36 answers
Rana
Student
Cairo, Cairo Governorate, Egypt
7
Questions
Updated
2560 views
what are the needed skills to be a good sales engineer ?
#sales #sales-engineer #engineering #engineer #mechanical-engineering #electro-mechanical
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36 answers
Bernard Chu
Sales
5
Answers
Houston, Texas
Updated
Bernard’s Answer
Hi Rana,
Title is SALES ENGINEER. Two words, two jobs. Sales engineers not only need to have the technical expertise, but also the ability to tell stories of accomplishing success and how to overcome challenges in the simplest and to the point as possible.
Title is SALES ENGINEER. Two words, two jobs. Sales engineers not only need to have the technical expertise, but also the ability to tell stories of accomplishing success and how to overcome challenges in the simplest and to the point as possible.
Thank you Bernard!
Rana
Jay Syz
Cloud Engineering
3
Answers
Austin, Texas
Updated
Jay’s Answer
Hi Rana — great question! Nothing beats customer empathy. Learn to put yourself in the customers shoes and try to solve a problem rather than maximize your sales numbers. Also, don't be afraid to leverage the expertise of your colleagues. Since you are wearing multiple hats as a Sales Engineer, your peers might now more in-depth information on any one topic.
Thank you Jay!
Rana
Adam Fisher
IT Auditor
14
Answers
Boston, Massachusetts
Updated
Adam’s Answer
In a previous role I was sales engineer at a technology company. I think the best thing is to know your product inside/out. You don't need to know every single little detail but the main details and how these aspect will help your customers. That should be the main focus, what does this product do, what value does it add? Then taking that value add and applying to your clients specific need(s). Obviously you need to understand what those needs are first but those should be uncovered more in a discussion with open ended questions vs yes/no questions such as what is a pain point within xyz area of your business? What do you need to help the business grow, etc. Then applying your product/solution to help them achieve such or aid them thus adding value.
Thank you Adam!
Rana
stefan buschnyj
Technician
22
Answers
Chicago, Illinois
Updated
stefan’s Answer
Hi Rana,
Learn as much as you can about your products and services. Also know and listen to your customers. Follow up to stay in touch with current and past customers. See if they can provide any feedback or suggestions. This also lets them know you haven’t forgotten them after making a sale. Your customers will likely research other options and compare costs. It’s helpful to know your competitors products and services. You will be better able to explain the advantages of what you have to offer. Stay current with changes that will or could impact your field and keep looking for new customers.
Good luck and keep learning.
Learn as much as you can about your products and services. Also know and listen to your customers. Follow up to stay in touch with current and past customers. See if they can provide any feedback or suggestions. This also lets them know you haven’t forgotten them after making a sale. Your customers will likely research other options and compare costs. It’s helpful to know your competitors products and services. You will be better able to explain the advantages of what you have to offer. Stay current with changes that will or could impact your field and keep looking for new customers.
Good luck and keep learning.
Thank you Stefan! very helpful.
Rana
Earl Bryant
Sales Engineer
2
Answers
San Francisco, California
Updated
Earl’s Answer
One of the top skills needed to be a successful Sales Engineer would be to learn how to listen, and respond to let people know you heard and understand.
Also, knowing when to ask more questions. Many people are embarassed to ask questions--the great Sales Engineer is a lot like a five year-old, who is very curious, and asks lots of question like "why", "how", and "how come"?
Finally, someone who believes in investing in themselves to learn, learn, learn. Sure, about technology, but also about the different business that your potential customers (or your friends and family) run or work in. I know more than I thought I'd ever know about healthcare and how hospitals run-I never thought a Sales Engineer would need this knowledge, until I started the job.
Youtube--empathetic listening / listening skills
Go to a tech company with sales staff, and investigate an intership
Read/watch technology news sources
Also, knowing when to ask more questions. Many people are embarassed to ask questions--the great Sales Engineer is a lot like a five year-old, who is very curious, and asks lots of question like "why", "how", and "how come"?
Finally, someone who believes in investing in themselves to learn, learn, learn. Sure, about technology, but also about the different business that your potential customers (or your friends and family) run or work in. I know more than I thought I'd ever know about healthcare and how hospitals run-I never thought a Sales Engineer would need this knowledge, until I started the job.
Earl recommends the following next steps:
Kate Calkins
Solutions Engineer
1
Answer
Providence, Rhode Island
Updated
Kate’s Answer
Sales engineering is a really wonderful career choice!
There are many skills that are helpful when going into sales engineering. Here are a few:
- Presentation skills. The ability to present in many different situations to different audiences and be able to tell a story that is going to resonate with the audience you are in front of. Here is a good resource: https://tonymelrose.com/the-blog/presentation-skills-are-foundational-skills-part-four-know-the-situation
- Technical skills. Not only do you need to have some basic technical knowledge, but the ability to act as a "translator" between non-technical and technical folks is key! (PS this post is written by a sales engineer that is not super technical)
- Organizational skills. This role requires juggling many things at once. Staying organized is critical.
- Time Management skills. You'll often get pulled in many directions and have many asks on your plate. Being able to prioritize and manage your time will not only help you succeed but will keep you sane as well.
There are many skills that are helpful when going into sales engineering. Here are a few:
- Presentation skills. The ability to present in many different situations to different audiences and be able to tell a story that is going to resonate with the audience you are in front of. Here is a good resource: https://tonymelrose.com/the-blog/presentation-skills-are-foundational-skills-part-four-know-the-situation
- Technical skills. Not only do you need to have some basic technical knowledge, but the ability to act as a "translator" between non-technical and technical folks is key! (PS this post is written by a sales engineer that is not super technical)
- Organizational skills. This role requires juggling many things at once. Staying organized is critical.
- Time Management skills. You'll often get pulled in many directions and have many asks on your plate. Being able to prioritize and manage your time will not only help you succeed but will keep you sane as well.
Antony Luxton
Solution Engineer
3
Answers
San Francisco, California
Updated
Antony’s Answer
Know your product EXTREMELY well, be very curious, always be learning, master the performance of presenting.
Ali Hussain
Team Lead
7
Answers
Oakland, California
Updated
Ali’s Answer
I think a great sales engineer has 3 key ingredients: sales skills, consulting skills, and technology skills.
Thomas O'Connor
CO
1
Answer
Divide, Colorado
Updated
Thomas’s Answer
Many sales engineers start out in other roles, specifically gaining a deep understanding of how their products work. These roles could include development, support or services.
As you are building your technical background, SE's require great listening and presentation skills. You must understand the problem you are trying to solve for the customer and the outcomes they are trying to achieve with your product, versus just demoing the product. Customer empathy and the problems you are trying to solve, helps with getting alignment and understanding of what your product and services you are selling help with.
Finally, be a life long learner in your field as it is constantly changing.
As you are building your technical background, SE's require great listening and presentation skills. You must understand the problem you are trying to solve for the customer and the outcomes they are trying to achieve with your product, versus just demoing the product. Customer empathy and the problems you are trying to solve, helps with getting alignment and understanding of what your product and services you are selling help with.
Finally, be a life long learner in your field as it is constantly changing.
Ray Bonini
Sr Manager of Technical Business Development
2
Answers
Columbus, Ohio
Updated
Ray’s Answer
Hi Rana:
Being a Sales Engineer is the perfect mix of deep technical knowledge and people (sales) skills. It is uncommon that people have both. So Sales Engineers are always needed and are a very important position.
You need to be an expert on your solution and to a certain degree the industry in general. This will allow you to help solve problems for your clients.
You also need people skills. The ability to present, to connect with people, to understand their needs (even if they don't always), and to work in collaboration with clients and your sales team.
I was a Sales Engineer for around 7 years and it was one of the most rewarding and challenging positions
I hope this helps.
Best of Luck,
Ray
Being a Sales Engineer is the perfect mix of deep technical knowledge and people (sales) skills. It is uncommon that people have both. So Sales Engineers are always needed and are a very important position.
You need to be an expert on your solution and to a certain degree the industry in general. This will allow you to help solve problems for your clients.
You also need people skills. The ability to present, to connect with people, to understand their needs (even if they don't always), and to work in collaboration with clients and your sales team.
I was a Sales Engineer for around 7 years and it was one of the most rewarding and challenging positions
I hope this helps.
Best of Luck,
Ray
laikei kwok
sales
1
Answer
Macau
Updated
laikei’s Answer
I think this is a good question . If you want to be a sale engineer, you can probing more about the customer what he/she needs, and listen customer needs so that u can provide the best things/product to customer.
Abbas Sherazi
Sales
2
Answers
Toronto, Ontario, Canada
Updated
Abbas’s Answer
Hi Rana, this is a great question!
You have a lot of great answers here and the one thing I would add is being genuinely curious about the problems people are trying to solve. The more you make it about your client and what will help them, the more they will be willing to engage with you meaningfully.
You have a lot of great answers here and the one thing I would add is being genuinely curious about the problems people are trying to solve. The more you make it about your client and what will help them, the more they will be willing to engage with you meaningfully.
Steve Danielsson
5
Answers
Updated
Steve’s Answer
So many great answers here, one thing I'll add is having a natural and genuine curiosity to learn more. I've been in this role for about 2 years, and all the mentors and folks I've learned from all have the desire to learn and are always working to learn new things.
The industry, technology and sales cycles are ever changing, so it's those who keep learning who continue to thrive.
The industry, technology and sales cycles are ever changing, so it's those who keep learning who continue to thrive.
Suzanne Krpata
Sales Executive
1
Answer
Saint Simons Island, Georgia
Updated
Suzanne’s Answer
I was a sales engineer earlier in my career and it was a very fulfilling role. There are a few things I would encourage you to focus on:
1 - Understand the detailed capabilities of your product or service.
2 - Learn customer stories to highlight how customers are using your product or service.
3 - Develop specific examples of the business benefits of your product or service.
4 - Practice your presentation skills and storytelling.
In my experience, team members often enjoy the sales engineer role as it blends many different skills together. In addition, the daily activities for the role are often different.
I wish you the best as you explore this role!
1 - Understand the detailed capabilities of your product or service.
2 - Learn customer stories to highlight how customers are using your product or service.
3 - Develop specific examples of the business benefits of your product or service.
4 - Practice your presentation skills and storytelling.
In my experience, team members often enjoy the sales engineer role as it blends many different skills together. In addition, the daily activities for the role are often different.
I wish you the best as you explore this role!
Tyler Vandervort
Channel Growth Manager
12
Answers
Plano, Texas
Updated
Tyler’s Answer
Hello Rana,
Initially we here at Micro Focus believe that, you should have a solid understanding of what you will be speaking to, being able to articulate the topic. Other Major skills needed would be:
-Communication, Listenting skills
-Passion for the solutions
- Being technically savvy is not enough, It is also important to understand your customer's business and produce Returns on Investment figures.
- Try interning at a Technology firm that would provide you the foundation needed.
- Relationship skills as you will be part of a team
Look at Technology firms you can intern at.
Initially we here at Micro Focus believe that, you should have a solid understanding of what you will be speaking to, being able to articulate the topic. Other Major skills needed would be:
-Communication, Listenting skills
-Passion for the solutions
- Being technically savvy is not enough, It is also important to understand your customer's business and produce Returns on Investment figures.
- Try interning at a Technology firm that would provide you the foundation needed.
- Relationship skills as you will be part of a team
Tyler recommends the following next steps:
Daniel Episcope
Solutions/Sales Engineer
8
Answers
Sacramento, California
Updated
Daniel’s Answer
Empathy. You often meet w/ customers who are looking to solve a complex problem and your job is to:
1. Understand the problem
2. Understand how does this affect the customer
3. Know how we can provide a solution to the given problems (or not)
4. Present the solution that's easy to understand and addresses the customer's need
Hope this helps!
1. Understand the problem
2. Understand how does this affect the customer
3. Know how we can provide a solution to the given problems (or not)
4. Present the solution that's easy to understand and addresses the customer's need
Hope this helps!
Suraj Kad
Sales
2
Answers
India
Updated
Suraj’s Answer
Two things:
1. Know your product. Understand the impact and importance of technology to the clients.
2. Work Well with All Types of People. Learn to deal with different personality types. Understanding what is important to a prospect and how they “see” the world allows you to relate to them in a way that they understand.
1. Know your product. Understand the impact and importance of technology to the clients.
2. Work Well with All Types of People. Learn to deal with different personality types. Understanding what is important to a prospect and how they “see” the world allows you to relate to them in a way that they understand.
Stephen Poncini
Sales
1
Answer
Palm Springs, California
Updated
Stephen’s Answer
You will need the ability to work with many different stakeholders - internal and external, to be successful. It is also necessary to explain things in a concise meaningful way to ensure what you are presenting is understood by audiences from many varied background and experience levels - both technical and business.
Cynthia H.
Solution Engineer
1
Answer
Los Angeles, California