|EMPOWERING Sales Engineers to
IMPACT Your BOTTOM-LINE
|Our Sales Engineers don't focus enough on the|
|customer's needs and too often resort to the |
ineffective "spray and pray" approach to selling.
|Sales Engineers are reactive, don't focus enough on|
|driving the sale towards a business relationship, and |
sales cycles are long.
|SEs don't add enough value in customer|
|qualification meetings. Consequently, some |
customer's needs and resultant business
opportunities may be overlooked.
|Our demos are lackluster, often look like product|
|training or feature dumps, and lack persuasion. We |
don't close many sales with a demo.
|Many deals require a lengthy and costly product|
|evaluation (proof of concept) to close. We often |
resort to this costly and time consuming frontal
|Evaluations are often not well planned and too often|
|grow in scope, time, and resource requirements. |
We're losing some deals we could win.
|Pooled SEs sometimes react to the sales rep that|
|corrals their time and don't always work on the right |
account or tasks to drive revenue. SEs don't know
how to best allocate their time.
|I don't have enough SEs or they're not working to|
|their potential. I don't have budget to hire.|
|SEs don't feel like we are investing in their|
|development. As a result, motivation is lacking or |
turnover is too high.