Here's how you can streamline your workflow as a Sales Engineer to boost efficiency.

There are a lot of opportunities for automating tasks using AI. For example, you can automate 95%+ of RFP responses using an AI-based tool like Quilt. You could also automate other tasks such as customer research, product Q&A, and demo creation using a combination of traditional AI and LLMs.

Based on my experience you should focus on: 1. Streamline Data Entry: Automate the collection and entry of data into your CRM or other systems. Tools like automated form fillers, data extraction software, and integrations with other business applications can handle repetitive data entry tasks, reducing errors and saving time. 2. Automated Follow-up Emails: Use email automation tools to send follow-up emails after meetings, product demos, or client interactions. Personalized, automated emails can ensure timely communication with prospects and clients. 3. Scheduling Meetings: Implement scheduling tools that integrate with your calendar to automate the process of booking meetings.

Based on my experience you should focus on: 1. Leverage Data and Analytics: Use data analytics tools to identify and prioritize high-quality leads. Analyze factors such as past purchase behaviors, engagement levels, and demographic information to create detailed profiles of your ideal customers. 2. Implement Lead Scoring: Develop a lead scoring system to rank prospects based on their likelihood to convert. Assign scores based on various criteria such as website interactions, email opens, responses to marketing campaigns, and other engagement metrics. 3. Refine Your Ideal Customer Profile (ICP): Continuously refine and update your ICP based on ongoing sales data and market feedback.

Based on my experience you should focus on: 1. Centralized Data Management: A CRM system centralizes all customer information, interactions, and transaction histories in one place. This ensures that your sales and support teams have quick access to accurate and up-to-date information, making it easier to understand and meet customer needs efficiently. 2. Automated Processes: Modern CRM systems come with automation capabilities that can handle repetitive tasks such as lead tracking, follow-up reminders, and email campaigns. 3. Enhanced Collaboration and Communication: A CRM system fosters better collaboration among team members by providing a shared platform for tracking customer interactions and internal communications.

As an SE/SC, you should be approaching each opportunity with an exceptionally high degree of ownership. This means that you should: 1. Work off the same account plan/document as your respective AE and account team so everyone has the same information and context 2. Have your own workstream(s), relationships, and deliverables that you are steering 3. Be working on progressing the deal towards a technical win and calling out technical risks 4. Have a single channel of communication (I.e: slack channel) where you relay updates and new information 5. Never skip the dry-run with everyone involved 6. Never skip the post-mortem to understand where you can improve or where you had success that can be scaled