Sales Strategy Shouldn't Come from Engineering

Engineers are AWESOME at developing new products and services.

They AREN'T as awesome at sales strategy. I've been involved in many strategy sessions where the engineers are telling the sales team:

👉 What questions to ask
👉 What features to highlight
👉 How to overcome objections

I've even been asked to revise call scripts that were ALL wrong and when I ask who wrote them, it turns out it was the engineering team.

Sales reps and sales management (assuming they used to be sales reps) should be the ones to create sales strategy and call scripts. They're the ones who are out talking to customers day in and day out and they know what customers really care about AND they’ve probably been through sales training. That really does matter.

What has your experience been like? Let me know in the LinkedIn comments!

What’s New Lately?

I talk a lot about long sales cycles, and how important it is to stay in front of your customers, even when they're not buying at that particular moment, and I am no exception to this rule.

I did my first training last week for an awesome company called KUBTEC Medical. I went back and looked and we started emailing each other back in 2022.

We tried to make it work over the years, but with schedules, varying needs, timing, etc, here we are in 2025, and I finally had the honor of working with the team. They were enthusiastic, engaged, and eager to learn. Most of all, their knowledge of their industry and dedication to customers was so fun to watch and it was TOTALLY worth the wait!

Thanks Tom Siffringer for inviting me to work with your team. I'm super excited to see where the year takes you, and I also enjoyed being in NYC again!

Would you like for me to come speak to your sales team or conference?  Click here for videos of me speaking and book a meeting with me to get pricing info!