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We role play in this episode where I, pretending to be a sales leader, challenge Brian Cotter with the 3 most critical objections for an SE leader:
1. Why do we need more SEs? Let's do more with less
2. We don't need new tools for the SE team. Let's leverage the systems we already have in place for our sales team
3. Let's keep our SEs focused on closing deals only
Join us in a deep dive into the dynamic world of sales engineering with industry expert Brian Cotter and explore how AI, data, and emerging technologies are transforming the buyer's journey. Discover practical insights on storytelling, strategic relationship-building, and overcoming objections in sales. Learn about adapting sales methodologies, leveraging pre-sales data, and enhancing the roles of Sales Engineers and Account Executives for better market efficiency. This episode is packed with valuable strategies for optimizing go-to-market approaches and achieving sales success. Don't miss this enlightening conversation for sales leaders and engineers alike.
00:48 Brian Cotter's Journey into Sales Engineering
01:12 The Evolution of Sales Engineering
04:28 Role Play: Addressing SE Team Challenges
06:30 Data-Driven Decision Making
11:01 Leveraging Technology in Sales
14:07 Understanding Industry Challenges
14:13 The Shift to Value Realization
14:58 Reimagining the Buyer's Journey
15:37 Investment in Technology
16:06 SE/AE Ratios and Use Cases
16:49 Optimizing the Buyer Journey
17:19 Sales Methodologies and Problem Solving
19:02 Strategic Relationships and Technology
19:13 The Role of SEs in Sales
21:25 Evolving Sales Strategies
23:49 The Experiential Economy
25:07 Conclusion and Final Thoughts