209 - Managing Sales Engineering Teams in EMEA

It's the launch of season three of SalesBurrito. On this episode we're gonna give you the permission to because failure is always an option. Failure does not mean you failed in your job it just means you learn something that you can pivot from applying agile methodology.  As you learn from your failures you will also be more successful in your career as a sales engineer.  On this episode we give you some insight into how we've dealt with failure in our careers. We share how you can take that harness what we've learn for your own good. So tune in to the inaugural launch of season three and let us know your feedback.  We are on all the social media platforms @SalesBurrito.

Life comes at you fast sometimes.  We have been away for an extend break, but for good reasons and we share our update and why Sales Burrito while now back had to take a small siesta.  

We all our sales engineers in this career, but when you work for a vendor your goals and outlook often differ from your counterpart sales engineer working for a value added reseller.  In this episode we discuss some of the differences and view points from each side of the table so we can find common ground to all be successful in our careers.

Most professionals have some form of professional training, schooling, or certification to validate your ready for your chosen profession.  For Sales Engineers our trial is by fire and we are often thrown into the deep end to swim or sink.   Being able to "launch" career in real time and soar while striving to meet the expectations placed on you requires discipline and a plan of attack.  We share some insights and tricks of the trade to help you get off the ground running on this episode of Sales Burrito.

When you get your new quota for the year, you need a plan to attack your customer base to accelerate expansion, grow your new customers, and tap new markets.  Having a key account plan for the critical targets is key.  Guess what it isn't just the account manager responsible, we as sales engineers own the responsibility too and we take on this topic today on Sales Burrito.

While we often think that sales engineers are the same everywhere, the cultural part of the different areas of the globe makes it different.  On this episode we are honored to have Linus Svennson joining us as a guest discussing managing and building high performing SE teams in the EMEA market.

There will come a time when your boss, CEO, or other senior executive will join your sales call.  This can be a boiler room experience and a good sales team will harness this horsepower to their advantage over creating a nervous situation.  We will cover how to leverage these situations to your advantage on this episode of Sales Burrito. This episode is sponsored by Skill Share.  Leverage our promo to get 40% off your annual subscription today - https://salesburri.to/skillshare40off * Includes promotional advertisements which pay a royalty to Sales Burrito

Often times people confuse an SE Leader and a SE Manager as one in the same.  A manager goes through the motions of management, a leader is dynamic, leads by example, sets the vision, and is the tip of the spear for the culture of the sales engineering organization.  On this episode, we dive into the qualities and traits that one needs to have to be able to truly call themselves a Leader.

This week we talk through how to sell WITH your customer not TO your customer.  There are a few things you can do to help you navigate the sales process building a joint sale with your customer that can change your success.  One of them is to use the right terminology and get access early to the key decision business makers by leveraging your technical champions for access to the above the line budget holders.   This episode inspired by the excellent book from Skip Miller - Selling Above and Below the Line. 

The reason we execute a POC is to win a customer towards purchasing our product or solution.  In the context of a POC, we as the Sales Engineers are looking to secure the technical win.  How you get the technical win can be achieved through a POC and learning the ABCs how to be successful in a POC we discuss today on Sales Burrito.