Podcast Description
In this episode of the Value Coffee Talk podcast, host Tom Pisello engages with Chris Mabry, head of community at iris.ai and long time Sales / Solution Engineering advocate and thought leader with the Pre-Sales Collective, discussing the evolving role of Solutions Engineers, the role they will play in Value Selling, and the impact of AI on SEs and sales.
The pair explore the shift from reactive support to proactive revenue generation, the importance of building trust and confidence in sales, and the necessity for Solutions Engineers to adapt to new expectations as value engineers.
The conversation emphasizes the significance of human touch, curiosity, and transparency in fostering successful customer relationships and driving business outcomes. And discusses just how SEs will be taking over more and more value engineering and consulting deal support and customer engagements.
Takeaways
- The title of Solutions Engineer is evolving to reflect a more consultative role.
- Sales Engineers are transitioning from reactive support to proactive revenue centers.
- AI is reshaping the SE role by enhancing research and demo capabilities.
- Building trust and confidence is crucial in the sales process.
- Solutions Engineers are increasingly being tasked with proving business value, not just technical capabilities.
- Curiosity and asking the right questions can lead to better customer relationships.
- Transparency about product capabilities can enhance trust with customers.
- Demos should focus on value and outcomes rather than just features.
- Sales is often a moment of crisis for buyers, requiring a consultative approach.
- Being interesting and engaged makes a significant difference in sales success.
Chapters
00:00 Introduction to Value Coffee Talk
01:21 The Evolution of Solutions Engineers
04:02 Trends in the SE Role
07:46 AI’s Impact on Solutions Engineering
10:25 The Importance of Human Touch
13:58 Building Trust and Confidence
17:15 The Shift to Value Engineering
21:53 Skills for the Next Generation of SEs
24:52 Transforming Demos into Value Demonstrations
27:26 Final Thoughts and Key Advice
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