Great SEs don’t just explain products. They shape decisions.

Six Habits Workshop

The Six Habits of Highly Effective Sales Engineers workshop elevates how SEs show up in critical moments. It builds the habits that enable stronger discovery, better storytelling, and more confident collaboration with Account Executives, so technical expertise translates into real business impact.

This workshop helps SEs move from being experts in the room to trusted partners in the deal.

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The Game Has Changed for Sales Engineers

The role of the Sales Engineer has evolved dramatically over the last decade.

Buyers arrive informed. Value-based demos are expected.

And AI has raised the baseline for what “good” looks like.

What differentiates high-impact Sales Engineers today isn’t what they know. It’s how they show up:

How effectively they collaborate with AEs
How well they lead discovery
How clearly they communicate value
How confidently they engage under pressure

Yet most SEs were trained for a different era, one where technical mastery alone was enough, or not trained at all.

The Six Habits Workshop was designed for this new reality.

You're trying to elevate your team - because

something's not working.

Even experienced Sales Engineers struggle to influence outcomes consistently. These are the patterns we see again and again:

Collaboration lacks clarity and balance

SEs & AEs work without clear expectations. SEs struggle to influence direction, advocate for what’s right, challenge decisions, limiting their impact on deals.

Discovery overlooks business drivers

SEs ask good questions, but they gather requirements instead of insight. Business drivers, risk, and urgency remain unclear and value never fully lands.

Demos focus on tech over outcomes

Features are shown clearly, yet buyers struggle to connect what they see to outcomes they care about. The story is missing, so the impact fades and deals stall.

Confidence drops in high-stakes moments

When objections surface or executives push back, even strong SEs retreat into over-explaining or defensiveness. Presence erodes, as does trust.

What Makes the Six Habits Workshop Different

1. It Reframes What “Selling” Means for Sales Engineers

Many SEs resist sales because they associate it with pressure, persuasion, or pitching. The Six Habits reframe selling as service, i.e. helping buyers think clearly, make better decisions, and move forward with confidence. This shift removes resistance and allows SEs to engage fully without compromising their integrity or technical credibility.

2. Mindset and Technique - Not One Without the Other

Most programs teach techniques and hope behavior changes. The Six Habits workshop begins by addressing how Sales Engineers think about their role, their value, and their responsibility in a deal. Then we pair that mindset with practical, repeatable techniques. The result is change that actually sticks.

3. Built for the Full Scope of the SE Role

This isn’t a “demo workshop” or a “discovery class.” The Six Habits framework addresses how Sales Engineers partner with AEs, lead discovery, prepare intentionally, perform in live conversations, and continuously improve. It reflects the reality of the role, not a single moment within it.

4. Equally Valuable for New and Seasoned SEs

For newer SEs, the Six Habits provide a clear model for what “good” looks like. For experienced SEs, the framework surfaces blind spots, sharpens judgment, and elevates consistency, especially in high-stakes, high-pressure deals. The value scales with experience.

5. Designed for Reinforcement—Not Just a One-Time Event

The Six Habits are deliberately structured to support reinforcement and coaching beyond the workshop. The framework creates shared language, observable behaviors, and clear coaching hooks, supported by AI-enabled practice prompts and evaluation rubrics that help teams continue improving long after sessions end.

The Impact of Six Habits

Stronger AE-SE Collaboration

Sales Engineers shift from being treated as support to showing up as trusted partners. Roles become clearer, communication improves, and SEs learn how to contribute perspective, push back productively, and collaborate without friction.

Business Focused Discovery

Discovery moves beyond surface-level questions and technical checklists. SEs learn how to uncover real business drivers, risks, and priorities and how to guide conversations that help buyers think differently about their challenges and success criteria.

SEs Prepare with Intent

Preparation becomes focused and efficient. Instead of over-building demos or under-preparing for key moments, SEs learn how to prepare with intent, aligning stories, examples, and flows to the specific deal, audience, and outcomes that matter.

Demos Land & Deals Close

Demos stop sounding like explanations and start creating impact. SEs communicate with clarity, confidence, and relevance, connecting what the product does to why it matters, engaging decision-makers, and helping deals progress.

Which roles do we serve?

Sales Engineers/Presales

Account Executives/Sales

Customer Success

Sales/Presales Managers

What Will Sales Engineers Learn in the Six Habits Workshop?

We help your team shift focus to value and outcomes. In turn, accelerating deals and driving results.

01

Partner with Purpose

Show up as a trusted partner to Account Executives and customers, clear on their role, confident in their voice, and aligned around shared outcomes instead of tasks.

02

Lead Business Discovery

Move beyond surface-level questions to uncover the business drivers, risks, and priorities that shape buying decisions and earn the right to guide the conversation.

03

Prepare with Intention

Replace over-preparation and last-minute scrambling with a disciplined approach to preparing stories, demos, and narratives that are relevant, focused, and outcome-driven.

04

Perform with Presence

Communicate clearly, tell compelling stories, and engage executives with confidence, without over-explaining, hiding behind slides, or defaulting to feature walkthroughs.

05

Improve through Practice

Develop the habit of reflection and continuous improvement, using real deals as learning moments and building consistency over time, not just relying on instinct.

Want the full curriculum?

Download a complete guide to the Six Habits workshop curriculum.

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Flexible Delivery Options:

Onsite

Classroom delivery is an immersive training experience where hands-on learning is the name of the game. Role plays, group discussions, and interactive activities help reps shift their mindset and accelerate change.

Virtual

Working with a distributed or remote sales organization? Virtual training is delivered by a live Tech Sales Mastery instructor, where participants get the same classroom experience even if they are operating globally.

On-Demand Learning

Looking for a self-paced presales training option? We offer extensive on-demand learning modules that package all of our instructors' knowledge into an easy-to-follow format for a variety of positions.

Train the Trainer

Already have internal resources in place? Our content can be packaged and delivered by your people. With our three-cycle certification process, your training team will be equipped to coach and drive change.

Ready to Explore the Six Habits for Your Team?

Let’s talk through your goals, your team, and where you’re seeing friction in deals.

If the Six Habits workshop is a fit, we’ll outline next steps. If not, we’ll point you in the right direction.