Technical Sales
Technical sales is two conversations
The best technical sales people understand the product and the problem the customer is trying to solve.
Know the equipment
A pump, valve, compressor, or material-handling system has its own technical language and application context.
A sales engineer needs to understand that detail well enough to ask useful questions and work with the engineering team.
Know the customer
The commercial conversation is about the customer's process, risk, investment, and next decision. Technical credibility makes that conversation possible.