Erick Simpson’s August 2019 Newsletter

Business Transformation Newsletter August 2019

The Sales Engineering Process

In this context, the Sales Engineer participates in the service provider’s sales, scoping and proposal creation processes, and works with the provider’s Account Managers, Sales Professionals, Engineers, Project Managers, Manufacturers, Vendors and Distributors to fulfill their role and responsibilities, in addition to interfacing with clients and their Vendors. The Sales Engineer is the buffer between Sales and Engineering, and is one of the keys to project profitability. A Sales Engineer not only helps educate and train the provider’s Sales staff in setting appropriate expectations regarding the benefits of technology solutions with their prospects and clients, but is also instrumental in working with vendors and partners in order to design appropriate solutions to meet client needs and putting together Scopes of Work and Proposals and assisting in the Project Plan creation process.

The Objective of Sales Engineering

The objective of Sales Engineering is to create effective proposals by understanding client needs, the environmental state of their infrastructure, their Account Manager’s or Sales Professional’s objectives and timelines for Proposal delivery. With the appropriate information, the Sales Engineer can accurately scope the best solution for the client. The Sales Engineer’s purpose is to accelerate sales velocity, and they should only be introduced into a client engagement when this opportunity exists, otherwise they may actually impede the sales process when utilized ineffectively, with the most common result in these instances being to add unnecessary cost to the sales engagement.

5 Phases of the Sales Engineering Process

The five phases of the Sales Engineering process include Discovery, Design, Proposal Creation, Review and Presentation.

Phase 1: Discovery
During the Discovery Phase, the Sales Engineer will collect all of the information required to design a Scope of Work to meet the client’s needs that takes into consideration factors such as the environment state of the existing infrastructure, the provider’s sales objectives and the client’s budget and timeline.

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This Month’s Poll:

Quick Question: How many years has your company been in business?

Please spare just a couple of minutes to tell us in this edition of the ChannelPro Reader Survey.

In appreciation of your time, you’ll qualify for entry in our drawing for a $100 Amazon Gift Card!

Thank you for your time and good luck!

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Let’s Connect at an Upcoming Event!

I’ve got quite a full event speaking schedule this year – nearly 30 events – so let me know if you’re going to any and let’s connect in person!

Sep: ChannelPro SMB Forum San Jose, CA
        (Use Code ESVIP to attend FREE)
Sep: Channel Partners Evolution Washington, DC
        (Register with this link and receive discounted registration)
Sep: Midsize Enterprise Summit  Phoenix Scottsdale, AZ
        (Register with this link and attend FREE if selected)
Sep: GlueEx, Phoenix, AZ 
        (Register with this link)

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I’ll personally coach you to break past your business and sales growth, service efficiency and profitability bottlenecks. We’ll roll up our sleeves and work together in a candid, strategic manner where no stone of your business is left unturned as we uncover the keys to breaking past your historical business obstacles.
 
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Erick Simpson

Founder & Chief Strategist
ErickSimpson.com
[email protected]
2271 W. Malvern Ave., #169 Fullerton CA 92833