Engineering sales: Are you are selling to the right people?

How do you thrive in a world where buyers are more informed than ever?

In this weeks episode we delve into the transformative power of engaging early in the engineering sales process. Daniel Wendon, Sales Manager at Sulzer, shares his expert insights on how the digital age is reshaping the landscape of engineering sales.

Discover why engaging in the early stages of tender preparation could be the key to increasing your success rate in competitive environments and how failing to do so might leave you sidelined.

The evolution of sales engineers into trusted advisors is a game-changer in the industry. We' discuss how the internet has transformed buyers into self-informed decision-makers, reducing the need for direct interactions for basic purchases. Yet, for complex challenges, these same buyers crave strategic guidance.

This episode uncovers the need for sales engineers to merge technical prowess with strategic business consulting, enabling them to address broader business objectives like carbon reduction commitments.

The insights shared could be pivotal in helping you build meaningful, long-term relationships with clients.

We also confront the hurdles faced by technical sales engineers as they balance technical knowledge with business acumen.

By focusing on external drivers like energy costs and government policies, you'll learn how to craft value propositions that truly resonate with decision-makers.

We talk about the necessity of embracing change, even overcoming the "engineering super ego" that might resist it.

This conversation is all about equipping you with modern tools and techniques necessary to stand out in an ever-evolving market.

--------- EPISODE CHAPTERS ---------

(0:00:00) - The Future of Engineering Sales

The digital age has transformed engineering sales, highlighting the need for early engagement and understanding of project intricacies.

(0:09:30) - Sales Engineer Transition to Advisory Role

Sales in engineering are shifting towards self-informed buyers, requiring sales teams to have both technical and strategic consulting capabilities.

(0:19:21) - Navigating Technical Sales Challenges for Engineers

Technical sales engineering requires balancing technical expertise with business insights to build trust and align solutions with client needs.

(0:29:36) - Embracing Change in Engineering Sales

Engineering super ego, marginal gains, continuous learning, evolving sales, managing change, proven methods in sales training.

Connect with Daniel: https://www.linkedin.com/in/daniel-wendon-31b85569/

Follow me: https://linktr.ee/fredcopestake

Take the  Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/pe1C-qUWdEo