Sales enablement

The 2024 Sales Engineer Webinar: John Care on the Future of Technical Sales

Jeremy Hess

May 30, 2019 - 3 min read

On May 28th, we had the pleasure of hosting John Care. For those not yet familiar, John is managing director of Mastering Technical Sales, author of two books on the subject – with a third on the way – and has been on both sides of the management desk as a C-level exec and sales engineer. He has built the SE organizations of some of the biggest names, from Oracle to HP.

Empoweryour sales team with cloudshare sales enablement solutions

John presented a fascinating look at both the current and future states of sales engineering, and the ways you can ensure your job is not automated out of existence. And one of the first questions he answered was right to the point – will the role exist in five years?

Simply put, Care noted, it depends on how your customers think about you. As a follow up to this question, he discussed a survey done over a three year period asking customers and vendors who they valued the most throughout the technology purchasing process. Here is what he found:

So, based on this research, sales engineers are valued much higher than any other position in the organization.
Next came the small and big predictions that John shared with the audience.

There are quite a few of these, so I will just lay it out in our Twitter thread:

Of course, the full webinar has the details of each prediction, so you should definitely watch it.

Moving forward from there, John goes on to talk about what you, the solution architect, need to do in order to continue in an upward trajectory and climb the corporate ladder. He points to specific talents sales engineers must have such as being great at demos and POCs, helping others, and building relationships with senior management.

And, of course, as is true with just about anything in life, sales engineers must be able to adapt to new conditions, anticipate, and lead change in the organization. Put it all together and you have a recipe for ensuring you will continue to have a job and potentially make your way to senior management.

We ended the webinar with a great demo of CloudShare that dove into how sales engineers would create a demo or PoC environment to show off their product.

So, if you want to watch the complete webinar on-demand, just go ahead and click this link!

See you at our next webinar!

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