This episode is the audio from this video...In the first chapter of two, we take a high level look at what a Sales Engineer can do for you to change your culture forward to a Sales- and Customer-focused one.Subsequent parts of this small series will address each of the components shown here separately, namely: Exec/Decision Makers, PDM (Product Development Managers), Sales & Sales Management, Engineering & Development (QA, support, etc.), and of course Prospects & Customers.It is hard for companies selling technology to see how they can move from being a technology-centric culture to one that puts Customer Service at the top. Most who are simply used to doing that way can't see how focusing on Sales and the Customer will pan out to enable revenue. I share my experience helping companies understand exactly WHY this should be done NOW, HOW this is done (what customer-focused communication looks like), and how a Sales Engineer fits into all this as a catalyst for change, and why every company out there needs a Sales Engineer.Each of these parts is not short, and can be likened to about an hour session I would do when training a group, or at a show. Some are relatively short. I did not speed through these as fast as I could for a few reasons. For one thing, even though I write out most of what we talk about, some like to take notes, and find pausing a video annoying. In making videos like these, I have to consider the common denominator, and not leave anyone behind. I apologize in advance if this more thoughtful pace is too slow for you. I think there is a way to play videos at multiples faster than they were recorded on YouTube, so I invite you to explore that option if you need to.
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