Top Highlights

• It is worth taking a minute to consider why sales engineers are so highly paid. This role is still evolving, as evidenced by the variety of terms for the position: sales consultant (SC), sales engineer (SE), solutions architect (SA), and many other permutations. As mentioned, the skills required are diverse and frequently difficult to find in a sin...
• In sales, the best practice is always the one that wins the deal.
• If everything’s under control, you’re going too slowly. Mario Andretti
• A very thin RFP is a good indicator that you are dealing with a project team that has not gone through this process previously. A very thick RFP usually means that the customer has hired a consultant that is trying to prove its value by adding additional detail and complexity to the process.
• Your ability to identify pain points and respond with a compelling value proposition is a true measure of your skill as an SE.