I recently found this Brooks group blog on Selling. Jeb Brooks describes it as:
Sales Evolution is a B2B Sales Blog for curious people. We talk about things like sales training, sales management, sales assessments, sales leadership, prospecting, and sales relationship building.Anyway, I was driven to the blog by this post on the 10 worst practices in selling today which I found to be a quick list of things SEs should also be very wary of -of course I am sure we can adapt them to Sales Engineering in particular:
- Don't tailor your demo for each customer
- Jump straight into the tech demo
- Sales engineers don't do prospecting
- Complain about the performance/look/functionality of the product
- Tell the customer each step of the development history of the product
- Call the product a solution without understanding the problem
- Lie and say the product does everything they want!
- Drill into every feature
- Allow the rest of the sales team to take all the actions
- Don't come back to the customer with answers to your take-home questions