Accelerate! With Andy Paul

Garin Hess is the Founder and CEO at Consensus and John Cook is the Director of Demand Gen also at Consensus. They discuss the recently published 3rd Annual Sales Engineering Compensation and Workload Report on where presales and sales engineering stand today. In particular, Garin and John highlight that buyers prefer interactions with sales engineers and that they spend less time engaging with vendors. They also go into detail on the role similarities and differences between SEs and sellers in buyer enablement, SE engagement with stakeholders, and SE compensation.   HIGHLIGHTS The 3rd Annual Sales Engineering Compensation and Workload Report Buyers prefer dealing with sales engineers vs their sales counterparts Profile differences between SEs and sellers The attributes of a top SE: Industry fluency, acumen, and selling skills Measure the probability of success based on the buyer’s journey QUOTES A greater focus on sellers becoming coaches to buyers- John: "It's not just the roles of the SE getting st