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What Is A Solutions Consultant? Deep Expertise and a Demo Crunch

What Is A Solutions Consultant? Deep Expertise and a Demo Crunch

A Solutions Consultant is a member of the Technical Sales Team who’s primary role is to support sales efforts with extensive product knowledge, answering questions and demonstrating product capabilities as needed.

Alternative titles include Sales Engineer (SE), Presales Engineer, Solutions Architect, Technical Sales Rep/Engineer, and a host of others, but the most common alternative is Sales Engineer.

Webinar: The Perfect Presales Demo Environment with Peter Cohan

Webinar: The Perfect Presales Demo Environment with Peter Cohan

In your demos, how often do you find you are apologizing for an inability to demonstrate capabilities, complete workflows, or present compelling results and reports? Far too often, in many cases!

A perfect demo environment enables you to show what you need to show, clearly and convincingly. No apologies, no excuses. In this webinar, we’ll provide (some surprising) recommendations for demo environments to make your demos as crisp, compelling and successful as possible.

Case Studies


Software Corporation (Presales, Channel)

Global Presales team regained more than 30% of time

Unprecedented insights into Channel sales


SaaS (Presales)

Reduced unqualified demos from 50% to <5%

Demo lag time decreased from 14 days to <1 day

The Access Group

Sales Team Onboarding

Onboarded more than 250 Sales reps in less than seven days

Discovered 371 new stakeholders

Oracle Solution Consultants

SaaS (Presales)

Over $738,462 saved on one team in 1 year.

Closed deals as large as $75K without a live demo.

Enterprise Customer

SaaS (Presales)

Doubled annual demo capacity from 28,000 to 56,000

Increased digital engagement by 40%.

IBM Solution Consultants

Server Hardware

67% of target orgs watched a demo

Discovered 59 decision makers

Torch LMS

SaaS (Sales & Mktg)

Converted leads at 11%

Better qualified live demos

Enterprise Customer

SaaS (Sales)

68% reduction to sales cycle.

27% increase in close rate in first 90 days.


SaaS (Sales & Mktg)

Increase qualified leads from the website

Discover, educate, and engage the buying group

[Your Org Here]

SaaS Presales? Sales?

Contact us

Explore launching a pilot




Scaling Presales: 8 Strategies to Boost Coverage

Eight strategies to boost coverage and customer experience with existing sales engineering headcount

Essential Guide to Giving the Perfect Sales Demo

More than fundamentals, learn how to personalize your approach to each stakeholder.


2021 Sales Engineer Compensation and Workload Report

The 2021 report compiles data from over 1000 participants and includes new metrics to provide unprecedented insight into Sales Engineering benchmarks the world over.

New topics include:

  • Quota
  • Career Path
  • Customer Organization Sizes
  • Key Activities
  • SE Assignment Models
    and more…

Don’t worry, we’ve also collected all of the data that made the 2020 report so valuable, including:

  • Base salary for Sales Engineers and Presales leaders
  • OTE (On Target Earnings) for Sales Engineers and Presales leaders
  • AE:SE Ratios
  • Demo Lag Time
  • Sale Engineer Training Time
  • Hours Per Demo
  • Demos Per Week Per SE
  • Unqualified Demos
  • Demos Per Deal
  • Delegating Demos to Sales
  • Using Demo Automation
  • Presales KPIs

    Get the report now!


Buyer Enablement: A Modern Approach to B2B Selling

Equip your champion(s) and they’ll do the selling for you.

Essential Guide to Shortening Sales Cycles

Why sales cycles have increased 22% over the last 5 years and what to do about it.

The Agile Sales Tech Stack

A guide to growth through leveraging key core and emerging technologies


The Scaling Presales Webinar Series

The Buyer Enablement Webinar Series

How To Craft Razor-Sharp Sales Questions

Buyer Enablement