Sales Engineering: overview
What a sales engineer does in physical security, and how this track is organized.
🎯 Learning objectives
- Describe the SE's role across the sales cycle
- Know where each page in this track fits
A sales engineer (SE, also called pre-sales engineer or solutions engineer) owns the technical side of the sale: understanding the customer's problem, designing a solution that solves it, proving it works, and making sure what is sold can be delivered. In physical security that means translating doors, cameras, networks, codes and integrations into outcomes a security director, IT team and CFO can each agree on.
| Page | Use it when… |
|---|---|
| 6 Habits of Successful Sales Engineers | You want the mindset and behaviours that separate great SEs from good ones |
| Running discovery | Preparing for a first technical meeting or site walk |
| Designing a solution and BOM | Turning requirements into a design, bill of materials and proposal |
| Demo best practices | Planning a demo, pilot or proof of concept |
| Handling RFPs | An RFP or tender lands on your desk |
Modules
- 16 Habits of Successful Sales EngineersAn original, practical framework for how great SEs think and work. · ~35 min
- 2Running discoveryPreparing, asking the right questions, walking the site and capturing requirements for physical security projects. · ~25 min
- 3Designing a solution and BOMFrom requirements to a defensible design, bill of materials, assumptions and proposal. · ~30 min
- 4Demo best practicesPlanning and delivering demos and pilots that prove value instead of touring features. · ~20 min
- 5Handling RFPsBid/no-bid, compliance matrices, answering clearly, clarifications and avoiding disqualification. · ~20 min