Technical Sales Engineer - Building Your Pipeline in 2022
If you're a technical sales engineer and looking for new ways to build out your pipeline, in this episode I cover the core areas to provide massive growth.
Intent / Stages
The stages of a technical sales engineer's pipeline should be simple, but often people complicate it too much.
Lead (a person at a company, not qualified yet)
Prospect (this lead has been qualified by a salesperson)
Quote Sent (pricing has been sent to the prospect)
Closing (this is where you follow up to close)
Existing Contacts
Technical sales engineers should go after everyone you know and everyone that knows your company.
Current customers (the fastest way to quickly grow an account)
The Unsold (these are people that you've quoted over the past 3 years but never closed)
All other contacts (people you know, tradeshow contacts, email lists previously used, literally EVERYTHING your company has)
Hunting for New Contacts
This is where a technical sales engineer goes out to hunt for new people at the top of your funnel.
LinkedIn (Sales Navigator)
ZoomInfo for data sourcing
Follow Up
This is what separates the great sales engineers from the good ones:
Try different methods of contacting them (LinkedIn, email, phone, personal visit, cold visit, snail mail)
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