Most sales engineers are doers, rather than leaders. This is not their fault- they have been conditioned by the sales team to do what the client asks for. So they do more demos, more follow-ups, more POCs.
They usually win, but it comes at a cost (delayed sales cycles and inefficiency). This workshop teaches SEs how to take ownership and lead the technical sale so that they do less things, but do them more effectively.
If your Sales Engineers talk too much, it’s usually not a Messaging problem, it’s a Discovery problem. This tends to get worse the smarter and the more enabled the SE becomes.
The Discovery workshop helps SEs get the customer talking more and them talking less.
Typically the only SEs that tell stories are the ones that have been at the company long enough to tell their own client stories. This happens because marketing writes customer stories that are far too long for SEs to remember.
The Storytelling workshop will take your SEs from explaining features to telling stories that move the customer.
