sales and engineering: selling successfully as a team · • deliver your sales presentation in a...
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Sales and Engineering: Selling Successfully as a TeamErick SimpsonNovember 20th, 2019
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Erick Simpsonwww.ericksimpson.com
www.linkedin.com/in/ericksimpsonhttps://amazon.com/author/ericksimpson
• Enterprise CIO & CTO• Built Call Centers & Help Desks for Fortune 1000 Companies• Co-Founder of one of the first "Pure Play" MSPs in the
industry in 2005, acquired in 2007• Creator of the MSP Mastered® Methodology for Managed
Services business performance improvement• Have conducted hundreds of MSP transformation and
improvement engagements with ITSPS and MSPs• Participated in over 2 dozen M&A engagements for clients• Best-selling Industry Author – 4 Books, 50 BP Guides• Industry Thought Leader and Influencer
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Sales Professional and EngineerThe Right Way to Sell as a Team to Close
More High-Value Sales Faster
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Sales Professional’s
Role
• One of the most important roles in the organization
• Pre- and Post-sales responsibilities
• Shoulders the burden of identifying and closing new opportunities
• Incented to sell – at all costs• Becomes the client’s advisor and
advocate during and after the sale• Is the person the client reaches
out to when they are unsatisfied
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Sales Engineer’s
Role
• One of the most important roles in the organization
• Pre- and Post-sales responsibilities
• Key to project profitability• Buffer between sales and
implementation• Educates sales staff as to what is
in the realm of possibility• Supports sales and accelerates
the sales process
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What’s the Difference Between an Engineer and a Sales Engineer?
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Dedicated Sales Engineer Reports to Sales Unit Focus is on Supporting Sales Typical Comp Salary +
Commissions Sales KPIs High Technical, Sales, Quoting,
Pricing Proposal Competencies
Dedicated Engineer Reports to Service Unit Focus is on Billable Work Typical Comp Salary +
Bonuses Utilization/Billing KPIs High Technical
Competencies
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Distinguishing an Engineer and a Sales Engineer
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When Do You Bring In an Engineer
or Sales Engineer?
• After an opportunity has been qualified
• When you’re “out-gunned” from a technical perspective
• When there is another overwhelming need
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To Sell Successfully
as a Team, We Must
Understand 3 Behaviors
• The Sales Professional• The Engineer or Sales Engineer• The Buyer
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The DISC LanguageUsing Observable Human Behavior as an Advantage in Sales
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DDominance
IInfluence
SSteadiness
CCompliance
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Sales vs. Engineering • Natural “disconnect” between
personality types− Sales Professionals are high
“I’s” and low “C’s”− Engineers are low “I’s” and high
“C’s”
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• Influence
The “I Factor”
High I-Factor
Low I-Factor
Distrusting
Logical
Critical
Pessimistic
Trusting
Extroverted
Magnetic
Inspiring
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• Compliance
The “C Factor”
High C-Factor
Low C-Factor
Opinionated
Arbitrary
Unbending
Careless
Neat
Careful
Worrisome
Evasive
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Concern for QualityCritical Listener
Non-Verbal CommunicatorAttention to Detail
PreciseAccurate
Product-OrientedSlow to ChangeSelf-Disciplined
Pessimistic
AccommodatingAdaptablePersistent
Good ListenerDislikes Confrontation
Good SupporterTeam PlayerPersistent
CreativeSlow Start/Fast Finish
VacillatingTemperamental
Results-OrientedSense of UrgencyConfrontationalChange AgentCompetitive
Direct
Process-OrientedQuick to Change
IndependentOptimistic
Verbal SkillsHigh Trust Level
Non-Fearful of ChangeRather Talk than Listen
Projects Self-ConfidenceERICKSIMPSON.COMM S P M a s t e r e d ®
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How does your Prospect/Client Behave?
D I
SC
Active Fast-Paced
Moderate-PacedThoughtful
Questioning Accepting
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How does your Prospect/Client Buy?
D I
SC
•Results•Competitive Leverage•Quick to DecideHow will you help me go faster?
•Facts & Numbers • Bottom Line•Slow to DecideHow Credible are you?
•Relationship•Experience
•Quick to Decide How Much do I like
you?
•Supporting Staff• Comfort Level•Slow to Decide
How will you help my staff and/or Clients?
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Selling as a Team Step 1: • Preparation
− Sales Professional and Sales Engineer meet to discuss opportunity prior to client visit
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Selling as a Team Step 2:
• Client Meeting− Sales Professional and Sales
Engineer meet with client− Sales Professional runs point− Sales Engineer employs “What
to Say, What not to Say, and How not so Say It”
− Sales Professional directs client questions to SE when needed and maintains control of the sales meeting
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Next Steps After Qualifying the Buyer
• If your prospect isn’t qualified for your services, move on− Need, Solution, Budget− Cultural Fit
• If your prospect is qualified, move to the next step in your discovery, quoting and proposal development process− Onsite Assessments, Asset Discovery, Requirements and Needs,
Solution Architecture• All of this information will inform the Sales Engineer’s
pricing and proposal development strategy
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Proposal DevelopmentSet a Rapid Turnaround Time!
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• Reviews all data uploaded to PSA in the Sales Opportunity• Meets with SP, OE and PM to formalize solution architecture,
pricing and implementation timeline strategies and alignment with Minimum Certified Network Standards
• Works with Vendors, Distributors and internal teams along with proposal and SOW templates to complete deliverables (including required upgrades to meet Minimum Certified Network Standards) and reviews with SP, OE and PM for final approval
• Uploads proposal and SOW to PSA Sales Opportunity and updates status to “Waiting on Sales Professional”
Analysis, Pricing and Proposal CreationSales Engineer
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• Determine if an Engineer or Sales Engineer is Needed• Sales Professional runs point• Sales Engineer employs “What to Say, What not to Say, and
How not so Say It”• Deliver your sales presentation in a clear, concise, logical order• Stay focused• Don’t let the prospect take you off course (i.e. price)• Don’t get technical – focus on business outcomes• Tie your features and benefits to their pain points
The Sales PresentationSales Professional and Engineer/Sales Engineer
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The Sales Presentation Process
WARM UP! HAS ANYTHING CHANGED?
TRANSITION TO PRESENTATION
REMIND PROSPECT/CLIENT
OF VALUE INFORMATION
GATHERED DURING 1ST VISIT
CONDUCT A FEW “TIE-DOWN” QUESTIONS
DURING PRESENTATION
ALLOW DIALOG –CHECK IN WITH
PROSPECT
NO TECHNICAL TERMS – FOCUS ON
BUSINESS AND PERSONAL
OUTCOMES ONLY!
OVERCOME OBJECTIONS
CLOSE - ASK FOR THE BUSINESS!
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Selling as a Team
• Do’s− Polite introductions− Acknowledge Sales
Professional’s role in meeting− Acknowledge Sales Engineer’s
role in meeting− Dance without stepping on toes− Answer questions concisely
and in non-technical terms
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Selling as a Team
• Dont’s− Allow the prospect to direct
questions to the Sales Engineer− Contradict each other or the
prospect− Hog the conversation− Talk over each other
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The Dance
• Sales Professional manages the conversation• Sales Professional directs questions to the Sales Engineer• Sales Engineer answers questions clearly and concisely• Sales Professional follows up with prospect• Sales Professional moves the sales process along• Sales Engineer “queues” Sales Professional
when necessary for correction/guidance
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Accelerating Sales
• When conducted properly, sales engagements executed as a team should accelerate sales velocity
• When conducted poorly, sales engagements executed as a team will impede sales velocity
• Role play as a team to improve sales outcomes
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