Translating Discovery into a Clear Path Forward Introduction: From Insight to Impact In Sales Engineering, great discovery doesn’t mean much if it doesn’t lead to meaningful next steps. Discovery sets the stage, but alignment ensures the play gets performed. After uncovering pain points, business needs, and technical gaps,
Discovery as a Craft: How SEs Shape the Entire Deal In Sales Engineering, everything begins and ends with discovery. It's tempting to think of discovery as a "checklist" moment. Ask a few questions, check the boxes, move on to the demo. I used to think that
Sales engineers are one of the most high-leverage roles in any go-to-market team. But too often, they’re seen—and sometimes see themselves—as just the "technical resource," the "demo driver," the one who joins to “answer a few questions.” Let me say this clearly: that
Hey, I’m Peter. I’m a senior sales engineer at SimSpace, where I work with some of the most demanding cybersecurity teams in the world—from federal agencies to Fortune 500s—to help them validate and evolve their cyber readiness. My job sits at the intersection of deep technical