Podcast #20: Why Engineers Need Sales Skills: A Conversation with Scott Bliss

March 21st, 2025 in

The Role of Sales in Engineering: Insights from JAKTALK

At JAKTOOL, sales is an essential part of engineering, even though it is often overlooked. Many engineers see themselves as problem solvers and innovators rather than salespeople. However, selling ideas, building relationships, and effective communication are integral to success in any technical field. That’s why we’ve embraced the Sandler methodology to help bridge the gap between technical expertise and business growth.

Sales Is More Than Just Selling

At JAKTOOL, we understand that everyone, regardless of their profession, is involved in sales in some capacity. Whether it’s pitching a new idea to colleagues, presenting research, or advocating for a project, the ability to communicate and persuade is essential. Through our work mentoring engineering students at the collegiate level and other institutions, we emphasize that engineers must constantly sell their ideas and solutions, whether to leadership, clients, or peers.

Our Approach to Business Development

Recognizing the importance of communication and relationship-building, we have invested in the Sandler methodology for both our business development team and engineering supervisors. Sandler’s process-driven approach aligns well with the way engineers think—systematic, logical, and results-driven. This structured approach helps our team move beyond simply responding to technical requests and instead become trusted advisors to our clients.

From Engineers to Trusted Advisors

One of the key principles we follow at JAKTOOL is the transition from being viewed as a vendor to becoming a strategic partner. Too often, engineers focus solely on responding to customer requests without questioning the underlying need. We take a different approach—digging deeper into our clients’ challenges to understand the real problem before offering a solution. Just as a good doctor conducts a thorough diagnosis before prescribing treatment, we take the time to truly understand the needs of our clients.

Shifting Mindsets: The Importance of Process and Repetition

Before implementing Sandler, many aspects of our business development strategy were not designed for scale. Now, we have a shared language and structured approach to qualifying opportunities. Engineers, who naturally thrive on precision and logic, benefit from Sandler’s structured process that provides clear guidelines for engaging with clients.

We also emphasize the importance of reinforcement. Traditional corporate training often involves intensive short-term sessions with no follow-up, leading employees to quickly revert to old habits. Instead, we incorporate ongoing coaching and practice, ensuring that new skills become ingrained over time. Just as we refine our engineering designs through iteration, our sales and communication skills improve through continuous learning and application.

Overcoming Rejection and Staying Resilient

One of the biggest challenges in sales, especially for engineers new to the process, is handling rejection. At JAKTOOL, we encourage our team to separate their self-worth from day-to-day performance. Much like in baseball, where even the best hitters fail 70% of the time, we understand that success in business development requires resilience and consistency.

Key Takeaways for Engineers and Technical Professionals

  • Sales is not just about selling a product—it’s about solving problems and building relationships.

  • Engineers who develop strong communication and sales skills can transition from being vendors to trusted advisors.

  • A structured sales methodology, like Sandler, aligns well with the process-driven mindset of engineers.

  • Repetition, reinforcement, and accountability are crucial for mastering sales skills.

  • Rejection is a natural part of the process, and maintaining a long-term perspective is essential.

Final Thoughts

At JAKTOOL, we integrate sales training into engineering leadership to strengthen client relationships, improve communication, and streamline business development efforts. By adopting a structured sales approach, we create a more resilient and scalable business while continuing to provide high-quality, innovative solutions for our clients.

To learn more about how we’re leveraging the Sandler methodology, check out JAKTALK. Follow us on LinkedIn and other social channels for more insights into the intersection of engineering, business, and innovation.