Sales Engineering – The Nature of the Work

Many products and services, especially those purchased by large companies and institutions, are highly complex. Sales engineers—also called technical sales support workers—determine how products and services could be designed or modified to suit customers’ needs. They also may advise customers on how best to use the products or services provided.

Sales engineers specialize in technologically and scientifically advanced products. They possess extensive knowledge of these products, including knowledge about their components, functions, and the scientific processes that make them work. They use their technical skills to explain the benefits of their products to potential customers and to demonstrate how their products are better than the products of their competitors. Often, they modify and adjust products to meet customers’ specific needs. Some sales engineers work for the companies that design and build technical products, while others work for independent sales firms.

Many of the duties of sales engineers are similar to those of other salespersons. They must interest the client in purchasing their products, negotiate a price, and complete the sale. Some sales engineers, however, are teamed with other salespersons who concentrate on marketing and selling the product, enabling the sales engineer to concentrate on the technical aspects of the job. By working on a sales team, each member is able to focus on his or her strengths and expertise. (Information on other sales occupations, including sales representatives, wholesale and manufacturing, appears elsewhere in the Handbook.)

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Japanese Mascots: A New, Effective and Charming Invasion

Could you just imagine if here in the US we used mascots to make the public more aware of issues relating to our safety? We already screwed up with Elvis as a Drug Czar (Thanks, naive Nixon), so which mascot would be our Drug Czar today?

They are all so loopy and quirky that you could say that all of them have symptoms of some sort of medical/recreational use.

Full article on Japanese mascots here: Japanese Mascots: A New, Effective and Charming Invasion.

Why Sales Engineers Don’t Belong in Cubicles

If you understand what Sales Engineers are, then you realize that they should be isolated from the general population in the same way that field reps are-and for the same reasons. The same traits that make a Sales Engineer effective are the same that alienate them from the common cubers, and I’ve recently proved this is true.

For one thing, successful Sales Engineers are able to convey confidence above all else. That confidence, in a sales situation, translates into credibility for the Sales/Account Rep. That confidence is completely 180 degrees against the flow of a successful cuber, in that they learn to survive by being passive in all matters, avoiding making decisions. A no-decision is a decision that can never be wrong, right?

But in the Sales Engineer’s world, there is no room for indecision-we may only get this one chance in front of a prospect! We need to be able to say what is needed, and say it confidently. There are many funny names/phrases for what we do in a tight spot, such as “being frugal with the truth”, but one of my primary axioms for Sales Engineering is:

Never leave the call with questions about your stuff.

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Lewis Black pwns Glenn Beck

Mandatory viewing for any Republican, or anyone who watches Fox. And you know how they dismiss this? “Nobody takes Glenn Beck seriously”. Sorry. Not buying it.