How Sales and Sales Engineering Are Evolving: A RevTalks Conversation

In a RevTalks conversation, Revy and Chris discuss how rapid changes in the sales landscape over the past five years—such as larger buying committees, increased buyer skepticism, and heightened scrutiny of transactions—have transformed the roles of sales and sales engineering professionals, emphasizing the need for sales engineers to deeply understand technical solutions, connect them to business problems, educate buyers throughout complex buying journeys, and adopt a more process-driven approach beyond relying solely on relationships or business knowledge.