Coffee with Sales Engineers Coffee with Sales Engineers - Max Elster (Minoa)
In this episode of Coffee with Sales Engineers, Sachin Wadhawan interviews Max Elster from Minoa, discussing the critical role of sales engineers in driving value within organizations. They explore the journey of Minoa, the importance of value intelligence, and the challenges sales engineering teams face in incorporating value into their processes. The conversation highlights the need for a seamless connection between pre-sales and post-sales activities to ensure that customers realize the value promised during the sales process. Max shares insights on emerging trends and priorities for sales engineering teams, emphasizing the importance of adapting to the evolving landscape of sales and customer success.
Chapters
00:00
Introduction to Value Intelligence in Sales Engineering
02:05
The Role of Sales Engineers in Value Conversations
05:27
Challenges in Implementing Value in Sales Engineering
08:59
Value Maturity and Its Importance
13:45
Connecting Pre-Sales and Post-Sales Value
18:29
Future Priorities for Sales Engineering Teams