In this episode of Value Coffee Talk, host Thomas Pisello interviews Stephen Morse, a seasoned sales engineer and CEO of the SE Leadership Institute.

The pair discussed the evolving role of sales engineers, the importance of value in sales conversations, and the cultural differences in how value is perceived across different regions.

Stephen shares insights from his journey in sales engineering, the significance of building trust through value, and the need for sales engineers to adapt to a changing landscape where AI and value creation are paramount.

The conversation emphasizes the importance of understanding customer needs and the evolving skill set required for future sales engineers.

Takeaways

1. Value is increasingly becoming a differentiator in sales.
2. Sales engineers must elevate their role to include value conversations.
3. Cultural differences impact how value is perceived in sales.
4. Objections in sales are opportunities to build trust.
5. Sales engineers should co-create value with customers.
6. The convergence of roles in sales engineering is on the rise.
7. Hiring for sales engineers should focus on adaptability and curiosity.
8. Understanding customer outcomes is crucial for sales success.
9. Value consulting has shifted from a factory model to a more collaborative approach.
10. Building relationships based on value is essential for long-term success.

Sound bites

"Value is the language of trust."

"Objections are opportunities to build trust."