In this episode of Value Coffee Talk, host Thomas Pisello and Jack Cochran, GM of the PreSales Collective, discuss the evolving landscape of sales engineering, particularly in the context of AI and value consulting. 

The pair explore the shifting responsibilities of sales engineers, the importance of training and enablement, and the critical role of storytelling in sales conversations. 

The conversation also highlights the transition from traditional proof of concept to proof of value, emphasizing the need for sales engineers to embrace change and focus on delivering business value outcomes to customers.

Takeaways

• AI is driving significant changes in sales engineering.
• Sales engineers are evolving into value consultants.
• Training should focus on why solutions matter to customers.
• Soft skills are essential for effective sales conversations.
• The transition to proof of value is crucial for success.
• Sales engineers need to ask the right questions to uncover customer needs.
• Leadership alignment is necessary for implementing changes.
• Storytelling is a powerful tool in sales.
• Different types of business value require different approaches.
• Embracing change can lead to more fulfilling roles for sales engineers.

Chapters

00:00   Introduction to Value Coffee Talk

02:47    The Evolution of Sales Engineering

05:47    The Role of Value Consultants

08:36    Training and Enablement for Sales Engineers

11:15    The Importance of Storytelling in Sales

14:08    Transitioning to Proof of Value

17:16    Embracing Change in Sales Engineering