SPEAKING
GIVE PEOPLE SOMETHING
TO ARGUE ABOUT
ON THE WAY HOME.
Talks about Presales, technical selling and the role Sales Engineers play in customer decisions.
Ideas that challenge how we think about the job, the deal and the value we bring.
For conferences, company events and Presales kick-offs.
01 / WORKING THE DEAL
TECHNICAL WORK
WITH COMMERCIAL INTENT.
The AE owns the deal.
That doesn’t mean the SE can ignore it.
Working the Deal connects SE decisions to the opportunity.
Why this discovery?
Why this demo?
Why this POC?
What uncertainty are we trying to remove?
What does the customer need in order to move forward?
What does this deal need from the SE right now?
A talk about connecting technical work to the buying decision, and why a successful evaluation is not always a win.
QUESTIONS WE CAN EXPLORE:
- Why do technically successful POCs fail to convert?
- How does technical execution connect to the opportunity?
- What changes when AE/SE collaboration centres on the deal?
- How can SEs build commercial awareness without becoming AEs?
02 / CONFIDENCE GENERATORS
SALES ENGINEERS ARE
CONFIDENCE GENERATORS.
Our job is not simply to prove that the technology works.
It is to remove enough uncertainty for the customer to confidently move forward.
What does the customer need to become confident about?
Discovery, demos and POCs are ways to create evidence for a decision.
This talk explores what changes when confidence becomes the purpose of the work.
03 / PRESALES LEADERSHIP
SOMETIMES THE PROBLEM
ISN’T THE SE.
IT’S THE SYSTEM AROUND THEM.
I’ve spent a large part of my career not only working opportunities, but helping other Sales Engineers work them better.
This talk explores the role of the SE, AE/SE collaboration and the conditions that help people think rather than simply follow a process.
What are we rewarding? What are we asking SEs to own? And does the system support the behaviour we say we want?
04 / THE CONVERSATION
BETTER CONVERSATIONS.
BETTER DECISIONS.
I speak about Presales, technical selling and the role Sales Engineers play in customer decisions.
Current themes include Confidence Generators, Working the Deal, POCs, customer confidence and Presales leadership.
The goal isn’t another presentation full of best practices.
It’s to give the room an idea worth discussing afterwards.
Formats can include conference talks, company sessions, team kick-offs and internal events.
HAVE AN EVENT IN MIND?
Tell me about your audience, the event and the conversation you want to start.
Include a date and format if you already have them.
We can explore which idea would be most useful for the room.
Different audiences. Different questions. A shared interest in better Presales.