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Turn AI from a Productivity Tool into a Performance Advantage

AI Skills for Sales Engineers

Sales Engineers are being told they need to “use AI” to move faster, sound sharper, and keep up with increasingly informed buyers. But without clear guidance, AI often creates the opposite effect - generic discovery, bloated demos, weaker storytelling, and less confidence in customer conversations.

The AI Skills for Sales Engineers program helps SEs use AI intentionally and responsibly to strengthen judgment, sharpen relevance, and elevate their impact, so AI becomes a performance advantage, not a liability, in real sales conversations.

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What We're Seeing

AI is rapidly changing how buyers research, evaluate, and make decisions. Sales Engineers now have access to more information, more automation, and more “help” than ever before.

But more tools don’t automatically lead to better outcomes.

In fact, we’re seeing the opposite:  generic discovery, bloated demos, weaker storytelling, and reduced executive trust - often masked by polished AI outputs.

AI Skills for Sales Engineers is a skill-based training program designed to help SEs use AI intentionally, responsibly, and effectively, without sacrificing judgment, presence, or credibility.

This program teaches Sales Engineers how to augment their thinking, sharpen customer conversations, and elevate their impact—rather than outsourcing critical thinking to AI.

Why This Program & Why Now?

AI raises the floor.  But it also exposes gaps.

Deals don’t stall because Sales Engineers lack tools. 

They stall because teams lose clarity, relevance, and momentum.

Common challenges we see:

  • AI-generated discovery that sounds smart but uncovers nothing new
  • Faster demo prep that leads to more content, not better focus
  • Value statements that are technically correct, but emotionally flat
  • SEs who feel less confident in live conversations, not more

This program exists to ensure AI amplifies strong sales engineers instead of weakening them.

What participants learn in this program

1. AI Fluency for Sales Engineers

Understand what AI can - and cannot - do in a sales context. Learn where AI adds value, where it introduces risk, and why human judgment still matters.

2. AI-Augmented Discovery

Use AI to form hypotheses, surface blind spots, and ask better questions—without sounding scripted or generic.

3. AI-Driven Preparation & Focus

Prepare faster while avoiding over-engineering. Learn how to use AI to prioritize, simplify, and align demos to success criteria.

4. AI-Assisted Value Framing

Translate features into outcomes and business impact. Use AI to pressure-test value stories and strengthen relevance by role and context.

5. AI-Supported Storytelling

Refine narrative structure and clarity while preserving authenticity. Learn when AI helps - and when it hurts - storytelling.

6. Presence in AI-Augmented Conversations

Protect trust and credibility in live meetings. Learn when not to use AI and how to stay present, adaptive, and human.

7. AI for Self-Coaching & Continuous Improvement

Use AI as a practice partner to reflect, role-play, and improve—without ego or defensiveness.

How this program helps.

 

Turns AI into a thinking partner, not a crutch

Sales Engineers learn how to use AI to sharpen judgment, form better hypotheses, and prepare with intention - without outsourcing critical thinking.

Improves discovery quality and deal clarity

By using AI to surface blind spots and challenge assumptions, SEs ask better questions that uncover real business drivers.

Strengthens value and storytelling

Participants learn how to use AI to translate features into outcomes, pressure-test value stories, and communicate in a way customers can relate.

Reduces over-design and increases relevance

The program helps SEs prepare faster and focus more, using AI to prioritize what matters and eliminate unnecessary content from demos and conversations.

Who is this program for?

Sales Engineers and technical sellers at any experience level

SE leaders preparing teams for AI-augmented selling

Teams selling disruptive, complex, or abstract solutions

Organizations moving upmarket or engaging executives more frequently

Skill-Based Outcome & Measurement

This program is built around observable behaviors, not tool usage.

Participants are evaluated using a skill-based rubric aligned to the Six Habits framework, measuring:

  • Discovery depth
  • Preparation effectiveness
  • Value clarity
  • Storytelling quality
  • Judgment with AI
  • Presence in live conversations
  • Commitment to continuous improvement

How is this program delivered:

The Storytelling Workshop is an interactive, instructor-led session focused on real application. 

Participants work with real examples from their product, market, and pipeline, not generic scenarios.

Onsite

This program is ideally delivered onsite, in-person, in one- or two-day workshops.  (Ideal for SKOs.)

Virtual

It can also be delivered remote via zoom in a series of sessions for groups up to 25 people.

Enablement Program

This course can also be delivered as part of a broader enablement or reinforcement program.

What makes this Program Different?

Most AI training focuses on:

  • Tools

  • Prompts

  • Speed

  • Technology

This program focuses on:

  • Judgment

  • Relevance

  • Presence

  • Growth

AI is treated as a thinking partner, not a shortcut.

Automate where you can.
Elevate where you cannot.

AI doesn’t replace Sales Engineers.
It reveals who is prepared, curious, and credible - and who isn’t.

This program ensures your team lands on the right side of that line.

Contact us to discuss delivery options, customization, or pilot programs.

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