The Art of Sales Engineering

The Art of Sales Engineering

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Let AI do your customer research for you

Let AI do your customer research for you

From my experience, many people who work in sales (as in salespeople and sales engineers) resist doing customer research. Thanks to the availability of Generative AI, it's easier than ever. Before we get into it, let’s have a quick reminder of why it’s key to building

Foundations of a Customer Meeting Part 2

Foundations of a Customer Meeting Part 2

Introduction In the last post, we covered the criticality of planning and preparation as well as began an overview of the PGA construct to ensure your team is ready for a customer meeting. As a reminder, PGA can be summarized as “Their PURPOSE. Our GOAL. Shared AGENDA”. We also covered

Don't turn your audience into goldfish. Ask better questions!

Don't turn your audience into goldfish. Ask better questions!

We'll get back to meeting prep and planning next month; there's another topic I'd like to cover in the interim. To quote the undauntable Ted Lasso, "What animal has the shortest memory? A goldfish!”. Let's add in another characteristic of goldfish

Foundations of a successful customer meeting

Foundations of a successful customer meeting

A far-too-common situation for sales teams, as in sales and sales engineers, is not effectively planning and preparing for customer conversations. This self-inflicted wound can be especially impactful early in the deal cycle when the team is still trying to build credibility and earn customer buy-in. For example... Spending a

How you introduce yourself matters

How you introduce yourself matters

Sales engineers, has something like this ever happened to you? It’s your first call with a new customer. After the typical chit-chat that all meetings start with and reviewing the agenda, now it’s time for introductions. Your sales partner goes first, introducing themselves. Then instead of having you

Just getting started

Just getting started

This is "The Art of Sales Engineering", a blog hosted by Paul Vogt, a Sales Engineering Leader with more than a decade of experience in presales and fifteen years in management. During that time, I've had the opportunity to help grow hundreds of folks into our