SE Tips – Lose The Techno Talk

Most Sales Engineers are proud of the technical knowledge, that they love to interject it into their sales opportunities whenever possible…The risk here is that the SE maybe the only one who understands the techno talk, leaving the key decision makers at a prospect feeling isolated and for lack of a better word, dumb. The SE leaves the demo feeling that they nailed the demo by throwing in technology terms and acronyms…BUT the key decision maker is left feeling this solution is much too technical for them and typically decides to opt for another vendor’s solution…So remember the KISS principle even when selling technology solutions as the decision always comes back to which solution better solves our business pains and process inefficiences…

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