Typical Sales Roles and Sales Processes

Regardless of what company you work for and how big or small, you WILL be working as a team. That is the nature of professional high-technology sales. The size of your team will differ based on your company, but your ability to lock arms with your teammates in order to accomplish your joint objectives is part of what will make you (and your team!) successful.

So, what does this look like from a sales engineer (SE) perspective, and how can you most effectively interact with the different operational groups in the organization? In this chapter, we will go through each group (and their role) you will work with. We will provide examples to help better illuminate real-world situations and help you align yourself properly to both your business and your customers.

We will cover the following key topics in the chapter:

• The core team
• The extended team
• Basic sales process
• Sales team events
• Breaking into the industry

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