Versatile SaaS Solutions Leader | Presales Strategy, Growth & Excellence | Mentor, Coach, Customer Advocate | #OpenToHelp
A great SE/AE relationship is built on trust, and each helps the other get what they need. Heard this insight articulated well by Brandi Anderson in a PreSales Collective podcast today. Yes, it's AE's coming to the table with solid background/discovery info when requesting an SE's help, but don't stop there. Don't leave your partner on an island...a good team will work together to continue drawing out valuable info during a call or demo. AE's can jump in with: "Why is this important to you?" "Can you tell us a little more about that?" "This is something <notable customer X> was able to leverage recently to solve a similar challenge." SE's can help move the sale forward by drawing out information the AE needs, helping the customer fill in the commercial model, etc. "When do you need to have a solution in place?" "Let me tell you a bit more about what that one-time fee covers..." "This is how you'd handle new users and scaling...how many licenses do you think you'd need?" A good sales partnership is not about "staying in your lane", but rather working as a team to ensure you have all the info you need to provide real value to the customer and help them on their buying journey. #collaboration #sales #salesengineering #presales
Better Demos = More Dineros 🤘🏻 | Demo Skills for fast-growing SaaS to close more Deals ✨ | One Demo Habit at a Time 📋 | 🌈 CGN Presales Meetup
8moJosh King What is your take on good cop/bad cop looking at the AE/SE teaming up? In my experience, it' can be highly effective when the AE handles the more assertive tasks—like pushing for next steps and asking the tough questions—while the SE supports the client, acting as their advocate.. Not necessarily the usual kind of teamwork - but still... ;)