Soundbites
1. “The SE really needs to be as much of an expert on the buyer, that individual buyer, as well as generically the industry and the role as they are on their product.”
2. “At the end of the day, what they’re doing is helping the buyer through the buyer’s buying process.”
3. “Not being perceived as a seller becomes a superpower in sales.”
4. “The customer tends to inherently trust the SE more than they trust the account executive.”
5. “Listening is key, right? You learn a lot more when you have your mouth closed and your ears open.”
6. “You’ve got to learn to ask good, engaging questions and sit and give the customer time to think rather than pushing them forward and suggesting an answer for them.”
7. “There’s a little bit of a desire to appear smart rather than to make the customer the star.”
8. “If the AE and the SE, if they’re not having a good conversation before every customer conversation where they’re anticipating what the customer wants to get out of it and what they want to get out of it, it very easily turns into, let’s talk about all of our favorite features.”
9. “Some of the value is the process of building that summary rather than having the summary.”
10. “The biggest misconception I’ve seen is that there’s a path to getting to the unknown unknowns.”