Gaining access to better insights is always possible by learning how to leverage your data. 

Insights can help give presales, sales engineers and leaders, solution architects, and technical sales leaders a competitive edge to win more business. Insights come from a number of sources in your business. First is your sphere of knowledge: what you know and what you don’t know. Capitalizing on both can drive growth. You can also rely on the collective power of your tribe, which includes your team, your partners, and even your customer. And don’t forget to reach out to your global community – thought leaders, industry peers, and the competition — to expand your insights and fully leverage their knowledge. With that in mind, here is a simple framework for sales engineers and other presales leaders to help you leverage powerful insights and drive growth. Enjoy.

Technical Sales Leadership: Insights of your Business Can Give you the Edge to Win

Three simple steps to drive insights into your business.

Step 1: Knowledge Pyramid

Knowing the ins and outs of your business will give you the capability to drive it towards excellence.

  • Be open to new learnings about your business by exposing yourself to new data sources.
  • Establish aggressive plans to learn about the things you don’t know about your business.
  • Build on what you know about your business to make informed decisions.

Step 2: Local Tribe

Your technical sales business is built by the collective power of your tribe.

  • Your Team: Rely on the collective wisdom of your individual contributors as well as your sales, product, engineering, customer success teams, and C-Suite.
  • Your Partners: Partners aligned towards mutual success can provide phenomenal insights on how and where to improve your business.
  • Your Customers: Actively listen to your customers’ negative, neutral, and positive reactions to your offering to determine better ways to improve.

Step 3: Global Community

Reaching out to the broader community can expand your insights.

  • Thought Leaders: Drawing from people who have been there, done that can help you establish your own insights.
  • Industry Peers: Comparing best practices and challenges faced by your peers can deliver powerful insights.
  • The Competiton: Learning from your competition’s mistakes and success enables you to draw actionable insights.

Sales engineers and leaders infographic

View PDF