Technical professionals have tremendous capacity to help in the selling process. An experienced sales representative once said, “If I could get my VP of Engineering into every client meeting I would do it. Every single one! He has so much experience, and he communicates with so much confidence and so little effort. Whatever he recommends to my customers, they do. It’s like magic.”
“Magical” is how some experts are described by colleagues and customers. These are the solution engineers that carry profound influence. Sadly, this is not the case for most experts.
Of course, experts must be technically competent—that much is a given—but an effective solution engineer is much more than a technical genius. Great solution engineers sway the hearts and minds of their audience. They are compelling agents of change.
Instruction from Expert Dig is designed to help technical professionals excel in client engagement. By following a proven path, experts will more quickly and comprehensively provide huge value to their organizations.