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Have Multiple Sales Engineers on One Deal with Deirdre Sommerkamp, Skillibrium
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How can tapping into your team's strengths transform sales engineering, boost win rates, and forge stronger customer connections?
In this episode, Jarod Greene, host of V5, and Deirdre Sommerkamp, Chief Solutions Officer at Skillibrium, discuss the benefits of assigning SEs based on their specific skills for different stages of the sales cycle.
In this episode, you’ll learn:
- The Power of Strengths-Based Sales Engineering: Deirdre introduces the concept of assigning multiple SEs to opportunities based on their unique strengths, leading to a more effective sales process.
- The Importance of Collaboration and Continuity: Detailed note-taking and pre-call strategies are essential for maintaining seamless transitions and ensuring that every team member is aligned, regardless of who takes the lead in different stages of the sales cycle.
- Adapting to Customer Preferences: Tailoring your sales engineering approach to fit the specific needs of your buyers is crucial, and flexibility in SE assignments can significantly impact customer satisfaction and sales success.
Things to listen for:
(00:00) Strengths-based approach to sales engineering
(01:51) How to balance continuity and specialization
(02:39) Importance of collaboration and note-taking
(03:43) “We-first” vs. “Me-first” mentality
(04:40) When using a strengths-based approach
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