Sales-engineering

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.

Discovery calls aren’t just a step in the sales process — they’re your opportunity to uncover real customer pain, build trust, and lay the groundwork for a technical win. Here’s how to do it right.