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In this episode of Coffee with Sales Engineers, Sachin Wadhawan interviews Kintan, CEO of Olto, discussing the evolving role of sales engineers and the impact of AI on personalized product demos. They explore the importance of human connection in sales, the need for tailored demos for every prospect, and how technology can enhance the efficiency of sales engineering teams. Kintan shares insights on leveraging live product instances for demos and the future of sales engineering in an AI-driven world.

takeaways
- Sales engineers are crucial in tailoring product narratives for prospects.
- AI can significantly enhance the personalization of product demos.
- The role of sales engineers is evolving with technology advancements.
- Human connection remains vital in the sales process despite AI's rise.
- Understanding buyer needs is essential for effective sales engineering.
- Pre-sales scaling is a common challenge for sales engineering teams.
- Live product demos can build trust and authenticity with prospects.
- The cost of implementing POCs has decreased, making them more accessible.
- AI tools can automate mundane tasks, allowing SEs to focus on value-added activities.
- The future of sales engineering will involve more collaboration with product teams.