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Video Transcript
Sales engineers in companies perform several key roles. They excel at asking deep discovery questions and creating detailed documents. However, what they truly want to focus on are more complex and strategic tasks, such as working on top enterprise deals and building customized demos for customers.
Instead, they often find themselves repeatedly answering the same questions and filling out RFPs or security questionnaires with identical information. One common challenge, as shared by a CRO, is that if account executives could spend just five more minutes on the first call asking thorough discovery questions, sales engineers could come into the second call with the necessary context.
Account executives often hesitate to ask in-depth discovery questions, especially for complex products. They fear that doing so will prompt buyers to ask follow-up technical questions that they may not be prepared to answer, making them look unprepared or uninformed. As a result, they stick to generic discovery questions and then call in a sales engineer without clear direction.
For example, an account executive might tell a sales engineer, "The prospect needs a CDP," but without clarifying which specific part of the CDP is required, since it can mean multiple things. This lack of clarity forces the sales engineer to join the call blindly, leading to inefficiencies in the sales process.
If account executives could spend just five more minutes on discovery, they would provide better insights to the sales engineer, enabling a more effective go-to-market strategy. This would eliminate unnecessary calls and allow sales engineers to come prepared with a refined demo script, accelerating the sales cycle.
It is crucial to empower account executives in real-time so they feel confident in their ability to conduct deeper discovery. AI-powered sidekicks can support them by providing real-time assistance, ensuring they ask the right questions and gather relevant insights. This is where AI can make an immediate impact on go-to-market efficiency.
Ready to see the difference AI can make for your sales team? Book a demo today and discover how DocketAI can help your team unlock their full potential.
