Pre-Sales leaders or Solutions Engineers (SEs) are often the unsung heroes in the sales process. In Episode 9 of COLD ONES with Mallorie Maranda, we had a conversation that shed light on the transformative potential of SEs. Traditionally, SEs have been seen as technical experts who support sales reps by providing detailed product demonstrations and answering technical questions. While these are important functions, they represent only a fraction of what SEs can offer. Here’s other ways to utilize your solutions engineers:
First, SEs provide the technical knowledge that is crucial for addressing detailed product questions and ensuring that clients understand the capabilities and limitations of the product.
Second, they act as a resource for sales reps, helping to bridge the gap between technical details and sales strategy, ensuring that the sales pitch is both compelling and technically accurate.
Finally, to truly unlock the potential of SEs, their role should be expanded beyond traditional boundaries. SEs should not be limited to just conducting technical calls. Instead, involve them in building deeper relationships within target organizations and gathering valuable insights from technical stakeholders.
As Mallorie Maranda talks about in the podcast, you can also use SEs to engage with multiple stakeholders in the organization, creating multiple points of contact and gathering comprehensive information mapped back to your CRM that can inform and strengthen your sales strategy. SEs can serve as crucial information hubs within your sales process, uncovering insights through thoughtful, automated intelligent discovery that might otherwise be missed.
SEs often gain access to critical information from technical teams that may not be shared with sales reps. This information can provide valuable insights into client needs and preferences. SEs have the technical credibility to connect with different levels of the organization, facilitating a deeper understanding of the client’s challenges and needs, which can be invaluable for closing deals.
By expanding the role of Solutions Engineers beyond traditional boundaries, you can unlock their full potential and enhance your sales process. Invest in your SE team, involve them in strategic sales activities, and watch them drive success and create deeper connections within your target organizations. Their unique combination of technical expertise and sales acumen can be a game-changer for your sales efforts.
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