North American Association of Sales Engineers

North American Association of Sales Engineers

European Association of Sales Engineers

The True Worth of a Sales Engineer- as a Business Consultant

Sales engineers (and similar titles like “Solutions Consultants”) are often viewed as a trusted advisor, and in many ways work much like a consultant for their client and/or prospect. That is the way that we (SE’s) should view… Read More

B2B / Tech Sales / Sales Engineering:  Taking a Look from the Procurement Side

If you are in B2B within a SE or presales role, it is smart to consider what is happening on the “other side” of the table- the buyer/prospect’s procurement team.  This has a significant affect on whether your… Read More

Sales Training – Beyond the Dreaded Role Play

By Roger McNamara Often at the end of a sales training meeting there would be time allocated for role plays with fellow colleagues.  I always dreaded these as I always saw it as a test in artificial conditions… Read More