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Is your POC process helping you win deals or slowing them down? Use this self-assessment to find out where your technical evaluations stand and what to do next to level them up.

Checklists help sales engineers turn complexity into consistency. Just like pilots rely on them before takeoff, sales engineers can use checklists to avoid critical errors and deliver flawless demos.

By making the question “What is a challenge you are facing?” a central part of your sales engineering playbook, you’ll find that your conversations become richer and more fruitful. Prospects will reveal the roadmap to winning their business – all you have to do is ask and listen.

The Eisenhower Matrix can help sales engineers prioritize smarter, reduce firefighting, and invest time in high-impact work.

Being a seasoned leader in sales engineering isn’t about knowing all the answers. It’s about knowing your people. And being willing to change your approach - not your expectations - so that they can do their best work.