In this episode, Brian Dietmeyer talks to Advait Deodhar, VP America's Sales Engineering at Ping Identity, about modern alignment strategies for presales and sales in enterprise software. They delve into the importance of making sales engineers 'sticky' in deals, shifting from speeds and feeds to focusing on business value, and the key alignment points between sales and SEs to enhance customer decision-making processes.
Timestamps:
00:00 Sales engineering team's importance in selling software.
03:21 Sales engineers specialize to better serve customers.
09:24 SE value: qualify deals, shorten cycle, increase win rate
10:20 SE team strategically enhances product understanding for sales.
16:19 Vendor and customer alignment in the buying cycle.
17:48 Complex problem with buyer seller misdiagnosis.
23:15 SE less engaged; AE stays engaged, customer struggling.
24:34 Enthusiastic discussion on continuous improvement and community.
In this episode, Brian Dietmeyer talks to Advait Deodhar, VP America's Sales Engineering at Ping Identity, about modern alignment strategies for presales and sales in enterprise software. They delve into the importance of making sales engineers 'sticky' in deals, shifting from speeds and feeds to focusing on business value, and the key alignment points between sales and SEs to enhance customer decision-making processes.
Timestamps:
00:00 Sales engineering team's importance in selling software.
03:21 Sales engineers specialize to better serve customers.
09:24 SE value: qualify deals, shorten cycle, increase win rate
10:20 SE team strategically enhances product understanding for sales.
16:19 Vendor and customer alignment in the buying cycle.
17:48 Complex problem with buyer seller misdiagnosis.
23:15 SE less engaged; AE stays engaged, customer struggling.
24:34 Enthusiastic discussion on continuous improvement and community.
