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Role of Sales Engineers in your sales process

Interested to see how Sales Engineers are used by different companies.


For us we bring them in usually after a successful demo or two when it reaches technical validation however I know there are other companies where the engineer more or less does the demo.


Others may not even have the role.


What's your company set up & why does it work (or not?)

When does the Sales Engineer come in for you?
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4
BigMeech
WR Officer
+11
Coors Light Advocate
I bring an SE to almost all of my calls. Our product is fairly technical, and I only get so many at bats with my prospects. Would hate for a technical audience to show up and not be able to answer all of their questions.

First calls are always discovery, but even the discovery gets so technical an SE is almost always needed.ย 

My SEs are great. Absolute savages. Probably could close the deals without me...
sales7
Politicker
+5
Sales Enablement Manager
How sales savvy are they? I think a sales engineer with sales skills would be unstoppable!
JuicyKlay
Politicker
+9
AM
I always bring them on during very technical demos and there is always one on standby. They help me the most when Iโ€™m on a zoom call with a prospect and they have a question I canโ€™t answer. I ping my SE on Zoom chat and 9/10 times get them to hop on the active call and answer the question. Beats following up later via email thatโ€™s for sure.ย 
sales7
Politicker
+5
Sales Enablement Manager
What's the ratio of AE to SE that you have such a good time turn around?
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
Don't have one now but have in the past. I've had a lot of good/great ones over the years. How much I use them is directly correlated to how much I trust them. I'll even strategize with them on deals and what we both think is the best approach if they're at that level.
SA
SADNES5
Politicker
+6
Business Development
@GeneralCorpย needs to answer this. When/how often Rrrrraaaajjjjjjjj was bailing him out of all the deep tech questions.ย 
GeneralCorp
Notable Contributor
+14
General of The War Room
Raj bailed me out pretty much every single demo ever.ย 
sales7
Politicker
+5
Sales Enablement Manager
SE's are a giftย 
5
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Advice
8
5
Does your org believe in Sales enablement or L&D?
Question
10
Is sales enablement/Training and development a unique role in your Sales/Revenue org?
+20
TheDeplorable , ย  Nairobi , ย  sales7 ย  and 20 people voted
11
Landing a VP of Sales role
Advice
14