Technical Sales: The Role of the Sales Engineer

Introduction

• Welcome

1. What Does a Technical Sales Engineer Really Do?

• Roles and responsibilities
• The customer viewpoint
• It's all about trust

2. Discovery: What the Customer Thinks They Want

• Technical discovery
• Business discovery
• The art of patience

3. Matching Technology and Business

• The power of three
• The three wise men
• Being a FABulous sales engineer

4. Making the Pitch

• Attention theory
• Time travel

5. Putting It All Together

• Your #1 competitor
• The technical win
• The business win

Conclusion

• Next steps