20Sales: What is Sales Engineering? When and How to Hire Them? How They Should Work With AE's? How to Measure Their Success? How They Change Close Rates and Sales Comp Plans with Zach Lawryk, Head of Solutions Consulting @ Rippling
This podcast episode delves into the current state of the sales industry and the need for buyer enablement, exploring the role of sales professionals in helping buyers navigate a complex world and make sense of the available information. It highlights the evolving relationship between sales and marketing, emphasizing the importance of creating content that educates customers early in the process. Additionally, it discusses the incorporation of solutions engineers (SEs) into the sales process and their impact on customer success and compensation for sales representatives, as well as the hiring process and evaluation of SEs. The episode concludes with a Q&A session where the speakers share insights on sales-related topics and emphasize the crucial role of SEs in modern sales teams.
