Sales Engineers often need to enforce a little order into the chaotic and disorderly world of the sales rep. If we do it without impeding the sales rep’s progress, we are successful. I have worked with many talented sales reps ni my time-some of them truly inspirational and visionary. Others had no idea why they were there, or what they were doing.
I started compiling many of my methodologies (one of which is described in this article) after working with one such visionary sales rep, Godfrey Unaka. I worked as a consultant in Boston in the late 90s, and back then a consultant had to act as Sales Engineer. He inspired me to look at sales as just another process, like a technical process. He gave me the idea for the 5 (6, really) Ds in the first place, and I owe him for that. I haven’t been able to locate him since, but I hope he is successful-wherever he is. Thanks, Godfrey!
Why have methodologies?
They work. Countless times I have gotten the sale with methodologies and a clear-cut plan when a cheaper bid was present. It is true-no matter what your prospect tells you-that quality can win over price. Price is the worst differentiator. If you are in a price battle, then you have failed to illuminate a differentiator that will put you in a different, better class than your competition. This is the stuff of solution, or relationship selling. Some call it enterprise, or strategic sales, but to a Sales Engineer it is all the same.
So lets take a look at my million dollar methodology for getting the big money.
Continue reading “Pat’s 5 Ds (well, 6, really…) of Engagements”