Where do most of your deeper insights and marketing knowledge reside? Between the ears of your sales engineers. Unfortunately, both VP’s of this division and the engineers themselves feel they’re above the laws of “selling” to customers.
Sales engineers see themselves akin to ninjas, drop into an account for a few hours, razzle and dazzle the customer, and jettison out in rapid fashion. “I don’t own a quota or a customer” is the often heard line.
However, having this mindset is a massive opportunity lost because your sales engineers are your company’s thought leaders!