Why Sales Engineers Shouldn't Be Pooled with Kyle Smith, The Bridge Group

The Unexpected Lever

Time is a critical factor in B2B sales success.

In this episode, Jarod Greene sits down with Kyle Smith, Managing Partner at The Bridge Group, to discuss the impact of direct alignment between sales engineers and account executives on customer experiences. Kyle shares his insights from the Sales perspective on how avoiding pooled resources can lead to smoother interactions and stronger client relationships.

In this episode, you’ll learn:

1. The Dangers of Resource Pooling: Kyle explains why pooling sales engineers can create a disconnect in the sales process and how it can lead to a less personalized customer experience.
2. Enhancing AE-SE Collaboration: Fostering effective partnerships between account executives and sales engineers ensures seamless communication and efficiency.
3. The Importance of Customized Demos: Learn how a well-prepared and targeted demo can address customer pain points, ultimately leading to higher conversion rates.

Things to listen for:

(00:00) The value of direct alignment in sales
(00:35) Why pooled resources can create unnecessary challenges
(01:50) Best practices for AE-SE collaboration
(02:45) The role of preparation in customer interactions
(03:30) How personalized demos enhance the buyer's journey
(04:15) Navigating organizational complexities in sales