Presenter: Erick Simpson, Vice President & CIO, MSP University
This session focuses on understanding an IT Solution or Managed Services Provider's sales engineering role during the sales process. Too often Sales Professionals and Sales Engineers actually impede the sales process and slow sales velocity due to a lack of understanding of the role each must play properly during the sales process. Topics include ownership of the sales process and sales meetings, preparation, who should say what when, what to say, what not to say and how not to say it, when to take a sales engineer to a sales meeting and when to leave them behind, and more.
