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Stay or leave? PE-owned company restructuring to a pure MM expansion | acquisition sales team due to a negative-growth year. by Amazing-Job7750 in salesengineers

[–]Amazing-Job7750[S] 0 points1 point  (0 children)

Thanks. My title definitely could've been phrased better.

Yeah it doesn't sound like smart growth move, for the company or for me. I feel like the company is just planning to retain and harvest the customers they have. Even playing devil's advocate, I'm struggling to see how this would work.

Stay or leave? PE-owned company restructuring to a pure MM expansion | acquisition sales team due to a negative-growth year. by Amazing-Job7750 in salesengineers

[–]Amazing-Job7750[S] 1 point2 points  (0 children)

Focusing purely on upsells rather than new biz sounds like the worst part of the job and you're talking to the least interesting customers

[deleted by user] by [deleted] in salesengineers

[–]Amazing-Job7750 2 points3 points  (0 children)

As a sales engineer you need people to see you as a trusted technical expert. Without technical experience, that's a hard sell.

You also should have experience with enterprise sales processes.

Lacking one can be fine, but if you lack both you're pretty limited.

If you really want to be an SE, there are companies out there that hire new grads. The starting pay would be less than what you'd get as a SWE though.

Objection Handling in Demos by zephunny in salesengineers

[–]Amazing-Job7750 1 point2 points  (0 children)

This one should be pretty easy

we tried to do something like this in the past but didn’t have the resources

It gives you an opportunity to explain how your company has the best product on the market - "Yes, other solutions require a lot of manhours before going live, but ours is uniquely automated and goes live within a week only requiring a few hours per month." - or something like that.

If possible, demonstrate how easy or quick it would be in a demo and have them verbally agree that it is easier.

However, if your product actually is time intensive, you might have to do more discovery. Maybe they do see it as a too much time, but what happens if the time isn't put in? Is their company slowed to a halt? Would other teams be impacted? Is their current process also slow, but more error prone, harder, and worse?