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No Value Selling Approach is Too Risky for Sales Engineers, with Patrick Pissang

As a key member of the revenue team, SEs should take strategic risks.

For some this means finding new ways to approach value selling. For others it means not be afraid to ask direct questions or avoid client objections early in the sales process.

So what risks should SEs take during the deal cycle? What are appropriate actions? Patrick Pissang, CEO, Founder, and lead SE trainer of SalesHero GmbH, gives an overview of where SEs can and should take risks in situations where the risk would make a tactical deal a strategic one. Join us as we uncover some of these risks and what they could mean for your career path as a Sales Engineer and your role in the Presales transformation.

Some of these include:
– Removing the logo slides
– Leading the deal with a vision / provocative point of view
– Doing Lazy POC (have the client do the implementation)
– Push back on RFPs
– Make »give 2 get« a core principle; value exchange when somebody throws something at you
– Social: post about your ideas (could reference my book that comes out in September)
– SE clichés – e.g. the projector is not running, call the SE

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About the Presenter

Patrick Pissang

Patrick writes for sales engineering heroes who want to be independent, authentic and thought-leading professionals.

🏰 He invented and crafted the sales engineering fantasy map. (https://salesengineeringmap.com)

📚 He is the author of the books and audiobooks: The Social Sales Engineer and Sales Engineering Exposed. (https://www.amazon.com/-/de/dp/3982214777)

🙏 Industry VIPs like Bob Riefstahl, Chris White, John Care, and Don Carmichael loved the Social Sales Engineer. (https://www.linkedin.com/company/the-social-sales-engineer)

💥 He is the founder and lead trainer of Sales Hero GmbH. (https://saleshero.training)

✍️ He has been writing on LinkedIn straight since 2018. (Follow him!)

🎙 He was a guest on leading industry podcasts like Chris White’s LinkedIn live, We the Sales Engineers, Sales Excellence Podcast, or Hubspot podcast.

👷 He built the DACH region as the first SE on the ground for MuleSoft in 2014 which went public in 2017 and was acquired by Salesforce in 2018.

Experience It Yourself

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