New SE

If you are put on a trial, focus on the following:

• Be sure you understand the value proposition. Try to think of other aspects of your solution that could be included to strengthen the value proposition.

• Work hard! This is a significant investment on the part of your company you certainly don't want to be the one to let the team down.

Experienced SE

You should be involved in developing the value proposition and the overall strategy. You can add value by overseeing the work of the less experienced team members and by developing relationships with the customer staff. If you are called on to act as an individual contributor, do so with gusto and set a good example for the others.

Manager

Aggressively interview the team, including the sales manager, to make sure their strategy is sound. Act as a devil's advocate to try to anticipate your competitor's strategy in the trial. Help make sure the team has all of the resources necessary to win the trial.