The Critical Impact of Sales Engineers in B2B Sales with Ramzi Marjaba

Higgle: The B2B Sales Club

Ramzi Marjaba is a solution specialist who transitioned from engineering to sales. With a background in communications engineering and over a decade of sales experience, he now coaches sales engineers on improving their soft skills and becoming invaluable assets in the sales process. He founded his business, We the Sales Engineers, in 2018.

In this episode, we get into the role of Sales Engineers (SEs) in bridging the gap between complex business problems and advanced technical solutions. We explore how SEs, equipped with both technical skills and business savvy, build trust with clients, diagnose issues, and drive successful client engagements.

Topics covered during this episode include:

• How SEs solve intricate issues that traditional salespeople often cannot address.
• The importance of combining technical acumen with strong communication skills for SEs.
• Why SEs should not be seen as mere technical support, but as integral sales contributors.
• How SEs demonstrate cost-saving and risk-reducing benefits to clients.
• How customer confidence is built by SEs, guiding clients towards superior solutions.
• The role of SEs in the discovery and qualification phases of the sales cycle.
• How SEs diagnose problems before prescribing solutions, acting as trusted advisors.
• Why SEs must possess thick skin, autonomy, and excellent problem-solving skills.
• How effective SEs excel in time management and communication between technology and humans.
• The process of sales engineering in solving business problems with technology.
• The impact of effective demos and proof of concepts in the sales cycle.
• How SEs adapt their messaging to different stakeholders within a client's organization.
• The application of SE traits in other sectors like marketing agencies and professional services.
• How SEs use diagnostic frameworks to uncover and address client problems.

Ramzi Marjaba on LinkedIn: https://www.linkedin.com/in/ramzimarjaba/