The 7 habits of highly effective sales engineers

December 8, 2011 § 9 Comments

Selling complex technology frequently relies on the efforts of the technical pre-sales team. Surprisingly, given the importance of this role, it seems that every company has a different name for these professionals. Some of the most common titles include:

  • Sales engineers
  • Systems consultants
  • Sales support analysts
  • Systems engineers

I’ve been a sales engineer, and I’ve led my share of sales engineering organizations. Based on many years of experience, I’ve found that there are very few people out there who possess the special blend of talents necessary to flourish in this challenging but potentially lucrative job. Here’s a list of those traits along with links to posts about each one:

  1. Competitive
  2. Technically skilled
  3. Inquisitive
  4. Confident
  5. Articulate
  6. Diplomatic
  7. Self-directed

Many sales engineers spend a considerable amount of time working on proof of concept (POC) tasks. If you’d like to learn more about this aspect of the job, be sure to check out some of my other blog entries.

If you’re curious about other technical sales and sales engineering subjects, click here.


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