Want to become a Trusted Advisor?

We always strive to work closely with our customers as Sales Engineers and earn their trust in order to position our solutions as a way to help.

This is a hard thing to measure, in terms of whether the customer is trusting you and how much weight your opinion may have.  Trust needs to be earned and built over time, but is the most valuable thing we can do as SEs with our customers.

A new book on becoming a Trusted Advisor is coming from John Care, author of Mastering Technical Sales.  I've pre-ordered my copy and hoping to learn some more things from it.