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Ep. 39 Pt. 1 - John Care - Effective Enablement For Sales Engineers
Manage episode 435754838 series 3594768
محتوای ارائه شده توسط Revenue Enablement Society and Paul Butterfield, Revenue Enablement Society, and Paul Butterfield. تمام محتوای پادکست شامل قسمتها، گرافیکها و توضیحات پادکست مستقیماً توسط Revenue Enablement Society and Paul Butterfield, Revenue Enablement Society, and Paul Butterfield یا شریک پلتفرم پادکست آنها آپلود و ارائه میشوند. اگر فکر میکنید شخصی بدون اجازه شما از اثر دارای حق نسخهبرداری شما استفاده میکند، میتوانید روندی که در اینجا شرح داده شده است را دنبال کنید.https://fa.player.fm/legal
How do Sales Engineers learn differently? Is their attitude towards training different? What are the onboarding needs of an experienced vs. a novice SE? When should the handoff from the Enablement team to the SE leaders occur? What are the 3 critical legs of onboarding SEs?
John Care, Author and Managing Director of Mastering Technical Sales shares his insights with me in this 2 part series. In Part 1 we focus on defining and understanding the Enablement needs of SEs and how to design an effective onboarding experience for them.
During his career, John built world-class sales engineering organizations at Oracle, Sybase, Business Objects, Nortel, CA Technologies, and HP. His responsibilities have varied from an individual level up to a VP of Presales running teams of over 200 people. He also has diverse experiences as both a quota-carrying salesperson and a senior IT executive/ CIO listening to salespeople and presales engineers trying to sell him their “solutions.”
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