Robert Segal’s Post

🚀 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

Who is a sales engineer? Sales engineer possess two fundamental skills - tech-savvyness and storytelling. A solid sales engineer doesn’t need to be cranking out code every day, but they should understand how applications, databases, APIs, and the cloud fit together. Ideally, they’ve built a full-stack application or two in their past lives, so they can keep up when the developers start speaking. Their role isn’t to be the coding whiz but to grasp the whole system deeply enough to field those tricky technical questions on a call. Sales engineers need to adjust the message for the audience—techies get the detailed breakdown, while business users get the big-picture translation. They know when to go heavy on the jargon and when to keep it simple, adapting on the fly and reading the room like pros. At its core, a sales engineer’s job is to combine technical expertise with a knack for communication. It’s tech meets talk, and that’s where the magic happens. Do you agree? What skills should sales engineers have?

Title: Top 5 Attributes of Highly Effective Sales Engineers 🔍 **Introduction:** In today's dynamic and competitive business landscape, sales engineers play a pivotal role in bridging the gap between technical expertise and sales acumen. They are the unsung heroes who help companies translate complex technical products into compelling solutions for clients. But what makes a great sales engineer? In this post, we'll explore the top five attributes that set the best sales engineers apart from the rest. 🎯 **1. Technical Proficiency:** A great sales engineer must possess a deep understanding of the technical aspects of the product or service they are selling. This includes not only knowing how the product works but also being able to explain it in a way that non-technical stakeholders can understand. 🗣 **2. Communication Skills:** Sales engineers are often the bridge between the technical team and the sales team. As such, they need to be excellent communicators. They should be able to translate complex technical concepts into simple, easy-to-understand language for the sales team and clients. 👥 **3. Customer Empathy:** The best sales engineers understand that their job isn't just about selling a product; it's about solving a problem for the customer. They take the time to understand the customer's needs, pain points, and goals, and then present the product as a solution to those problems. 📈 **4. Adaptability:** In the fast-paced world of technology, things can change quickly. A great sales engineer must be able to adapt to these changes. They should be comfortable with learning new technologies, processes, and methodologies as they emerge. 💪 **5. Resilience:** Sales can be a tough gig, and sales engineers are no exception. They need to be resilient in the face of rejection, able to learn from their mistakes, and keep pushing forward. 🔚 **Conclusion:** The role of a sales engineer is challenging and multifaceted. It requires a unique blend of technical knowledge, communication skills, customer empathy, adaptability, and resilience. The best sales engineers possess these attributes in abundance, enabling them to excel in their roles and drive success for their companies. If you're a sales engineer, how do you rate yourself on these attributes? Are there any other key attributes you believe are crucial for success in this role? Let's discuss in the comments below!

Do you know what exactly is technical sales ? Technical sales is specialized in the sales and promotion of technological products and services. It is to develop and execute strategies to identify and cultivate prospective customers.Technical salespeople act as a bridge between the technical world and the business world. But how is it different from traditional sales ? The way Technical Sales differs from traditional sales is that, in technical sales you are pitching niche products to people who have an extremely specific market need. Therefore, in contrast to the traditional sales, your understanding of the product alone is not sufficient. Here, you're expected to understand specific pain points of the customer through carefully presented questions and then extract those pain points and then pitch only the relevant features of the product. Here's a breakdown of what technical sales entails: 1 ]Products & Services: Technical salespeople typically deal with products that require a certain level of understanding to function or benefit from. 2] Technical Expertise: Along with strong sales skills, technical salespeople possess a solid understanding of the products they sell. They can explain complex features, troubleshoot potential issues, and demonstrate how the product addresses the customer's specific needs. 3] Customer Focus: Technical sales success hinges on understanding the customer's technical challenges. The salesperson analyzes these challenges and positions their product or service as the solution. There are various job titles in technical sales, like technical sales representative or sales engineer. The specific responsibilities can vary depending on the company and industry, but the core focus remains on marrying technical knowledge with salesmanship.

Succeeding in Technical Sales - Without a Technical Background I entered the PCB design services industry 18 years ago without an engineering background. Selling technical services without a technical degree was challenging, but I was determined to succeed. Many believe technical expertise is essential to sell technical products and services. Buy I’ve found that a genuine interest in the technology, effective communication, and the ability to build strong relationships can lead to success. Building a Technical Foundation While extensive technical knowledge isn’t mandatory, a successful salesperson should have a basic understanding of core concepts. This foundation helps with: - Establishing Credibility: Familiarity with key concepts builds trust. - Facilitating Communication: Using industry terminology makes discussions more effective. - Identifying Needs: Knowing when to involve technical experts ensures clients receive tailored solutions. To support this, my sales team regularly attends training sessions on PCB design basics to stay up to date on core principles and trends. Starting Client Conversations As the first point of contact for clients, sales professionals play a crucial role in setting the tone for the relationship. A solid technical foundation enables them to: - Ask Insightful Questions: Salespeople can effectively uncover client priorities and pain points by demonstrating genuine understanding through relevant inquiries. - Build Rapport: Connecting with clients by sharing knowledge of industry trends and common challenges helps establish trust immediately. - Identify Opportunities Early: Recognizing potential technical needs or challenges allows sales professionals to involve our technical experts promptly, ensuring clients receive comprehensive and timely solutions. This proactive approach enhances the initial conversation and lays the groundwork for a successful partnership. Final Thoughts Thriving in technical sales without formal technical education is challenging but entirely possible. Sales professionals can drive impactful results by building foundational understanding, starting meaningful conversations, and leveraging technical expertise. I’d be glad to connect with industry leaders who are interested in how a customer-centric approach can drive success in any technical field.

Top Skills for a Sales Engineer in 2025 As we move into 2025, the role of a Sales Engineer is evolving. While technical skills remain essential, soft skills and business acumen are becoming increasingly important. Here's a breakdown of the top skills: Agree/Disagree Add/Change Hard Skills: (no specific order) Technical Proficiency: A deep understanding of the product's technical specifications and how it solves customer problems. Data Analysis: The ability to analyze data, identify trends, and make data-driven decisions. Problem-Solving: Strong problem-solving skills to troubleshoot technical issues and provide solutions. Product Demonstrations: The ability to effectively demonstrate the product's features and benefits. API and Integration Knowledge: Understanding of APIs and how to integrate products with other systems. Cloud Technologies: Familiarity with cloud platforms (AWS, Azure, GCP) and their services. Security and Compliance: Knowledge of security best practices and compliance standards. Soft Skills: Business Acumen: Understanding of business needs and how technology solutions can address them. Communication Skills: Effective communication skills, both verbal and written, to build relationships with customers and colleagues. Presentation Skills: The ability to present complex technical information in a clear and concise manner. Active Listening: Strong listening skills to understand customer needs and tailor solutions accordingly. Adaptability: The ability to adapt to changing technologies and market trends. Relationship Building: The ability to build strong relationships with customers and internal stakeholders. Empathy: Understanding and responding to the needs and emotions of others. Balancing Hard and Soft Skills: While technical skills are crucial, soft skills are equally important for success in a sales engineering role. A strong combination of both will enable you to: Build Trust: Establish credibility and build strong relationships with customers. Solve Complex Problems: Identify and address customer pain points effectively. Communicate Effectively: Clearly articulate technical concepts to both technical and non-technical audiences. Drive Revenue: Close deals and achieve sales targets. By focusing on both hard and soft skills, you can position yourself as a valuable asset to your organization and excel in the evolving landscape of sales engineering. Agree or disagree? Anything you would add or change?

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

From technical expertise to client relationships, they skilfully navigate the complex world of sales. Discover why hiring a skilled sales engineer is crucial for your business's success.      #SalesEngineer #BusinessGrowth #SkillsforGrowth #StaffDomain

There is one book that is a MUST READ for everyone in Tech Sales. And while The Six Habits of Highly Effective Sales Engineers by Chris White changed my day-to-day as a field Solutions Engineer... The one book that made me really think about Technology and the role of IT Operations in the world was: 🔥 🔥 🔥 The Phoenix Project by Gene Kim, Kevin Behr and George Spafford. 🔥 🔥 🔥 In summary, it is a fiction/non-fictional story that follows the journey of a company struggling with what I later found out was very common project delays, resource limitations and obscene pressure to be profitable, all through the lens of an IT manager turned VP of IT operations. What is the book NOT: It is not the best work of fiction I have ever read, but gosh does it beat any consultancy deck or video explaining the complexities of IT. It is not crammed full of actionable tips and tricks for a role in IT. What the book is: It is such a fantastic window into a world that if you have only been in technical sales, on what the other side looks like. - Your customers taking forever to respond? Yeah, they just got called into the CEO office and have been given 3 months to get an internal project going. - Your prospect is unfriendly? Yeah, they just spent 2 nights trying to figure out the payroll system issue that is causing delays in payments in the entire company. What this book does masterfully is to give the reader a level of empathy towards IT leaders, and a glimpse of their world in a very easily consumable format. So if you are in tech sales in any capacity, grab a copy and read through it - it will change your perspective. Have you read it? What is your take?