In this episode, Angus and Pete talk to Phil about his extensive experience in sales engineering. He emphasizes the evolution of the sales engineer's role, the importance of understanding customer needs, and the critical nature of collaboration with product management. The conversation also covers the significance of demos, navigating RFPs, and the training and development of sales engineers. Phil shares valuable insights and pearls of wisdom for those in the sales engineering field.

Takeaways

• Understanding customer needs is crucial for effective sales.


• Demos should be tailored to the customer's specific requirements.


• Building relationships with customers is key to success.


• Collaboration with sellers and product management is vital for sales engineers.


• Training and developing sales engineers is an ongoing process.


• Listening and asking the right questions can lead to better outcomes.


• The sales engineering landscape is changing with the introduction of new technologies.

Keywords

customer engagement, sales engineering, demos, RFPs, product management, training, sales relationships, customer needs, sales process, technology