Closing Sales Engineers?

Closing Sales Engineers???

One thing that separates the best Sales Engineers from the average is their ability to handle objections. 

Handling objections? Isn’t that what the AE does? 

Sometimes. Perhaps at the beginning and the end of a sales cycle. 

But SaaS firms that sell more technical solutions are starting to rely upon Sales Engineers/Solutions Consultants to handle this soup to nuts, because they’re uniquely qualified to offer concrete solutions and creative workarounds that they can both articulate - and most importantly, prove. 

In hiring sales people - either AEs or SEs - creativity and solutions thinking are essential. The key difference that SEs offer is their ability to create and prove these solutions — and therefore close the deal. 

In this SaaS sales environment, true solutions close and approximate fixes do not. The person who can prove a solution can also close the sale. 

Reach out today if you’d like to discuss how to assess this aspect of a Sales Engineer’s sales game.