One tactic I use a lot when I hear this goes something like this:
"You know I hear that a lot, and often times, something as simple as Windows Patching can be WAY behind/putting you at risk, and you don't even know about it. Tell you what; let's take 3 minutes, and validate your msp is doing exactly what you're paying them to do. Would you mind to run a patch check on the server? I don't need to touch the keyboard, and can tell you exactly what to do." More often than not, there's patches missing and that opens you up.
The best way to handle this stuff though is The Wedge. I probably use the techniques in this book on nearly every single prospect meeting: http://www.amazon.com/The-Wedge-Selling-Start-Winning/dp/0872183718
I recommend Jill Konrath's Selling to Big Companies. Great advice on how to focus exactly on the value you have to offer and not the product itself.
I can't speak to personal experience because I am an inside sales rep, but I believe the general consensus here is that a call and email together are highly recommended.
Also, I just bought this Book. I haven't read it yet, but I have seen many recommend it here. It may provide some good ideas on finding a solution that works for you.
Best of luck in the new role.
My experience is much shorter than yours, but I was a software engineer for about 2 years before making the switch over to sales engineering.
I loved the switch, and I have many friends that did the same switch over the last few years. I loved working on fast-paced projects when I was in college, so being a sales engineering is a great fit for me since I'm constantly working with fact-paced projects with different groups.
Sales engineers are skilled at being technical and selling. My software background made it really easy for me to hone in on technical skills, so I mostly had to work on selling/presentation skills. The hardest skill for me to learn was how to demonstrate value; rather than explaining how a feature works, you want to explain why a feature matters.
I've met a lot of people in the role with SWE backgrounds; it's a very diverse role. I suggest checking out Mastering Technical Sales to get a better idea of what skills are required on top of your technical background.
Mastering Technical Sales is a GREAT book to check out; it'll map out the entire role and how you should think as a sales engineer.
Great Demo! is also a great book to learn how to create meaningful demos.
>!library genesis is your friend ;)!<
There are companies that also have programs that train you to be a sales engineer. Check out Salesforce's success graduate program for solution engineering
Robert Cialdini wrote about what i think you are describing as "authority" in relation to the term he coined called "compliance techniques." Counselors and other psychotherapists also have authority and a way to positively influence people. I included a link of where one can buy the book.
https://www.amazon.com/Influence-Practice-Robert-B-Cialdini/dp/0205609996
It really depends on your industry and what skills you already have. For me, it worked to be an expert in my field. Now, you need a loooot of soft skills here, you have to be an excellent listener, you need to know how to ask questions, how to develop relationships with others, etc. Check out "We the SEs" Podcasts and if you like to read, you have to read a loot if you want to be a really good SE, get and read this book, which is basically the bible for SEs. Hope that helps!
But there's a big difference between calling yourself a "Platform" in the sense of being a "Place for users to host content" (broader, univerally recognized) versus a "Platform" in the legal sense of the word (utility-like). In the business world, a "Platform" can be considered a strategy, without the connotation of limiting yourself to hosting content you believe is harmful or that you disapprove of.
What I'm not seeing is social media companies coming out and saying "We are legally designating ourselves as a platform content hosting service as opposed to a publisher"
I think thats the toughest challange you will face. I am doing something similiar with a mobile app and had the same concern. But as you say it is an early alpha and I think you should be more focused on how you plan to get your first users. Look out for user testing platforma and directories on google and similiar subreddits. Twitter mighth help. I also really recommend buying this book, it cleared a lot up for me. Platform Book - Amazon
Copywriting is all based on psychology. You are gently, pushing all the trigger points that makes humans act in the manner which you want them to act. You are using words that brings out their inner desires and then you channel that desire into the products that you are trying to sell.
This book is a great book to read: https://www.amazon.com/Influence-Practice-Robert-B-Cialdini/dp/0205609996/ref=sr_1_1?crid=1O0SWRP4XCVJ7&keywords=influence+robert+cialdini&qid=1570820644&sprefix=influence%2Caps%2C169&sr=8-1
Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
https://www.amazon.com/dp/1119144752/ref=cm_sw_r_cp_tai_PcpsDb5WAXQ6X
Ouch, those are tough sales with tough cycles. Lot's of stakeholders that can influence a deal, and procurement officers that can just mess shit up. On the flip side, profitable once you are in, and the referrals could be strong.
What region are you in? Do you understand these institution buying cycles? There is a book by Jill Konrath called Selling to Big Companies. It has a lot of strong fundamentals and I believe covers your sector pretty well. It identifies the characteristics and attributes of these decision makers. It's from 2005, but still relevant. (https://www.amazon.com/Selling-Big-Companies-Jill-Konrath/dp/1419515624/ref=pd_sim_14_2?ie=UTF8&dpID=41zBa9h3XML&dpSrc=sims&preST=_AC_UL480_SR321%2C480_&refRID=139H0N9WDHZXMP23R7BD) It's like $8.
If you want a good read "UP AGAINST THE WALL MARTS" https://www.amazon.com/Up-Against-Wal-Marts-Business-Prosper/dp/0814479162 Just be the buyer....I ALWAYS add a gift & message when, where, how, why...Make it personal & sales will sky rocket
Friend, I don't normally recommend books to posters, but I'll make an exception here.
I read this book a few years ago and found it useful throughout my career. It's called "Influence" and it focuses on how to be persuasive. It may save you a lot of headaches in the future if you can learn today how to be influential tomorrow. Telling people to do something and using "because the CEO said to do it" is rarely going to make a positive impact.
https://www.amazon.com/gp/product/0205609996/ref=oh_aui_search_detailpage?ie=UTF8&psc=1
Cheers!
So lead generation and client care isn't the hard part, it's going to be the cold calling.
Knowing what to say, how to sound confident, how NOT to sound like a sleezy salesman, etc.
Once you understand the product, the industry, and your competitors, technically its easy. You are a professional problem solver there to help them. They want your help, they NEED your help. If you believe that and you truly stand behind your product /service, then cold calling is easy. It's something you will want to do in order to improve the lives of others.
One thing that is big for me is standing while cold calling. Get up, hangs big in the air, smile on your face... It comes through in your voice and you feel more confident and calm. Amy Cuddy did some research on this. Check out her Ted Talks about it. Pretty famous work and it's so true.
https://www.ted.com/talks/amy_cuddy_your_body_language_shapes_who_you_are
I recommend reading Fanatical Prospecting by Jeb Blount. This particular book will be right up your alley. I got it on audible. It's a short 8 hours and listening to it a bit faster, you can easily knock it out in 6 hours while driving, cooking, working out, shopping, etc. It will service as a good starting point.
https://www.amazon.com/Fanatical-Prospecting-Conversations-Leveraging-Telephone/dp/1119144752
A good classic is The Wedge. Instead of refining your "sales technique" it focuses on proving your value while exposing the incumbent advisor, assuming they have one.
Ok, thanks. I appreciate your reply but I'm 100% sure there'll be effective books on the matter, for example this or even [this subreddit](/r/socialskills).
it came to my attention for a while (went through this, which contains much less "science" than what the cover might lead you to believe), but found that there was nothing that I really needed that other people could provide, so I moved on to other things.