Ignacio Van Droogenbroeck

How Sales Engineers Can Leverage MEDDPICC to Win More Deals

Sales Engineers often sit on a goldmine of customer insight, but too many leave the strategy to AEs. In this guide, I break down how each part of the MEDDPICC sales framework intersects with the SE role, and how technical teams can move from reactive to strategic.

Announcing: Sales Engineering Mastery Program – Cohort 1 (EN & ES)

A 2-day intensive program for Sales Engineers who are tired of giving perfect demos that go nowhere. Learn to run strategic discovery, deliver high-impact demos, and become a trusted sales partner, without selling out your technical soul.

👋 Welcome to My Corner of the Internet

After 20+ years working across tech-leading Sales Engineering efforts, building Customer Success playbooks, and fixing more support chaos than I care to count, I’ve decided to carve out a dedicated space to share what actually works. This blog is for the SEs trying to drive real impact, the CS