Sandler Sales Training for Sales Engineers

Sandler Sales Training for Sales Engineers

When you’re starting out as a Sales Engineer — or trying to make the leap from “tech sidekick” to strategic co-seller — there’s this moment where you realize: knowing the product isn’t enough. What you say in a discovery call matters just as much as what you know. This audio came out of a study session I prepped for a talk with a group of young professionals stepping into the SE world. I wanted to give them more than war stories — I wanted to hand them a framework. That’s where Sandler comes in. This isn’t sales fluff — it’s a tactical playbook for SEs who want to stop reacting and start leading. Whether you're in SaaS, AI, or still finding your footing, Sandler gives you the tools to run the room, ask better questions, and avoid falling into the unpaid consulting trap. Let’s break down how it works — and why it works especially well when you speak fluent “technical.”

NOTE: I'm still working on better ways to share my NotebookLM content. 

Why SEs Need Sandler

In this episode, I’m sharing some thoughts I pulled together for a group of young professionals exploring the Sales Engineering path. If you’re an early SE — or a seller thinking about crossing over — this one’s for you. We’re diving into why the Sandler Selling System isn’t just for quota-carrying reps. It’s a mindset shift that helps technical folks stop giving away free consulting and start showing up like the trusted advisors they actually are. Let’s break it down..

Why Sales Engineers Need Sandler

Thinking about stepping into Sales Engineering? Or maybe you’re already there and wondering how to lead more effective discovery calls without sounding like a robot or doing all the work for free? In this video, I break down why the Sandler Selling System is a game-changer for technical professionals who want to sell smarter — not harder.

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