sales-engineering
3 free lessons tagged sales-engineering across Business. Each one is a short sequence of focused steps with narration and a five-question quiz at the end — take them in any order, no signup required.
Proofs, RFPs, and the Technical Win
After the demo, serious buyers stop watching and start testing. This lesson covers the back half of the sales engineer's job: scoping a proof of concept with real exit criteria, surviving RFPs and security questionnaires, handling competition and objections to secure the technical win, and how to break into presales.
Discovery and the Demo: The Heart of Presales
The demo everyone watches is won or lost in the discovery nobody sees. This lesson covers the sales engineer's core craft: running discovery that finds the real problem, the SE's role in MEDDIC-style qualification, and giving a demo that is a targeted argument, not a feature tour, using the Great Demo approach.
What a Sales Engineer Actually Does
The sales engineer is the technical half of a sales team, and one of the best-paid roles you can enter from either a technical or a sales background. This lesson defines it: the AE-SE partnership, why the SE owns technical trust rather than the commercial close, and where they fit across a complex deal.