Send us a textWe role play in this episode where I, pretending to be a sales leader, challenge Brian Cotter with the 3 most critical objections for an SE leader:1. Why do we need more SEs? Let's do more with less2. We don't need new tools for the SE team. Let's leverage the systems we already have in place for our sales team3. Let's keep our SEs focused on closing deals onlyJoin us in a deep dive into the dynamic world of sales engineering with industry expert Brian Cotter and explore how AI, data, and emerging technologies are transforming the buyer's journey. Discover practical insights on storytelling, strategic relationship-building, and overcoming objections in sales. Learn about adapting sales methodologies, leveraging pre-sales data, and enhancing the roles of Sales Engineers and Account Executives for better market efficiency. This episode is packed with valuable strategies for optimizing go-to-market approaches and achieving sales success. Don't miss this enlightening conversation for sales leaders and engineers alike.00:48 Brian Cotter's Journey into Sales Engineering01:12 The Evolution of Sales Engineering04:28 Role Play: Addressing SE Team Challenges06:30 Data-Driven Decision Making11:01 Leveraging Technology in Sales14:07 Understanding Industry Challenges14:13 The Shift to Value Realization14:58 Reimagining the Buyer's Journey15:37 Investment in Technology16:06 SE/AE Ratios and Use Cases16:49 Optimizing the Buyer Journey17:19 Sales Methodologies and Problem Solving19:02 Strategic Relationships and Technology19:13 The Role of SEs in Sales21:25 Evolving Sales Strategies23:49 The Experiential Economy25:07 Conclusion and Final Thoughts

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