You’re a Sales Engineering professional. What’s the best sales enablement software for you?

In my experience, branding and the brand identity of the brand you work on like admixture or building materials as examples is so important to reduce time and distances between you and your clients, to save time and chances to contact a lot of customers in the same time

This is the largest use-case for Sales Engineers in using an Enablement solution. Our solution maintains up-to-date product information so the SEs on the team are able to log in and view whenever they need to. Sales Engineers typically learn information in the moment. It's not useful to learn about a feature in the platform that you are going to be showing anytime soon. What happens more frequently is the SE will prepare for their demo a bit ahead of when they have to deliver it. It's important that they have access to accurate information so they are able to tell the best story.

"Demo Management" software can mean many things. If we are discussing the ability to have recorded or interactive demos for people to engage with at the beginning of their buyer's journey, that fits into the Enablement stack. The rest of tooling around demonstration environments belongs to the Sales Engineering team. Instead of the term Demo Management, this should be referred to as Demo Automation. There are additional distinctions within demo automation as you consider data augmentation, POCs, and standalone environments.

In my experience, branding and the brand identity of the brand you work on like admixture or building materials as examples is so important to reduce time and distances between you and your clients, to save time and chances to contact a lot of customers in the same time Dynamic visuals also one of the shortest roads to your clients, like videos about your service or products, thats makes you make a brand awareness for another circle parallel to your offline work

As a career presales professional, I've not personally used any "solution design" software as part of an enablement solution. The best tools that sales engineers have for this are 1) their brain and 2) the platform they are representing. Presales is not typically charged with creating or delivering quotes - that's the job of professional services. Solution design can be something that presales and the services team collaborate on, leveraging what's been learned through discovery to deliver the best option to the buyer for solving their business challenge.

I believe it's important for the Enablement team at a company to realize the distinct differences in the needs of the various groups they are working to enable. Most of the focus on enablement I've seen is targeted toward the Account Executives or sellers. While this is indeed an important group to enable, there are other teams and their needs are different. Sales Engineers, Account Managers, Support, and even the Product team all need different flavors of enablement. Enablement teams that deliver a one-size-fits-most solution are doing a disservice to a large portion of their audience.

You know yourself best, so chose based on your learning and working style. In an effort to stay balanced, I learn the main tool my org is focusing on so I can speak the same language as my cross functional team. As SEs we have a lot of autonomy on managing our business. If you are struggling here, chances are there is someone in your org who excels at that tool, so find those people and learn from their best practices. When it comes to collaboration, I love the flexibility of connecting with customers on different platforms and accommodating to their needs. Discord and LinkedIn are a few of my favorites.

In my experience, first impression one of the most important keys of sales engineer, and body language, specifically when meeting with quality control engineers or project managers

Sales engineers that excel at their job command authority from experience and a flawless assurance of a product's capabilities. Customers seeking demos and proofs of concept are usually looking to be educated on a product's scope of capabilities, with a special emphasis on observing the brand's culture towards challenges and objections.

Also consider solutions that provide Proof of Concept tracking, and feature-value estimation as they can help with both winning clients now and into the future.