Presales is a discipline built on trust.
Trust with prospects. Trust with customers. Trust with account teams. Trust with peers who need someone they can count on when the pressure is high and the path forward is unclear.
That’s the kind of professional we created the Presales Circle of Excellence to recognize.
We’re proud to name Andrea Belfer, Sales Engineer at Seismic, as our April SE Spotlight winner.
What Sets Andrea Apart
Andrea’s nomination centered on something every great sales engineering organization depends on: the willingness to go the extra mile to support both customers and coworkers alike.
She is deeply committed to her customers, consistently making sure they receive thoughtful, high-quality support and solutions. But her impact does not stop there.
Andrea is also a trusted partner to other Sales Engineers. She proactively shares knowledge, jumps in to help unblock deals, and raises the bar for how the broader team shows up. That combination of ownership, generosity, and leadership by example makes her an invaluable contributor to the Seismic Sales Engineering organization.
In a role where the best work often happens behind the scenes, Andrea’s peers noticed.
Advice for SEs Looking to Level Up
When asked for her top piece of advice for other SEs, Andrea’s answer started with listening.
Not surface-level listening. Not waiting for your turn to talk. Real listening.
For Andrea, strong discovery and strong storytelling are inseparable. If you are not truly listening to prospects, customers, or your internal team, you cannot tell a story that actually resonates.
“Listening goes beyond just hearing,” Andrea shared. “It’s more being able to truly understand, not being afraid to ask questions when you don’t, and being open to hearing what the customer truly needs.”
That last part matters.
SEs often walk into calls with a clear point of view. They know the product. They know the story. They may even believe they already know the perfect solution. But Andrea’s perspective is a reminder that the best SEs are not trying to force-fit an answer. They are trying to understand whether they can be the right partner.
Sometimes that means adjusting the story. Sometimes it means asking better questions. And sometimes it means having the confidence to walk away if the fit is not there.
Building Strong AE Relationships
Andrea’s approach to building relationships with account teams is simple, intentional, and very human: make time to talk.
Her biggest priority is ensuring she and her AE have at least 15 to 30 minutes to prep before a call, not just asynchronously.
Andrea believes the relationship gets stronger when people connect. A quick check-in, a real conversation, a moment to ask about someone’s weekend, those small things create the foundation for better collaboration.
She also brings her authentic self to those relationships. Authenticity helps her teammates know her better, and over time, creates stronger working relationships.
Better relationships lead to better alignment. Better alignment leads to better outcomes for customers.
The Skill Worth Developing
When asked what skill she worked hardest to develop Andrea’s answer was immediate: being comfortable saying “I don’t know.”
It sounds simple, but it can be a hard skill to master.
There is real pressure in presales to have the answer. To respond quickly. To be the expert in the room. Earlier in her career, Andrea found it difficult to ask for help because she valued independence and wanted to figure things out on her own.
But over time, she learned that asking for help made her a better Sales Engineer.
Instead of pretending to know or trying to create an answer on the fly, Andrea has built the confidence to say, “I’m not sure. Let me go back to my team so I can get you the right answer.”
That kind of honesty builds credibility. It gives customers confidence that they are getting guidance they can trust. And it reinforces one of the most important truths in presales: great SEs do not need to know everything. They need to know how to find the right answer.
How Saleo Helps Andrea Tell a Stronger Story
For Andrea, Saleo helps bring Seismic demos to life through data automation.
She specifically called out Seismic’s Programs area, a reporting area where teams can relate efforts to outcomes. Without Saleo, Andrea said, there would not be a simple way to create the right data needed to make that experience feel real. With Saleo, she can tell a stronger, more relevant story inside the live product.
What is the SE Spotlight?
The SE Spotlight is Saleo’s monthly program honoring top performers in presales. Each month, we select one winner for our Presales Circle of Excellence and feature them to celebrate their craft, leadership, and impact.
Winners are featured on LinkedIn, included in our Winners Circle, and receive a recognition badge and gift card.
Know someone who consistently delivers standout demos and elevates the people around them? Nominate them now.
