It’s Monday - you have questions, and Kyle has your answers for industrial sales and marketing!

Question 1: What advice do you have on being the most efficient as a sales engineer without having too much experience on product knowledge?

In the sales realm, you don’t need to be a walking encyclopedia on all the knowledge of a product right off the bat. Instead you need to take the sales process from the perspective of having a conversation between you and the customer to find out what their needs and goals are. That being said, you still need to be aware of the important and critical parts of a product or service, on top of the value proposition. As the conversation flows between you and the prospect, probe deeper into what the issues they are facing as a company, what sort of solutions they have tried before, and what solutions you can offer to bring them sufficient value. Think about what the most common questions and objections your prospects and customers ask and know about the answers to those in an FAQ type format you can access. Make sure you practice and call as much as possible, even if you don’t manage to get a sale, it is still experience earned that will later save you time so later conversations can be as efficient as possible.

Question 2: My company and I have a trade show coming up. What's the best way to generate leads while we’re there?

Lead generation from trade shows actually begins a good way before the show even starts. Make sure you are generating daily content 8-12 weeks before the trade show even happens, and use that to drum up excitement and awareness to your brand as much as possible in a pre-market campaign. Connect and expand your network while mentioning the trade show through email, social media, LinkedIn, even cold calls - if you know someone from XYZ company is attending your trade show, invite them to visit your booth. The bigger the crowd you have at your booth, the more you will attract others to it. Once it’s show time, do not just sit at the booth throughout the event waiting for attendees to drop in. Stay. Off. Your. Phone. Definitely have some sort of goodies to give out, get into the aisle and actually interact and have conversations with people; even if they are not potential customers now, they may very well know someone who could be or be one themselves later down the line. Trade shows are valuable to be able to get offline and actually network in the least awkward way possible - everyone paid to be there, use your time to its fullest!

#salesengineer #tradeshowmarketing  #industrialmarketing  

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