Technical Sales Engineer - Top 3 Prospect Categories and How To Manage Them
Technical Sales Engineer - Top 3 Prospect Categories and How To Manage Them
In the 100's of sales meetings I've been in with my Technical Sales Engineer clients, I've often heard people only going after a single "type" of prospect. This strategy will not work for you in the long run and will result in a dry pipeline and frustrated bosses.
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As a Technical Sales Engineer, you need to have a balance with the 3 main categories of "Whales, Sharks, and Fish". This is the only way to have a healthy pipeline with prospects that have different sales cycles, revenue opportunities, and complexity.
The "whale hunting only" method is typically used by Technical Sales Engineers that don't want to hustle as hard to fill up their entire pipeline and hang their hats on a few big deals that help them make their quota.
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