Technical Sales Engineer - Is Technical Knowledge More Important?

As a technical sales engineer, you are typically selling complex solutions that require some background of technical knowledge or information. When you're preparing to talk with a potential client, should you focus on the technical information or the sales process?

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In this video, I walk through my 80/20 rule that all technical sales engineers should follow. Too often, technical sales engineers are only focusing on going over the technical data and how it can solve their problems while they should be focusing on finding an actual solution for the potential customer.

By transitioning the conversation around asking questions about the top problems someone is facing and then creating a solution that solves that specific problem, it's more of a "sales" conversation process. You don't need to dive deep into the technical data right away, but wait for the right moment and the right people to make them feel comfortable with the solution you're presenting.
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