Sales Engineers vs. Ordinary Salespeople

Today, when we say startups, we think of tech companies; and rightly so, since most startups adapt technology and engineering to solve problems.


(Source: T-nation)

Today, when we say startups, we think of tech companies; and rightly so, since most startups adapt technology and engineering to solve problems. It is important to note though that there are no hard and fast rules on defining a startup since revenues, profits, and employment numbers shift drastically between companies. However, it is universally acknowledged that startups are, in its essence, a culture and mentality of innovating on existing ideas to solve critical dilemmas. Enter the heroes: sales engineers!

The Sales Engineers (Source: Close.io)

For startups to take off, it must be able to sell not just its product but also its brand. And this demands not just creativity and innovativeness, but also hard-core skills on making sales. So what sets startup engineers apart from your run-of-the-mill sales people?

Unlike sales people who are profit-oriented, engineers are more concerned about addressing the needs of the clients. This is why they are able to come up with the most mind-blowingly creative solutions possible. Engineers put the pro in problem-solving.

The Sales Engineers (Source: Sunfrogshirts)

This how an average sales person would respond when asked about a feature that their product doesn’t have:

We don’t have that feature, because we found ___ (some excuse/reason/explanation, e.g.: customers who think they need this feature often don’t really use it)…”

The Sales Engineers (Source: Linkedin)

Meanwhile, this is how an engineer would respond:

Ok, I get why this is important to you, I understand why you want this. We don’t have this feature, but I can offer you a workaround that accomplishes exactly what you want with the feature-set we have today. Here’s what you do. You use our API to blahblahblah [insert smart engineer speak]. This might be a little bit different to what you’re used to, but you get almost the same outcome.”

Brilliant, isn’t it? Engineers are the ultimate solution-driven sales people and this is precisely why startup projects have taken the world by storm.

Read more  6 Things That Engineers Can Do With People Who Make Jobs a Living Hell

The Sales Engineers (Source: Salesbs)

Kristine Baggy
Contributor, Asia and the Pacific. Kristine is a graduate of BS in Applied Physics, Major in Instrumentation Physics at the University of the Philippines.

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Sales Engineers vs. Ordinary Salespeople

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