You're navigating sales engineering interactions. How do you choose between in-person and virtual approaches?

It’s definitely client preference first. However, if I had to speak of my personal experience about what is often most effective- I would say those fully-focused, no interruptions, real-time, truly-collaborative sessions are from where the most significant outcomes emerge.

Of course choosing between an onsite or a remote presentation is a choice you make with the consent of the customer. What is more important is to ensure that you have the full attention of the customer while you are presenting your story. My best experience was a meeting with my customer in Taiwan (a CIO of a large company) who switched off her mobile and said 'Now you have my attention for the next 1 hour'. What an amazing experience

Well I’ve always believed in doing live presentations at 50,000 foot level first showing the client the overall benefits and features. The sales engineers role is in doing a deeper dive into client requirements. The SE is invaluable in the role up your shirt sleeve presentations with the client to review the proposed solution and benefits.

Bajo mi experiencia, lo habitual es realizar las primeras tomas de contacto por videoconferencia para agilizar los primeros contactos con el cliente y, si bien es cierto que en numerosas ocasiones se pueden llegar a cerrar ventas importantes por este medio, personalmente me gusta hacer varias reuniones presenciales para afianzar la confianza entre ambas partes. También es cierto que en el mercado de exportación es más complicado llevar a cabo estas reuniones presenciales y se está más “obligado” a desarrollar todas las reuniones de forma telemática.

Understanding and respecting your client's preferred communication mode—virtual for convenience or in-person for personal connection—can lead to more productive meetings. Determine their preference by asking directly or inferring from past interactions.

A pandemia alterou no modo como interagimos e nos apresentou possibilidades que encurtam distâncias e que aumentam a velocidade na resposta à distância ao cliente. Entretanto, priorizo a reunião presencial. Já é comprovado e é costume desde os tempos antigos que realizar refeições (tratado de vassalagem) antes de reuniões de negócios, aumentando as chances de acordo. Contudo, quando as distâncias geográficas, custos elevados para visita ou falta de contingente (pessoas) que dificultam ou impossibilitam a visita, pode-se optar em reuniões a distância.

The complexity of the product influences whether an in-person or virtual meeting is best. For intricate or high-tech products, in-person meetings offer hands-on demonstrations and immediate Q&A. For simpler products or software that’s easy to share online, virtual meetings can be effective.

In-person meetings are crucial when building or rebuilding trust and rapport with clients. They provide a more personal touch that can be hard to replicate virtually. For products that require hands-on demonstrations or physical inspection, in-person meetings are often necessary to provide a comprehensive experience.

Relationship building aids in long-term Company evolution. It's very important to establish genuine relationships with business associates. Building personable relationships, getting to know each other, and allowing authenticity to flow throughout collaborations will add value, support and trust while Building team success. Brainstorming ideas and icebreaker questions are ways to breakdown tension, stress and fear when it's pertaining to relationship Building. Being your genuine self goes a long way, in establishing real, long-lasting relationships, friendships and team long-term success.

The stage of your relationship with a client can influence the best approach. Early on, in-person meetings help build rapport and trust through non-verbal cues. Once the relationship is established, virtual meetings can efficiently handle check-ins and follow-ups.

Las herramientas tecnológicas pueden ser nuestro gran aliado en la ingeniería de ventas, ya que en muchas ocasiones una videoconferencia nos permite ilustrar al detalle alguna idea o solución a nuestro cliente, mediante la gran cantidad de apps o herramientas que tenemos a nuestro alcance. Y en ocasiones esta presentación detallada supera el alcance que se hubiera logrado en una reunión presencial. Sin embargo, no se puede dejar a un lado el enfoque presencial, ya que este fortalece la confianza y credibilidad de los procesos de venta con los clientes.

The truth is that customers prefer to not meet in person with vendors and sales ppl. Whether it’s the post Covid remote first environment or just plain efficiency meeting remotely is almost a default these days. Ask yourself, how can I separate myself from the competition and how can I build a trusted advisor relationship with the customer. On the other hand, I would not jump on push for an onsite meeting unless the opportunity is pre qualified. My time and my company’s time is the most expensive resource that cannot be replaced. There are few tactics I’ve used to ease into an on-site meeting when the customer was a bit reluctant. Whether it’s a working lunch, beers with engineers less formal meetings or by offering an executive briefing.