Ep. 39 Pt. 2 - John Care - Effective Enablement For Sales Engineers

Revenue Enablement Society - Stories From The Trenches

What are the areas of professional development that Sales Engineers are interested in but that many Sales Enablement teams miss? How can Revenue Enablement teams generate excitement and boost morale within Sales Engineering teams? What do customers say they want Sales Engineers enabled to do well?

John Care, Author and Managing Director of Mastering Technical Sales shares his insights with me in this 2 part series. In Part 2 we focus on discovering and developing professional development pathways for SEs that focus on the experiences and skills they're most interested in developing. Since 35% of SEs say they'd like to go into leadership we also cover how to help them prepare for that career goal.
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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