The Role of the Sales Engineer

I was reading a good article on Pragmatic Marketing about The Role of Sales Engineers in sales, and problems that occur in organisations that can't effectively use their SEs, or try using Product Management to fill the gap.

The article points out the main common problems, such as

Problem: Sales people cannot get an SE

Problem: Sales people don't like the SEs

Problem: Sales people want the best SE

and that Salespeople often try to use product management interchangeably with SEs. Product Management however is developing the next version of the product, while SEs are knowledgeable about the current one.

Over the next week, we will look at these three problems and possible solutions for them.