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Technical Sales: The Role of the Sales Engineer

via LinkedIn Learning

Overview

Learn about the role of sales engineer and the essentials of technical sales—an exciting new career for anyone with technical know-how and the people skills to close a deal.

Salespeople sell the product. Developers build the product. Sales engineers bridge the gap. Sales engineering, also known as technical sales, is an in-demand and well-paid role. But many people don't know the job even exists. This course introduces the role and responsibilities of the sales engineer, along with the main concepts of technical sales. It is designed for salespeople who want to enter Silicon Valley and the engineers who want a more customer-oriented role. Instructor John Care shows how to uncover business problems, link those problems to your solution, and present it to the customer for consideration. He also provides tips for making an effective sales pitch. Start watching to learn more about this exciting new sales career.

Syllabus

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

Taught by

John Care

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