Coffee with Sales Engineers The importance of Curiosity & Engagement in Sales Engineering - Tim Chinchen
Apr 29, 2025
Tim Chinchen, an experienced solutions consulting leader at PagerDuty, dives into the vital role of curiosity and storytelling in sales engineering. He shares his transition from post-sales to pre-sales, emphasizing the impact of networking on career growth. Tim highlights the characteristics of top performers, focusing on curiosity and coachability. He also discusses how AI is transforming the industry by enhancing efficiency and enabling deeper sales engagements. Finally, he elaborates on embedding storytelling into team practices for better outcomes.
AI Snips
Chapters
Books
Transcript
Episode notes
From Mapping To Solutions Consulting
- Tim Chinchen described moving from post-sales mapping systems into pre-sales because he loved the early wins and meeting customers.
- He pivoted into operational software and demos where his coding background and storytelling shone early in his career.
A Networked Nudge Into Pre-Sales
- Tim explained his transition triggered by a relocation risk and a networked contact who recruited him into a new pre-sales role.
- Building relationships and being active on social media led to a direct referral rather than a cold interview.
Hire For Curiosity With Real Conversations
- When hiring, test for genuine curiosity by asking candidates what questions they have and listening for follow-ups.
- Prefer conversational, unscripted answers that show listening, qualification, and eagerness to dig deeper.
