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Erick Simpson’s August 2019 Newsletter

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Business Transformation Newsletter August 2019

Erick Simpson

The Sales Engineering Process

In this context, the Sales Engineer participates in the service provider’s sales, scoping and proposal creation processes, and works with the provider’s Account Managers, Sales Professionals, Engineers, Project Managers, Manufacturers, Vendors and Distributors to fulfill their role and responsibilities, in addition to interfacing with clients and their Vendors. The Sales Engineer is the buffer between Sales and Engineering, and is one of the keys to project profitability. A Sales Engineer not only helps educate and train the provider’s Sales staff in setting appropriate expectations regarding the benefits of technology solutions with their prospects and clients, but is also instrumental in working with vendors and partners in order to design appropriate solutions to meet client needs and putting together Scopes of Work and Proposals and assisting in the Project Plan creation process.

The Objective of Sales Engineering

The objective of Sales Engineering is to create effective proposals by understanding client needs, the environmental state of their infrastructure, their Account Manager’s or Sales Professional’s objectives and timelines for Proposal delivery. With the appropriate information, the Sales Engineer can accurately scope the best solution for the client. The Sales Engineer’s purpose is to accelerate sales velocity, and they should only be introduced into a client engagement when this opportunity exists, otherwise they may actually impede the sales process when utilized ineffectively, with the most common result in these instances being to add unnecessary cost to the sales engagement.

5 Phases of the Sales Engineering Process

 

The five phases of the Sales Engineering process include Discovery, Design, Proposal Creation, Review and Presentation.

Phase 1: Discovery
During the Discovery Phase, the Sales Engineer will collect all of the information required to design a Scope of Work to meet the client’s needs that takes into consideration factors such as the environment state of the existing infrastructure, the provider’s sales objectives and the client’s budget and timeline.

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Thursday, August 15th @ 11am PST / 11pm CST / 2pm EST

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This Month’s Poll:

Quick Question: How many years has your company been in business?

Please spare just a couple of minutes to tell us in this edition of the ChannelPro Reader Survey.

In appreciation of your time, you’ll qualify for entry in our drawing for a $100 Amazon Gift Card!

Thank you for your time and good luck!

Complete the Survey

Get My 3 Year Strategic Client Technology Roadmap Template Free!

Erick Simpson's MSP Sales Qualifying Questions Reference

3 Year Strategic Client Technology Plan helps you guide your clients’ technology investments, maximizes your strategic value and revenues.

Plan your clients’ technology investments over a 3 year period and maximize your strategic value and revenue forecasts! Erick Simpson’s 3 Year Strategic Client Technology Plan helps you document every technology improvement your clients will need over this time period and helps them budget for these projects. This tool covers in detail: Disaster Preparedness | Servers Desktops/Laptops/Smartphones | Printers | Operating Systems | Email | Business Software | Network Infrastructure | Connectivity | Storage/Backup | Power | VoIP | Technology Management | Security Compliance | Emerging Technologies | Training | Remote Access | Written Documentation | Service Management | Life Cycle Management

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Let’s Connect at an Upcoming Event!

Erick Simpson's Speaking Schedule

I’ve got quite a full event speaking schedule this year – nearly 30 events – so let me know if you’re going to any and let’s connect in person!

Sep: ChannelPro SMB Forum San Jose, CA
        (Use Code ESVIP to attend FREE)
Sep: Channel Partners Evolution Washington, DC
        (Register with this link and receive discounted registration)
Sep: Midsize Enterprise Summit  Phoenix Scottsdale, AZ
        (Register with this link and attend FREE if selected)
Sep: GlueEx, Phoenix, AZ 
        (Register with this link)

Click here for my event schedule!

My Strategic Coaching Calls Help Identify and
Eliminate Roadblocks to Your Business Growth

I’ll personally coach you to break past your business and sales growth, service efficiency and profitability bottlenecks. We’ll roll up our sleeves and work together in a candid, strategic manner where no stone of your business is left unturned as we uncover the keys to breaking past your historical business obstacles.
 
My clients tell me that they’ve never experienced such a positive, business changing engagement from any other resource EVER.

Don’t hesitate – schedule a call with me today to explore how I can deliver the positive business transformation for you that so many others have experienced.

Click the Player Button Below to Learn More and Watch My Testimonials!

Erick Simpson's Client Testimonials

Schedule a Quick Call to Explore How I Can Help!

 

Erick Simpson

Erick Simpson

Founder & Chief Strategist
ErickSimpson.com
[email protected]
2271 W. Malvern Ave., #169 Fullerton CA 92833

 

 

The post Erick Simpson’s August 2019 Newsletter appeared first on ErickSimpson.com.

About the Author

Erick Simpson's picture

A Technology Businesses and Channel Growth and Transformation Consultant | Business Process Improvement, M&A and Integration Expert

Co-Founder of one of the first "Pure Play" MSPs in the industry, and creator of the MSP Mastered™ Methodology for Managed Services business performance improvement and the Vendor Channel Maturity Level Index™ that identifies IT channel program maturation for strategic growth, Erick Simpson is a strategic technology business growth and transformation specialist. He is experienced in improving top and bottom-line business performance by increasing operational efficiencies, boosting marketing and lead generation outcomes, accelerating sales velocity, shortening sales cycles and maximizing service efficiencies.

With over 30 years of experience in the IT industry as an Enterprise CIO, MSP, Strategic Coach and Consultant, Erick is a Business Process Improvement Expert with hundreds of successful IT Solution Provider, MSP, Cloud and Security practice business improvement consulting engagement outcomes.

One of the most prolific, recognized and sought-after  business improvement and transformation experts, authors and speakers in the industry, Erick has contributed to numerous industry publications and spoken at hundreds of events.

His published works include "The Guide to a Successful Managed Services Practice"; the definitive book on Managed Services, “The Best I.T. Sales & Marketing BOOK EVER!”, “The Best I.T. Service Delivery BOOK EVER!” and “The Best NOC and Service Desk Operations BOOK EVER!”, along with 50 Best Practice Guides.

Consulting Services for MSPs and Channel Vendors: http://www.ericksimpson.com

LinkedIn: https://www.linkedin.com/in/ericksimpson
Facebook: https://www.facebook.com/erickdsimpson
Twitter: https://twitter.com/ericksimpson

 

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