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Three forces are colliding so hard that pretending not to notice is no longer an option
AI everywhere. Multi-tenant everything. Platform architectures that look like NASA mission diagrams.
68% of sellers say their solution got more complex in the last 12 months alone
Armed with AI research assistants, on-demand product tours, and community answers. They don't want the overview—they want the truth. Right now.
Ratios stuck at 4:1–8:1. Deal complexity exploding. And sellers waiting. And waiting.
64% of sellers lost or delayed deals because they were waiting on technical resources
We surveyed 201 B2B sellers across industries and motions. Here's what they said:
They want competitive intelligence, strategic partnership, tailored solutions for big deals, and real-time support—not another generic walkthrough
When sellers described what SEs do, demos came in fifth. The value is in technical discovery, solution architecture, and reducing purchase risk
64% of AEs have lost or delayed deals waiting on SEs—not because you're bad at your job, but because the job has become impossible under old models
What makes SEs great—the trust, the nuance, the ability to read the room and architect reality—AI couldn't dream of touching. This guide has one job: to equip you, the Sales Engineering leader, to drive the AI transformation your sales organization needs right now.
Why Sales Engineers are at the center of the blast radius—and how you choose to become the hero or the bystander
What stays sacred vs. what AI should swallow whole—and the 4 new mandates for modern SEs
Your job isn't to build AI or compare 47 vendors. It's to train, govern, and scale the AI Sales Teammate
How to increase capacity, reduce costs, improve execution, and scale your team's expertise infinitely
The simple 5-step path from theory to real impact—no 47-step nurture flow required
How Jennifer Jones at Dayforce and Christian Eberle at Gladly built the bridge and brought their orgs across
Lead your team through transformation and become the architect of leverage
Understand how SE leadership drives revenue transformation
Learn how AI transforms SE capacity and sales execution
See the future of your role and how to thrive in it
Get the complete no-BS manual for SE leaders ready to step up, take charge, and lead their organization into the AI era
Get Your Field GuideSPOILER ALERT: You don't strike me as the bystander type.
