{ "media_type": "text", "post_content": "Moving to an SE position soon and coming from Technical support. Do you have any suggested resources to help with the sales training aspect? Books, courses, etc.", "post_id": "61a7ea333b5b670032f737e1", "reply_count": 2, "vote_count": 2, "bowl_id": "5eb373a59127f0001c3dc4f5", "bowl_name": "Sales Engineers" }

Moving to an SE position soon and coming from Technical support. Do you have any suggested resources to help with the sales training aspect? Books, courses, etc.

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The Six Habits of Highly Effective Sales Engineers

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I've started my journey some years ago from support as well. At this point I believe the best thing to do is to master your products, get very comfortable with leading pilots/POCs, listen, listen and listen... make sure you can identify pain points early on, cover them in high level during demos and solve them during pilots... done. You don't need to navigate sales during this initial phase of your career, you need to get things done. When they see their pain points addressed they will buy it! Use your troubleshooting skills as much as you can to dig into the customers expectations to find the most relevants, focused on those and when mastering your products show something more, the cherry on top! For the next phase, I suggest to learn/develop the skill in how to create/present use cases based on different personas such as C-level/strategic, management/operational, and engineering/execution Specially C-level stakeholders, they need to know how to use your product in their strategic meetings, present results using the tools and how to merge their leadership styles with the organization vision/goals/guidelines/OKRs... can you calculate ROI? Can you show it? These are my 2 cents. Good luck!

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