There’s a temptation in sales to have your SE at every customer meeting. I know this because I was once in sales, and I see it happen regularly in the industry. The rep needs the SE because, well “what if the customer asks me a tough technical question”.
You have probably heard about the challenger sales methodology. This model centres on the idea of a salesperson taking charge of the customer conversation, teaching and coaching their customer through the sales process. Under this model, the sales person’s key goal is to bring insight to the table and help the customer rethink how they tackle business initiatives or even what initiatives to tackle