Given the risk-averse nature of IT and security leaders, customers today demand more from IT and cybersecurity vendors–they’re seeking true business partnerships that they can trust and rely on. Although, the multitude of providers makes it difficult for buyers to feel confident in choosing the right solution.

Sales organizations can cut through the noise, build that trust sooner, and elevate themselves as market leaders by better leveraging their technical Sales Engineers.

In our latest playbook, we breakdown five key steps to building your first-class sales engineering team, including:

1. Identify the right skills needed for the role
2. Create synergy within the sales organization
3. Really know your buyer market
4. Understand the industry
5. Train for skills that promote trust