Ep. 31- The Core 4 Skills Every Sales Engineer Needs to Own the Client Conversation with Rew Dickinson

The High-Performing Technical Leader · Sep 25, 2026 · 55m · transcript

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Your SE is technically brilliant. But they're not owning the conversation.

Most pre-sales leaders think their team is great at discovery and storytelling. In reality, when Rew Dickinson surveyed 50+ leaders, the average score on storytelling was 4.6 out of 10. And on leadership? Most SEs are too agreeable. They say "it depends" instead of taking an opinion. They defer instead of guide.

Here's what that costs you: deals that stall, prospects who don't move forward, and SEs seen as technical resources instead of trusted advisors.

Rew built a framework that…