In this episode, we had the pleasure of interviewing Noam Horenczyk, Solutions Engineer at People.ai. He shared with us his best sales tips, experiences, and more! Watch the full video or read the interview below.
What’s your name? Where do you work?
Hi, I’m Noam Horenczyk. I work as an enterprise solutions engineer at Poeple.ai.
What’s the most genius move you made to save a deal?
So there was a customer that was concerned about going with a small vendor. I told my boss: “Hey, why don’t I just fly there? And I’ll just sit next to them, and I’ll explain everything, and I’ll just use the phrase: Don’t worry, don’t worry, don’t worry, until they feel comfortable moving forward with us.”That actually worked.
I flew there, had the good dinners obviously and all that stuff, and then I told them like: “Hey, don’t worry. Here’s how we do this. Don’t worry. Here’s how we do this.” And it just worked.
What’s the worst sales mistake?
What I see a lot of sales reps do, is attack competitors very aggressively. So if someone says: “Oh, how do you compete with X?” They’d go: “They’re terrible, they don’t do this, we do that.” I feel that just makes you look bad. Every time you talk about competitors be more like: “They’re a great company, we have customers that use them.”
Take a deep breath, before just attacking your competitors.
What makes a good Solutions Engineer?
I think a good SE is someone that joins a company, gets to know the product really well, and can listen to the prospects and say things like:
“Okay, you’re talking about that. I’ve done this before. Here’s how we solve this, and I’ll give you some examples of how we do it.”
What do you love the most about being a Solutions Engineer?
I think what I like the most is that people actually believe me. I can say the same exact things that a sales rep says, but because I have the Solutions Engineer title, people are like: “He knows what He’s doing. He’s not lying to us. He’s my trusted advisor.”
How do the best Account Executives work with Solutions Engineers?
I feel like the best AEs are the ones that understand the value of SEs, they don’t see them as demo monkeys that just do demos and walk away. They will use us for strategy and understanding what are the prospects’ pain points and how do we actually help them, and which solution fits them.
But they don’t overuse us to do their job for them.
How do you celebrate closing a big deal?
As an SE, the way you celebrate closing a big deal is by seeing everyone congratulate the sales rep on Slack, and forget to actually even mention you.
Sell me a walnut!
If you eat a walnut, which I promise is a good thing to do, you’ll live until you’re going to be 180 years old.