Organizations that solve complex problems with engineered solutions often bolster their sales force with sales engineering resources. These resources are often referred to as “Pre-Sales;” their role is focused in scoping customer requirements, configuring complex offerings, and securing the “technical close” alongside the efforts of the account management and business development sales force. In this Sales Management Association Online Experts’ Exchange panel discussion, we review three perspectives from practitioners on how to optimize pre-sales investments.
- John Care, Managing Director; Mastering Technical Sales
- Sean Cullen, Director, Global Field Strategy & Operations; SAP America
- John Littleton, Sales Engineering Manager; Cisco Systems