Matthew DuBois’ Post

Why Software Engineers should care about sales. I've had the pleasure of dealing with many salesmen over my career. Most of those experiences were extremely good. Some weren't. But I've learned a lot through these interactions. And I believe that as software engineers we have a lot to learn by studying sales. Sales, in its heart, is communication. In fact, it is the essence of communication influence. Salesmen make careers out of convincing people that what they sell is what we need. And why should we care? Because we "sell" our ideas, our approaches, our methodologies almost every day. Every interaction we have with our team members, we our team leads, with our engineering managers is just that. Sales. Because we need to show why our idea or approach is more suitable than other ideas or approaches. We need to show that our selves more suitable than other candidates. The catch? The catch is good! Our careers don't always depend on our ability to convince others that what we say is better. Instead, our careers depend on discussing our ideas and adopt that idea which is the best for our team and situation. So we are in a no-pressure sales environment most of the time. But we can still learn a lot by studying sales. We can learn how to present our ideas and ourselves in the best way possible for the situation. We can learn how to ask others and get to their real needs, understand the real problems, and thus provide more appropriate solutions. What do you think about sales? #KeepCoding --------------- Thank you for reading all the way to the end! If you like this content, please 🔔 Follow and 🚀 Share! #SoftwareEngineering #SoftwareDevelopment #Sales #Influence #CommunicationSkills #NewJob #JuniorDeveloper #JuniorEngineer #TechLead #EngineeringManager

🚀 Elevate Your Sales Engineering Career: It’s Your Move! 🚀 Hello, Sales Engineering Professionals! As we navigate through the complex tech landscape, the role of a sales engineer has never been more critical—or more filled with opportunity. Whether you’re just starting out or looking to level up, consider how you can further enhance your impact. Here are three key areas to focus on: 1. Deep Dive into Tech: Stay ahead by continually updating your technical expertise. Certifications, webinars, and workshops can keep you sharp and informed. 2. Soft Skills Mastery: Technical know-how is crucial, but soft skills differentiate the great from the good. How well can you translate complex technical details into business benefits? Improving skills like storytelling and empathy will not only increase your effectiveness but also elevate your engagements with clients and your team. 3. Innovative Thinking: In a field driven by innovation, bringing creative solutions to the table can set you apart. How can you leverage emerging technologies in your demos or solutions? Thinking outside the box can lead to better outcomes and showcase your value to prospective employers or clients. Now, I’d love to hear from you! 🗣️ What’s one skill or area you’re focusing on to push your career forward? Or, share a game-changing moment in your career that reshaped your approach to sales engineering. Let’s inspire each other to reach new heights! 💼🌟 #SalesEngineering #CareerDevelopment #InnovationInTech #SoftSkills

🚀 Empowering Sales Engineers for Success! 🚀 Sales engineers, you are the bridge between innovation and customer value. Your role is critical in translating complex technology into clear, compelling solutions that resonate with our clients. Remember, every demo, every proof of concept, and every technical conversation is an opportunity to showcase your expertise and make a real impact. As you gear up for your next engagement, keep these points in mind: 🔍 Stay Curious: The tech landscape is ever-evolving. Keep learning, adapting, and growing. Your knowledge is your superpower. 💡 Empathy is Key: Understand the pain points and goals of your customers. Tailor your approach to meet their needs and demonstrate how our solutions can solve their challenges. 🎯 Be the Trusted Advisor: Build relationships based on trust and credibility. Your insights and recommendations should be seen as invaluable by your clients. 💪 Own the Outcome: Success in your role means going beyond the technical details. Show the business value, ROI, and real-world benefits of our solutions. Your expertise drives our success. Let’s continue to elevate our game, support each other, and push the boundaries of what’s possible. You’ve got this! 💥 #SalesEngineers #Enablement #TechSales #SalesSuccess #CustomerValue

Eager to blend technical skills with strategic problem-solving in your career? Becoming a solutions or sales engineer is a rewarding path. Here's a concise guide based on my experiences to get you started: Understand Market and Customer Needs Learn about customer challenges. A degree in computer science, engineering, or a related field is a good start. Gain experience with databases, programming languages, and cloud platforms. Certifications boost credibility. Start in Technical Support or Solutions Architect Roles These entry-level positions expose you to technical issues and customer interactions, honing your problem-solving skills and understanding customer pain points. Master Communication and Problem-Solving Effective communication is crucial. Practice explaining complex technical concepts in simple terms, ensuring clients understand how your solutions meet their needs. Collaborate with the Sales Team Work closely with sales teams to understand their processes and challenges. This helps align your technical expertise with sales strategies. Learn from Experienced Professionals Shadow seasoned solutions engineers. Observe their client interactions, objection handling, and problem-solving approaches for invaluable firsthand experience. Build a Portfolio of Success Stories Document successful projects with case studies and detailed examples. A strong portfolio showcases your ability to deliver results and provides concrete evidence for interviews. Stay Updated with Industry Trends Keep up with the latest trends, tools, and best practices by joining professional groups, attending webinars, and reading industry news to stay relevant and innovative. Network Actively Develop a robust professional network on LinkedIn, attend events, and join online communities. Networking can lead to job opportunities, mentorship, and valuable insights. Apply and Prepare Strategically Tailor your resume to highlight relevant skills and achievements when applying for solutions engineering positions. Prepare for interviews by practicing scenarios that demonstrate your ability to align solutions with customer needs and business goals. Demonstrate Strategic Value During interviews, emphasize your blend of technical skills and ability to drive customer success. Share how your experience in technical support or as a solutions architect has equipped you to understand customer challenges and deliver strategic solutions. Final Thoughts Transitioning to a solutions engineer role requires continuous learning and strategic thinking. By leveraging your technical background, honing communication skills, and gaining practical experience, you can successfully enter and thrive in this field. Feel free to reach out if you have any questions or need further guidance. #sales #salesengineering #solutionsengineers #valueselling #saas

🚀 Excited to share how you prove capabilities as a Sales Engineer! 🚀 🔧 Technical Expertise: Certified in [relevant technologies] with hands-on experience designing complex solutions. 📈 Sales Success: Achieved [X]% of sales targets, contributing to [Y]% revenue growth. 🧩 Problem-Solving: Turned customer challenges into innovative solutions. 🤝 Customer Relationships: Built strong, trust-based relationships with satisfied clients. 🗣 Communication: Simplified technical concepts for diverse audiences. 📚 Product Knowledge: Expert in our product’s competitive advantages, crafting tailored solutions. 📊 Achievements: Increased sales by [X]%, reduced churn by [Y]%, and received [Award/Recognition] for performance. Passionate about leveraging technical skills for business success. Let’s connect and innovate together! 🌟 #SalesEngineering #CustomerSuccess #Innovation #SalesGrowth #TechSales

The best Sales Engineers (SE) marry their technical expertise with exceptional human skills. Here's my take on what makes a really good SE.👇 Human Skills: - Storytelling 📚 - Relationship building 🤝 - Empathy 💖 - Active listening 👂 - Handling objections like a pro 😎  Technical Skills: - In-depth product knowledge 🧠 - A keen understanding of the industry and competitors 🕵️♀️  - Mastering product demos 🔧  - Debugging prowess 💻 I am on the lookout for my next Sales Engineering role in SaaS. #SalesEngineering #SaaS #JobSearch #SkillsforSuccess

🚀 Why Solution Engineering is a Great Career Opportunity! 🚀 We go by many names—Sales Engineer, PreSales, Solution Engineer, Customer Engineer—but every role emphasizes selling on value while staying close to the technical aspects of the product. This unique blend of technical expertise and sales acumen makes it a fantastic career choice. Here’s why: 1. Value-Driven Sales 💡: Leverage technical knowledge to demonstrate product value and close deals. 2. Crucial Role 🔑: In today’s market, deals rarely close without an SE’s insights and expertise. 3. Market Insight 🌐: Understand market dynamics and what sets your product apart. 4. Real Impact 🌟: Deliver solutions that address real business challenges. 5. Rare Skill Set 💼: Combining technical skills with sales acumen makes this a highly sought-after role. Solution Engineering is the perfect fit if you’re passionate about technology and enjoy driving value! #SolutionEngineering #GTM #SalesEngineering #PreSales #CustomerEngineering #TechCareers #Sales

[From Coding to Closing Deals: My Journey from Software Engineer to Sales Professional] After seven years as a software engineer, I made a decision to step into the world of sales. Why? I wanted to understand not just how we build software products, but how they are sold and what makes customers tick. 🔍 Understanding the 'Why' Behind the 'What' As an engineer, I was deeply involved in the 'what' and 'how' of product development—coding, testing, and deploying. However, I often found myself curious about the end result of all our hard work: How do our products create value in the real world? Who uses them and why? 🚀 Bridging Two Worlds Transitioning into sales opened up a new perspective. I quickly realized that my technical background was an invaluable asset. Being able to explain complex technical details in simpler terms helped bridge the gap between our products and our clients' needs. This not only enhanced customer engagement but also allowed me to tailor solutions more effectively. 📈 Lessons Learned This journey has taught me more than I could have imagined: The importance of clear communication and understanding customer pain points. The art of negotiation and the strategy behind crafting compelling product pitches. That selling isn't just about transactions; it's about building relationships and trust. I’d love to hear from others who have shifted careers. What lessons have you learned? #CareerChange #Sales #TechSales #ProfessionalGrowth

🚀 Elevating Sales Beyond Engineering: 𝐓𝐡𝐞 𝐏𝐨𝐰𝐞𝐫 𝐨𝐟 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐜 𝐒𝐚𝐥𝐞𝐬 𝐓𝐫𝐚𝐢𝐧𝐢𝐧𝐠 🚀 Hello LinkedIn community! 👋 I'm Mahesh Athreya, Lead Trainer, and Founder of Evolve Swift, and I recently had a fascinating conversation with a prospect who shared, "𝐖𝐞 𝐡𝐢𝐫𝐞 𝐞𝐧𝐠𝐢𝐧𝐞𝐞𝐫𝐬 𝐟𝐨𝐫 𝐬𝐚𝐥𝐞𝐬; 𝐰𝐞 𝐝𝐨𝐧'𝐭 𝐧𝐞𝐞𝐝 𝐬𝐚𝐥𝐞𝐬 𝐭𝐫𝐚𝐢𝐧𝐢𝐧𝐠 𝐟𝐨𝐫 𝐨𝐮𝐫 𝐭𝐞𝐚𝐦." This sparked a crucial discussion about the synergy between technical expertise and the unparalleled value of strategic sales training. 🛠️ 𝐓𝐞𝐜𝐡𝐧𝐢𝐜𝐚𝐥 𝐁𝐫𝐢𝐥𝐥𝐢𝐚𝐧𝐜𝐞: 𝐀 𝐒𝐨𝐥𝐢𝐝 𝐅𝐨𝐮𝐧𝐝𝐚𝐭𝐢𝐨𝐧 Hiring engineers for sales positions undoubtedly brings technical prowess to the forefront. However, let's explore the distinct domain of sales training and why it's indispensable, even for teams armed with engineering brilliance. 💡 𝐁𝐞𝐲𝐨𝐧𝐝 𝐏𝐫𝐨𝐝𝐮𝐜𝐭 𝐊𝐧𝐨𝐰𝐥𝐞𝐝𝐠𝐞: 𝐓𝐡𝐞 𝐀𝐫𝐭 𝐨𝐟 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧 While technical know-how lays the foundation, sales training enhances the art of effective communication. It's about translating intricate technicalities into compelling narratives that resonate with diverse audiences, from decision-makers to end-users. 🌐 𝐔𝐧𝐝𝐞𝐫𝐬𝐭𝐚𝐧𝐝𝐢𝐧𝐠 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐃𝐲𝐧𝐚𝐦𝐢𝐜𝐬: 𝐓𝐚𝐢𝐥𝐨𝐫𝐢𝐧𝐠 𝐒𝐨𝐥𝐮𝐭𝐢𝐨𝐧𝐬 Sales training isn't a deviation from technical excellence; it's a strategic complement. It equips your team to navigate the complex landscape of customer needs, tailoring solutions beyond specifications and aligning with the broader goals and challenges of your clients. 🚀 𝐂𝐥𝐨𝐬𝐢𝐧𝐠 𝐃𝐞𝐚𝐥𝐬 𝐰𝐢𝐭𝐡 𝐅𝐢𝐧𝐞𝐬𝐬𝐞: 𝐓𝐡𝐞 𝐒𝐚𝐥𝐞𝐬 𝐌𝐢𝐧𝐝𝐬𝐞𝐭 Engineering brilliance is the spark; sales training ignites the fire. It cultivates a mindset focused on deal closure, negotiation finesse, and the art of building lasting client relationships – vital components that go beyond technical proficiency. 🔍 𝐄𝐯𝐨𝐥𝐯𝐞 𝐒𝐰𝐢𝐟𝐭's Unique Approach: Melding Tech and Sales Mastery At Evolve Swift, we specialize in bridging the gap between technical brilliance and sales success. Our training isn't about changing your team's expertise; it's about enhancing their ability to convey the value proposition persuasively. So, here's to recognizing that hiring engineers is just the beginning. To truly unlock the potential of your team, invest in the strategic mastery of sales training. 𝐋𝐞𝐭'𝐬 𝐞𝐥𝐞𝐯𝐚𝐭𝐞 𝐲𝐨𝐮𝐫 𝐬𝐚𝐥𝐞𝐬 𝐠𝐚𝐦𝐞 𝐛𝐞𝐲𝐨𝐧𝐝 𝐭𝐞𝐜𝐡𝐧𝐢𝐜𝐚𝐥 𝐛𝐫𝐢𝐥𝐥𝐢𝐚𝐧𝐜𝐞!🌟💼 #SalesTraining #TechAndSalesSynergy #EvolveSwift #SalesExcellence#salescoach #salessuccess #sellingskills #freelancetrainer

🚀 Exciting times ahead! As I look toward the next chapter in my career, I'm considering a transition from my current role as a Senior Technical Engineer to a Technical Sales Engineer. This move aligns with my passion for leveraging technical expertise to solve complex challenges while also embracing the dynamic world of customer engagement and solution-based selling. I've always believed in the power of community and collective wisdom. So, I'm reaching out to my network for advice: - What key skills should I focus on developing for a seamless transition? - Are there any certifications or courses you'd recommend to bridge the gap? - If you've made a similar shift, what was your biggest learning or piece of advice you'd share? I'm eager to hear your thoughts and experiences. Your insights will be highly valuable as I begin this journey toward blending my technical acumen with sales expertise. #CareerTransition #TechnicalSalesEngineer #Networking #CareerAdvice #ProfessionalGrowth