Adapting Sales Engineering to Buyer Behavior with Dave Schultz, Employ

The Unexpected Lever

Is the role of the Sales Engineer or Solution Consultant evolving faster than we can keep up with?

In this episode, Jarod Greene sits down with Dave Schultz, Head of Solution Consulting at Employ, to explore how flexibility and adaptability are transforming the SE role. From navigating unpredictable buyer behavior to leading with empathy in new leadership roles, Dave shares his insights on building agile teams and creating impactful strategies that align with the shifting needs of modern B2B sales.

In this episode, you’ll learn:

1. Evolving the SE Role: The Sales Engineering/Solution Consultant role is shifting. It requires flexibility and adaptability to meet buyers where they are, even if it means stepping outside traditional processes.
2. Key Skills for Modern SEs: Communication, agility, and handling curveballs are essential traits for SEs navigating unpredictable buyer behavior and complex sales environments.
3. Leading With Empathy: Dave shares his approach to leadership in new roles, emphasizing thoughtful decision-making, cross-functional collaboration, and building trust within teams.
4. Adapting to Buyer Behavior: Today’s buyers approach purchasing decisions differently. This means SEs have to stay ahead by tailoring their strategies to address these changing dynamics.

Things to listen for:

(00:00) Introduction

(00:18) The changing landscape of the SE role

(01:10) Dave’s thoughts on disco demos

(02:04) Adapting to unpredictable buyers

(02:50) Essential skills for modern SE

(03:21) Why talk tracks work better than scripts

(04:25) Dave’s first 30-60-90 days and his approach to leadership

(05:13) Preparing for long-term success in 2025