Welcome to the fast-paced world of real estate, where every deal is a delicate dance of negotiations, market trends, and meeting client expectations. Now, let’s talk about a crucial but often overlooked partnership that’s like the secret sauce in this real estate mix – the tag team of real estate pros and sales engineers. These unsung heroes aren’t just tech-savvy wizards; they’re the key players who bring a unique skill set to the table, making real estate transactions not just smoother but also more tech-tastic. Buckle up as we dive into the ways these sales engineers take real estate to ne ..read more

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 ourselves, and ideally that is the way that our clients view us, and even our employers should view us.  We are essentially business consultants- that work with and partner with a client company to improve their own efficiencies and profits (via of course one of our services/products/offerings). What is it worth to a firm to brainstorm and work together with you, a ..read more

Dear Members of the North American Association of Sales Engineers,  It is with immense gratitude and a profound sense of responsibility that I address you in these first few weeks of the new year as the newly appointed president of our esteemed association. After serving on the Advisory Board for many years, I am deeply honored to step up and help lead such an accomplished and vibrant community that Ken and Damian have built.  I want to take a moment to express my heartfelt gratitude to Damian Hanna for his exceptional leadership and dedicatio ..read more

Sales engineers play a crucial role in bridging the gap between technical intricacies and client needs, ensuring a seamless journey from initial interaction to successful product implementation. This article delves into the key strategies and principles that contribute to fostering meaningful and enduring client relationships in the world of sales engineering. Understanding the Client’s Needs Successful client engagement starts with a deep understanding of the client’s needs. Sales engineers must go beyond surface-level interactions to comprehend the unique challenges and objectives of each c ..read more

Financial literacy is uncommon because the majority of most companies’ employees don’t know how to read Balance Sheets and Income Statements.  Why is this?  Most instruction about finance pertains to personal concerns such as checking accounts, insurance, mortgages, certificates of deposit, etc.  Balance Sheets and Income Statements are excluded because they are much larger and complex topics, most often included in business school curricula. Unfortunately, the lack of financial skills prevents a company-wide connection with corporate and customer financial goals.  Th ..read more

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 company will make the sale.  What are they looking at?  What are they analyzing?  Why would they buy a product/ SaaS from you instead of someone else or retain what they already have? In considering these questions, I read a recent article from Edgeworth Box, titled Good Procurement Practices Massively Lower Costs: https://www.edgeworthbox.com/good-procurement-practi ..read more

Last June, I had the privilege of participating in a fascinating conference held in the vibrant city of Manchester, UK. As a sales engineer two years into my PhD in Business Administration, I have managed to combine my practical sales experience with dedicated research in areas related to sales, marketing and sales team management. During my stay at the conference, I was given the opportunity to be a speaker and share my research advances in optimizing the management of sales departments. Let me share with you some details of this research and the insights that emerged in this enriching conte ..read more

As you may already be aware, certified sales engineers occupy a vital and influential position within the sales landscape. They serve as the crucial link between intricate technical knowledge and the art of implementing effective sales strategies. If you’re a certified sales engineer, you have a unique skill set. In essence, you’re able to effectively navigate through a plethora of complex processes that are directly related to selling your products and or services. That being said, you can always learn a bit more about the industry in general in order to set yourself up for success. On that ..read more

Whether you are soon going on your very first job interview for a SE role, or you have been through a couple over the years, it is wise to understand what types of questions you will be asked in that phone or face-to-face job interview.  Not being prepared will likely mean there is no second interview or further conversations.   NAASE is sharing a recent article from Indeed about the topic, along with some of our general comments about these questions- and some possible ways to answer. *These likely/ recommended questions are via Indeed: https://www.indeed.com/career-advice/int ..read more

Over the past 4-5 years the corporate world has seen a vast expansion in the C-suite.  Back “in the day” most companies had a CEO and a CFO, and maybe a COO.  Over time that increased.  Currently, depending on the size and type of company, there are enough C-suite titles that might make your head spin: CEO- chief executive officer CFO- chief financial officer COO- chief operations officer CIO- chief information officer CTO- chief technology officer CMO- chief marketing officer CRO- chief revenue officer CSO- chief strategy officer CRO- chief risk officer CIO- chief investment o ..read more