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sales engineer

also referred to as: sales engineers

2 statements across 2 episodes · 1 bullish · 1 bearish · 2 people on the record · first statement Jan 25, 2024 by Geoffrey Moore · across every show →

Everything said about sales engineer, oldest first

Jan 25, 2024 negative
Insight
Moore: Traditional enterprise salespeople are poor at crossing the chasm
“Enterprise salespeople are not good chasm crossers because they're used to doing horizontal coverage model. This is like, no domain expert narrow model. You want somebody that looks more like a sales engineer than a salesperson.”
Geoffrey Moore Jan 25, 2024 ▶ 1:13:28 Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market
Aug 31, 2025 positive
Opinion
Liu: AEs must be sales engineering fluent to sell AI products
“I think it's really hard to sell any kind of AI product now without actually being fluent in The product and be able to demo the product, right? So like, you know AEs need to be like se fluent as well.”
Howie Liu Aug 31, 2025 ▶ 1:11:08 How we restructured Airtable's entire org for AI | Howie Liu (co-founder and CEO)
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