Organization for Sales Engineers

So you are a Sales Engineer, and 40 hours a week doesn't give you nearly enough time between detailed discovery calls, demo prep, demos, whiteboarding, RFPs, SOW, updating notes etc.... But wait, if you remove the time spent on entering notes into your CRM system, then SE life would be perfect....well maybe not perfect, BUT you would regain a couple hours a week.

So if this sounds interesting to you as a Sales Engineer interested in improving your organizational skills and time management skills, then you too should look into Jott. Yes, Jott.com allows you to call a number and summarize your demo notes, follow-ups and or key informational just by talking out loud. Jott does the rest and transposes your message into an text and send an email... Voila...You're done and no forgeting or rekeying in your notes into your CRM system. Jott away!!!

Setting Effective Sales Traps

To set an effective sales trap, often the sales rep replies on the sales engineer to do so, and the sales engineer believes that is the responsibility of the rep...So sadly enough, the net result is that no one plants any effective traps. Now, I am not talking about Mud Slinging (although that has it's place only in very specific situations), I am referring setting effective sales traps.

I will call out one of the more successful traps that I have used numerous times with high success. This is only one of many effective methods, but it is the simplest to implement without many steps. The process is very easy, yet elegant and is delivered in a discreet way. When delivered correctly, your prospect will feel that you have genuine interest in their needs first and at the same time you are laying down your trap framework.

Here it goes:
Assumption: Your company is first to demo over your competition. The approach is different when your company is responding to traps set by your competiton who have already demo'ed
Step 1: When you have a significant competitive feature that trumps your competition, as a sales engineer you can Set The Landscape for the trap...This must be done in a POSITIVE 3rd perspective for the need for the feature. For example, Gartner/Forrester/IDS say that by 2011 the need for feature x will have grown by 200%.
Step 2: Next, compliment your competitor on how they have chosen to implement this feature...Yes, I did say COMPLIMENT, BUT spin it with a comment, something like Vendor A has a pretty good Feature X for certain situations, but there approach varies from our we architected ours...
Step 3: Now, list our why your company has selected their approach to how they designed that feature which is unique AND more relevant to prospects key business requirements and business pains
Step 4: This is where the call-to-action for the TRAP comes into play...Proactively invite them to do further research on it, perhaps suggest they reach out to the other vendors they are considering to bring it up as a point of discussion.

This easy to apply sales tactic for setting traps is highly effective when you have the delivery down pat. The genuine interest in looking out for the prospects best interest is paramount, as it will help to solidify you role as a trusted advisor in their solution making process...Good luck!

SEs - Video Tape Your Dry Runs

All Sales Engineers every 3 to 6 months should always go under the microscope, for a self-humbling experience of being video taped during a dry run of their demonstration. I know...I know...Everyone is thinking, I have been doing this for the last 15 years, I know it all, why should I tape myself when I already know it all and have done it all. Seasoned Sales Engineers sometimes form bad habits, often unknown to them, which may hind a deal in the future. It was not until I saw myself demo'ing on video earlier on in my career, that I realized how often I would finish my prospects questions without letting them finish their train of thought...Video has no hidden agendas, so it always provides you with a different perspective and always you to fine tune small imperfections in your game.
Remember, Sales Engineers are a unique breed, many are often defensive about there skills being critiqued by others , so this is an easy way for an IMPARTIAL assessment on your demo delivery. Remember, it will only help you in the long run and the pocketbook!!!

Inside Based Software Sales Engineers

If you are an inside software Sales Engineer, and are looking to get an edge over your competition, below are 2 quick tips to outsmart your competition's SEs.

Firstly, since inside Sales Engineers lose the benefit of seeing their prospects reactions, it is EXTREMELY important, to make use of frequent Named Open Probes...What do I mean?? Hopefully this sounds familar, "John, tell me more if you feel that Feature X that I have just demonstrated does not address your business requirement Y..." This keeps your prospect engaged, attentive, and does not allow them to mentally go to 'another place' during your demo.

Secondly, you must be able to effectively utilize a variety of Web Based Tools for capturing screenshots, mapping out process flows/systems architecture, communicating with your sales team real time, whiteboarding etc...Check out my Tools Category on this blog for more info... Without the use of these tools, your competition will already be a step ahead of you...