needed a job I said yes. He was confident that I was going to generate € 1M of new business in my first year, The offer was € 650 per month as basic salary. €5000 of commissions. I learned a lesson and declined because: 1. No job is worth skipping my birthday, the 24th of December. 2. Always aim for a high basic salary, you'll never know how the company will perform 3. Don't kill yourself for a commission that you'll never reach. The business might not geared up for growth. 🔔 Follow me, I post daily Good, bad and ugly lessons I learned in my 10+ years career. Repost/save this if you found this useful ♻️

Engineers can be a funny bunch! Don't get me wrong I love what they do My first real job was with an engineering company (with my B.Comm/Sp) I admire their ability to solve problems They can make excellent salespeople Selling involves helping people figure stuff out and there is process plus tools and technique to do this They are ideally suited So why do I say 'can'? Well sales training with engineers can be tricky There is doubt There is uncertainty There is probably fear Classic FUD I've figured ways to work around it to get results but not quite put my finger on why this exists Then Mark Rathore comes along... dropped the concept of 'engineering superego' and it became clear There are reasons why we need to approach sales training with engineers a little differently Love to hear others experiences... #sales #manufacturing #engineering

𝐒𝐚𝐥𝐞𝐬 𝐈𝐧𝐭𝐞𝐫𝐯𝐢𝐞𝐰 𝐓𝐢𝐩𝐬 – 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧 𝐚𝐧𝐝 𝐍𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐢𝐧𝐠 𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧𝐬 𝐀𝐯𝐨𝐢𝐝 𝐓𝐡𝐞𝐬𝐞 𝐑𝐞𝐝 𝐅𝐥𝐚𝐠𝐬: Interviewers are watching for insufficient eye contact (below 60%) indicating a lack of rapport-building skills, and closed body language, such as crossed arms or clenched fists, which suggests disengagement. 𝐂𝐨𝐧𝐭𝐫𝐚𝐜𝐭 𝐍𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐢𝐨𝐧 𝐄𝐱𝐚𝐦𝐩𝐥𝐞 𝐀𝐧𝐬𝐰𝐞𝐫: "I've led several high-stakes negotiations, including a pivotal contract with a top-tier automotive supplier. By focusing on mutual benefits and leveraging our strengths, we secured a deal that increased our market share without compromising on price." 𝐃𝐢𝐟𝐟𝐢𝐜𝐮𝐥𝐭 𝐏𝐫𝐨𝐬𝐩𝐞𝐜𝐭 𝐄𝐱𝐚𝐦𝐩𝐥𝐞 𝐀𝐧𝐬𝐰𝐞𝐫: "Faced with a challenging prospect skeptical about changing suppliers, I used a consultative approach, focusing on their specific concerns and how our solutions could address them. The outcome was a significant deal, illustrating the value of persistence and understanding customer needs." 𝐑𝐞𝐭𝐚𝐢𝐧𝐢𝐧𝐠 𝐚 𝐂𝐥𝐢𝐞𝐧𝐭 𝐄𝐱𝐚𝐦𝐩𝐥𝐞 𝐀𝐧𝐬𝐰𝐞𝐫: "When a long-standing client considered switching to a competitor, I organized a review meeting to understand their concerns. Implementing their feedback not only retained the client but also led to an expanded contract, ensuring a stronger partnership moving forward." 𝐏𝐫𝐞𝐬𝐞𝐧𝐭𝐚𝐭𝐢𝐨𝐧𝐬 𝐭𝐨 𝐒𝐞𝐧𝐢𝐨𝐫 𝐃𝐞𝐜𝐢𝐬𝐢𝐨𝐧-𝐌𝐚𝐤𝐞𝐫𝐬 𝐄𝐱𝐚𝐦𝐩𝐥𝐞 𝐀𝐧𝐬𝐰𝐞𝐫: "Presenting to C-suite executives, I aimed to showcase our competitive advantage and align our solutions with their strategic goals. Effective storytelling and clear next steps were key, resulting in several successful partnerships." 𝐇𝐚𝐧𝐝𝐥𝐢𝐧𝐠 𝐔𝐧𝐫𝐞𝐬𝐩𝐨𝐧𝐬𝐢𝐯𝐞 𝐏𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐬 𝐄𝐱𝐚𝐦𝐩𝐥𝐞 𝐀𝐧𝐬𝐰𝐞𝐫: "For unresponsive prospects during presentations, I engage with interactive elements and tailored insights to reignite their interest. Adjusting the pitch based on their reactions has been crucial in keeping the dialogue dynamic and focused." 𝐏𝐫𝐞𝐬𝐞𝐧𝐭𝐚𝐭𝐢𝐨𝐧 𝐅𝐫𝐞𝐪𝐮𝐞𝐧𝐜𝐲 𝐚𝐧𝐝 𝐒𝐮𝐜𝐜𝐞𝐬𝐬 𝐄𝐱𝐚𝐦𝐩𝐥𝐞 𝐀𝐧𝐬𝐰𝐞𝐫: "I average four presentations a month, aiming to maintain a high engagement level for each. With a presentation-to-close ratio of 25%, I focus on refining our pitch to enhance conversion rates, emphasizing our unique value proposition in the automotive supply chain." We hope you found these tips useful. If you are looking for a new post, check out our open Sales and Account Management posts here:   https://lnkd.in/daR-mRb7

𝐒𝐚𝐥𝐞𝐬 𝐈𝐧𝐭𝐞𝐫𝐯𝐢𝐞𝐰 𝐓𝐢𝐩𝐬 – 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧 𝐚𝐧𝐝 𝐍𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐢𝐧𝐠 𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧𝐬 𝐀𝐯𝐨𝐢𝐝 𝐓𝐡𝐞𝐬𝐞 𝐑𝐞𝐝 𝐅𝐥𝐚𝐠𝐬: Interviewers are watching for insufficient eye contact (below 60%) indicating a lack of rapport-building skills, and closed body language, such as crossed arms or clenched fists, which suggests disengagement. 𝐂𝐨𝐧𝐭𝐫𝐚𝐜𝐭 𝐍𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐢𝐨𝐧 𝐄𝐱𝐚𝐦𝐩𝐥𝐞 𝐀𝐧𝐬𝐰𝐞𝐫: "I've led several high-stakes negotiations, including a pivotal contract with a top-tier automotive supplier. By focusing on mutual benefits and leveraging our strengths, we secured a deal that increased our market share without compromising on price." 𝐃𝐢𝐟𝐟𝐢𝐜𝐮𝐥𝐭 𝐏𝐫𝐨𝐬𝐩𝐞𝐜𝐭 𝐄𝐱𝐚𝐦𝐩𝐥𝐞 𝐀𝐧𝐬𝐰𝐞𝐫: "Faced with a challenging prospect skeptical about changing suppliers, I used a consultative approach, focusing on their specific concerns and how our solutions could address them. The outcome was a significant deal, illustrating the value of persistence and understanding customer needs." 𝐑𝐞𝐭𝐚𝐢𝐧𝐢𝐧𝐠 𝐚 𝐂𝐥𝐢𝐞𝐧𝐭 𝐄𝐱𝐚𝐦𝐩𝐥𝐞 𝐀𝐧𝐬𝐰𝐞𝐫: "When a long-standing client considered switching to a competitor, I organized a review meeting to understand their concerns. Implementing their feedback not only retained the client but also led to an expanded contract, ensuring a stronger partnership moving forward." 𝐏𝐫𝐞𝐬𝐞𝐧𝐭𝐚𝐭𝐢𝐨𝐧𝐬 𝐭𝐨 𝐒𝐞𝐧𝐢𝐨𝐫 𝐃𝐞𝐜𝐢𝐬𝐢𝐨𝐧-𝐌𝐚𝐤𝐞𝐫𝐬 𝐄𝐱𝐚𝐦𝐩𝐥𝐞 𝐀𝐧𝐬𝐰𝐞𝐫: "Presenting to C-suite executives, I aimed to showcase our competitive advantage and align our solutions with their strategic goals. Effective storytelling and clear next steps were key, resulting in several successful partnerships." 𝐇𝐚𝐧𝐝𝐥𝐢𝐧𝐠 𝐔𝐧𝐫𝐞𝐬𝐩𝐨𝐧𝐬𝐢𝐯𝐞 𝐏𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐬 𝐄𝐱𝐚𝐦𝐩𝐥𝐞 𝐀𝐧𝐬𝐰𝐞𝐫: "For unresponsive prospects during presentations, I engage with interactive elements and tailored insights to reignite their interest. Adjusting the pitch based on their reactions has been crucial in keeping the dialogue dynamic and focused." 𝐏𝐫𝐞𝐬𝐞𝐧𝐭𝐚𝐭𝐢𝐨𝐧 𝐅𝐫𝐞𝐪𝐮𝐞𝐧𝐜𝐲 𝐚𝐧𝐝 𝐒𝐮𝐜𝐜𝐞𝐬𝐬 𝐄𝐱𝐚𝐦𝐩𝐥𝐞 𝐀𝐧𝐬𝐰𝐞𝐫: "I average four presentations a month, aiming to maintain a high engagement level for each. With a presentation-to-close ratio of 25%, I focus on refining our pitch to enhance conversion rates, emphasizing our unique value proposition in the automotive supply chain." We hope you found these tips useful. If you are looking for a new post, check out our open Sales and Account Management posts here:   https://lnkd.in/dJ_zJ5VF

Eager to let all of you know what the 5 big things are about this career as a sales engineer!🌟 1️⃣ Technical Expertise: Understand the products/services you market thoroughly is the practical way to approach the matter. It's simply being an additional reference point beneath the layer of complexity. 2️⃣ Problem Solving: Sales engineers in particular enjoy the challenge of problem solving and giving clients the solutions they need. Here understanding is everything. Finding an innovative solution is the main goal. 3️⃣ Communication Skills: Building strong relationships and communication which involve clients are one of the most essentials. That is where knowing and responding to their needs and demonstrating how your solution fits the picture comes into play. 4️⃣ Continuous Learning: Technology space is known for its constant evolution. As is each parameter that any good business should consider it is also vital to keep up to date with the latest tendencies and technologies as a success factor. 5️⃣ Business Acumen: Knowing how things run on the business side is important. One thing to note is that it is not only about technology articulation but it requires that the tasks be in sync with the business objectives and not the other way round. 💼 Sales engineering is not just a job. it is rather a dynamic and interesting career path where you are representing the technical field and using it for business purposes. Let's go! #SalesEngineering #CareerDevelopment #TechnicalExpertise #ProblemSolving #CommunicationSkills #ContinuousLearning #BusinessAcumen #Sales #Engineering #TechIndustry #CareerGrowth #ProfessionalDevelopment #JobOpportunities #Networking #LinkedInCommunity

Sales and Account Managers! Got an interview coming up? If your interviewer is asking “How do you generate new leads?” Your interviewer is probing your prospecting skills, look out for turning up red flags in your answers. These will include a lack of being able to demonstrate proactive prospecting strategies or the inability to articulate methods effectively. Advice & Example Answer: Discuss diverse lead generation methods you've used, like networking events, social media outreach, and cold calling. Explain how you prioritize and categorize leads. Example: "I utilize a mix of networking, LinkedIn outreach, and targeted cold calls. For instance, at my last job, I developed a LinkedIn content strategy that increased my lead generation by 30%." To see our open posts you can visit our listing here: https://lnkd.in/dr5wJ7JN To register for any future opportunitites, you can do that here: https://lnkd.in/dhmJSMYr

Does your company have a technical sales training program for your industrial or manufacturing salespeople? ** Challenge ** Hiring for industrial and manufacturing sales roles often requires a deep understanding of technical products or solutions, which can be challenging to find in candidates who also possess strong sales skills. ** Solution ** Implement a Technical Sales Training Program ➊ Identify Key Technical Competencies: What technical competencies are required to succeed in your organization's industrial and manufacturing sales roles? This could include understanding product specifications, manufacturing processes, industry regulations, and how the products or solutions meet customer needs. ➋ Leverage Subject Matter Experts: Enlist the expertise of internal subject matter experts, engineers, product managers, and technical support staff to develop and deliver training content. ➌ Incorporate Sales Training Components: Integrate sales training into the program to strengthen sales skills such as prospecting, objection handling, negotiation, and relationship building. ➍ Provide Ongoing Support and Resources: Offer ongoing support and resources to reinforce learning and address any questions or challenges that arise post-training. This could include access to online resources, technical documentation, mentoring programs, and regular check-ins with managers or trainers. Need help hiring industrial or manufacturing sales reps? We can help. Contact Cori at 412-704-5363 or cori@mindfulrecruitingsolutions.com #manufacturingsales #industrialsales #hiring #salestraining #industrialsalesrecruiter #manufacturingsalesrecruiter #hiringsalespeople