In this episode, I share the top 5 places to find revenue opportunities for a technical sales engineer going into 2022. With covid affecting everyone in a technical sales engineer role, the old way of selling stopped working back in April of 2020 and companies have been scrambling to fill their pipelines back up after so much lack of activity for over 12 months.

The TOP 5 Areas:

CURRENT CUSTOMERS
Your current customers are the lowest hanging fruit for a new revenue opportunity as a technical sales engineering. While most people say "yeah I know that" they typically don't put much of an effort into actually trying to upsell or get new projects from their current customers.

THE UNSOLD
The unsold are people that you've quoted in the past but weren't able to close the deal for whatever reason. Most likely your employer has a database of multiple years worth of opportunities that weren't closed. 
- Reach back out to those people and see how things have been going
- The project you quoted is most likely not active anymore so see if they have the time for a quick 10-minute conversation so you can see what they've been up to
- Don't just take a co-worker's opinion if there's an opportunity or not, do your own research and make the call anyway.

CURRENT CUSTOMERS COMPETITORS
- If you've been doing good work within an industry, company size, or other demographic, reach out to all of your current customers' competitors. In a technical sales engineer role, you don't typically offer exclusivity so all of the competitors of your customers are fair game to prospect to.
- Oftentimes it's easier to get into a company by saying that you know their industry and have done great work for their competitors

LINKEDIN INDUSTRIES
- Do reach on what industries your current customers are classified as
- Search that industry and filter with geographic region, company size, etc
- Build out a list of potential new customers
- Expand into other industries and do the same as the above
- Focus on connecting with people from with the "job function" that would be considered a decision-maker AND influencer category.

COMPETITORS CUSTOMERS
- This is cheesy and some people frown upon it, but a quick way to build a prospect list could be by visiting your competitor's website and looking at their case studies and customer logos. Go into knowing that you most likely won't be able to convert that specific company but looking into those industries and companies like that can significantly help.

#industrialsales #technicalsales #salesengineer

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