Thursday, May 19, 2011

Know your Job


I have been doing pre sales for some time. I am almost always doing sales engineering, but I have done other sales roles too. Everyone in the sales process needs to know their role, and you can only do one role.

The sales role is process and doing what needs to be done to close, a project manager. The sales engineer is a support person to make that sale happen. While a salesperson can be technical, they cannot be both the salesperson and sales engineer in the same deal.

The sales engineer needs to be seen as a subject matter expert, and disconnected from the sales process by the prospect. Read this as trust. The prospect may trust the salesperson, but, not when it comes to technical matters. The prospects technical staff will never trust a sales person. So if your sales is technical, you may need to call the cavalry.