Following up and following through is crucial for sales engineers. After delivering a presentation or demo, send a summary of key points and next steps, ask for feedback, and address any concerns or issues. Deliver on any promises made, such as sending additional resources, scheduling another meeting, or providing a trial or proof of concept. This shows reliability, responsiveness, and professionalism, building trust with prospects and clients. In my experience, following up and following through has helped me close deals and build long-term relationships with customers.

Focal length touches upon many elements of the photography basics; composition, aperture, depth of field, and other aspects all shift when taking focal length into account! Each twist of the zoom ring or swap of a prime lens is a shift in the interplay of focal length and your creative vision.

Focal length and depth of field are different properties of both a lens and sensor but are somewhat related. Depth of field is how much of a scene is in sharp focus. How narrow or wide the depth of field is, is an interaction between focal length, sensor size, subject distance, and aperture value.

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Focal length is the physical measurement of distance between the lens and the imaging sensor when the subject is in focus.

Apply the importance of design and engineering, rather than pursuing just to make a sale. Let the client feel and experience that you value their ideas and concerns and specially their investments, partnering with them end to end and taking care of their business in a long term plan. Everybody wins

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Before presenting your product or service, research your prospects and understand their needs, pain points, goals, and preferences. Tailor your message and approach accordingly, whether you are speaking to a technical decision maker, a business stakeholder, or an end user.

Telephoto lenses are those beyond 50mm. These lenses are also physically longer than wide and normal lenses. The field of view is smaller but you gain significant reach.

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Understanding your camera’s zoom ability helps you know what sort of pictures you can reasonably expect to take. Just like with an interchangeable lens camera (ILC), the camera will have a focal length range that tells you about the properties of the lens.

Focal length in photography comes up far more often than focal distance, which is an entirely different property of a lens. Focal distance is related to focal length but is not dependent on it.

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To stand out as a sales engineer, knowing about the technical features or functionality of your product is not enough, but knowing the pain points of the customers and how you can demonstrate how your products can solve the customer's problem is essential. Comparing the features or functionality of your competitor's product would also allow you to know what features your product is lacking and how these can be used to redesign or give a clear roadmap of your products. Networking with other sales engineers in the industry to learn about their products is a good way to keep up to date with market trends. attending industry exhibitions is a good way to network with other stakeholders, learn about the latest innovations in the industry,

In the relation between focal length and depth of field, when all other values are equal, short focal lengths (or wide angles of view) have deeper depth of field relative to long focal lengths (narrow fields of view). Thus, the longer the focal length, the farther the hyperfocal distance will be.

Hopefully, this article on explaining focal length has clarified some of the stickier aspects of the topic. Especially where they affect wide, normal, and telephoto fields of view.

When you look at the focal length of the lens in question and you see a number below 35mm, you know you’re looking at a short focal length.

One of the best ways as a sales engineer to master your product is to build a relationship with your product management organization. They can help you understand product positioning and drivers for demand.

Super telephoto lenses have very different focal lengths, ranging from 300mm and beyond. When considering focal length and field of view, crop factor is incredibly important because you can gain significant amounts of reach using a crop sensor like Micro 4/3rds.

Photos taken with a long focal length look more “compressed” as compared to shorter focal lengths, and allow you to capture subjects from a farther distance without losing image quality.

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Standard focal lengths range from 35mm to 50mm depending on the type of camera sensor. The field of view provided by standard focal lengths approximates the field of view of the human eye.

Standard lenses or medium focal lengths are suitable for shooting many different genres like portrait, street photography, landscape, etc.

Zoom lenses are what anyone who has ever picked up a camera in recent times is familiar with. In fact, they are so common that I often find non-photographers get baffled when I hand them a camera with a prime lens attached!

For example, if I use a short focal length in portrait photography, parts of the body that are closer to me can be unflatteringly emphasized. On the other hand, in genres like landscape photography, it’s more common to see images taken with a wide-angle view, not only to capture the entire scene in a single image but to emphasize elements in the foreground.

The angle of view in photography is the area of the scene that is captured by the camera sensor. This area is described in degrees of coverage in front of the camera.

A lens focal length that’s greater than 50mm is considered a long focal length. This view is narrower than the normal view we’re accustomed to when paying bare attention. An image taken with a 100mm telephoto lens will have a much smaller section of coverage than a normal or wide-angle field of view.

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Apart from the definition of focal length in photography as the measurement in millimeters from the lens to the image sensor, focal length has a direct impact on the angle of view, which is a static property of the lens in question but is impacted by the sensor crop factor.

Focal length comparisons are incomplete without the infamous crop factor discussion. Nowadays, we have APS-C, Micro 4/3rds, medium format, and full-frame, all of which use a lens focal length description centered around 35mm film gear. While this made sense when the digital revolution began, it’s often simply confusing to parse nowadays.

It’s important to consider that focal length is a static property of a lens that’s true regardless of crop factor; for example, a 16mm APS-C lens is a 16mm lens even if it has a 24mm equivalent field of view in a full-frame camera. We’ll see + in-depth info about this below.

Reading about the product and trying it are the main ways to know more about it. Talking with other senior sales engineers is a guaranted source to get a real and solid info about the products You also may ask your customers about thier experience with the product. You will hear the real strength points and the points need to be developed. Although you need to know everything about your product, but you need to know something about your competition products and the products which can replace your product.

One of the key tasks of a sales engineer is to deliver presentations and demos to your prospects and clients. You need to be able to capture and maintain their attention, interest, and curiosity, while also delivering clear and concise information. You need to prepare your presentation materials in advance, practice your delivery, and anticipate possible questions and objections. You also need to use appropriate tools and techniques to enhance your presentation, such as visuals, stories, examples, testimonials, and interactive elements.

One key to understanding focal length is recognizing how the look of the image changes using lenses with different focal lengths. Using a wide-angle lens, foreground elements are emphasized while background elements are pushed even further away, looking smaller than they really are.

Hello Dan! I’m Mariam from Mauritius. I wanted to thank you for this deep explanation on focal length! I just bought my first camera and your article helped me so much!

As we step into normal focal lengths, which are closer to our human vision (like 35mm), this effect is subtle to invisible. However, once we hit telephoto angles of view, the background appears to be closer to the subject. This effect increases as your lens mm does.

As a sales engineer (SE), your presentation can make or break the opportunity. A SE may have 40 minutes to deliver additional discovery, demo, and go through strategic and technical Q&A. Every word counts. Preparation is essential to how you present. Key steps include: *working with the AE on understanding pain, who is involved on the prospect side, what to avoid, and more *listening to all previous calls to gain additional context and knowledge *research your prospect - get to know them as well as they know themselves *know who among your client base experienced similar issues and how your solution helped When armed with the proper tools, you are equipped to converse, inquire, defend, present, and help the opportunity move forward.

Focal length determines many of the characteristics of the photos you can take as well as the physical dimensions of the lens.

The last tip to stand out as a sales engineer is to seek feedback and improvement. You need to constantly evaluate your performance, identify your strengths and weaknesses, and look for ways to enhance your skills and knowledge. You need to ask for feedback from your prospects, clients, and colleagues, and act on it. You also need to seek opportunities for learning and development, such as training, coaching, mentoring, or self-study. You need to be open to new ideas, challenges, and changes, and embrace a growth mindset.

The simplest focal length definition is a description of the distance between the center of a lens and the image sensor when the lens is focused at infinity.

I emphasize that we get the field of view because again, lens focal length is inherent to a lens. A 25mm Micro 4/3rds lens has a 50mm full-frame field of view. However, it remains a 24mm lens with the distortion properties of a 24mm lens; it’s not magically a 50mm lens.

By twisting the barrel of a zoom lens, you can adjust the focal length and field of view of your lens, which affects depth of field, distortion, and all other aspects of your image.

Hi Anne, it totally depends on the sensor size of the camera. For example, if you’re using a Micro 4/3 sensor camera with the 60mm f2.8 lens, since the crop factor is 2x, it means that you’re cropping the image the double, so technically it’s like shooting at 120mm focal length. Hope it’s clear. 🙂

Sales engineering is not a solo activity. You need to work closely with your sales counterparts, as well as other teams such as marketing, product development, customer success, and support. You need to align your goals and strategies with your sales partner, and support them throughout the sales cycle. You also need to leverage the resources and insights of your colleagues from other departments, and share your feedback and suggestions with them. Build trust and rapport with your team members, and communicate clearly and effectively.

Sales engineering is a challenging and rewarding career that combines technical expertise, business acumen, and communication skills. As a sales engineer, you are responsible for demonstrating the value and benefits of your products or services to potential customers, while also addressing their questions and concerns. But how do you stand out as a sales engineer in a competitive and dynamic market? Here are some tips to help you excel in your role and impress your prospects, clients, and colleagues.

Camera zoom lenses allows to change the angle of view without moving and are more versatile than prime lenses. The downside is that maximum apertures are not usually as fast as the fastest prime lenses. For example, an f/1.4 zoom would be ridiculously expensive and massive.

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Rather than talking the bookish or predefined qualities of your product one must look at the utility of those benefits to the customer. This makes customer realise the advantage he/she gets. Many a time a technical sales person must make a customer realise the need of the product. This may make it easy for the customer to decide fast.

Wide-angle lenses or short focal lengths offer a great opportunity for shooting landscapes, cityscapes, Milky Way photography, and Northern Lights photography.

By taking the crop factor of a specific sensor and multiplying it by the field of view, we get the field of view as if it were viewed in the 35mm standard.

Can you help me understand why a lens advertised as 60 mm f2.8 macro is described as 120mm and equivalent to 35mm focal length? I am completely bewildered.

Seeking feedback and improvement hits on many levels, most notably about yourself, and of the product you are representing. A good SE will not only ask for feedback but will act on it when necessary. Feedback often differs depending on how many AEs you support, or the prospects you work with. Good SEs will be able to adjust for all AEs. This builds trust and elevates you as the go-to SE for new opportunities. Additionally, SEs get first-hand feedback from prospects about their likes and dislikes of the product and often come up with questions about features/functionality that may not have been considered by the product team. This is vital information that SEs can use to communicate with product teams that can help close deals.

In practical terms, angle of view and field of view are used interchangeably in photography to indicate the way our cameras “see” the scene, and using a short focal length or a long focal length will change drastically the field of view or the amount of the scene that is photographed.

Well, I started my career as a sales Engineer! Sales engineering being this unique blend of tech know-how, business savvy, and people skills. It's like being a triple-threat in the corporate world. You're not just selling a product; you're selling solutions, and to do that effectively, you've got to understand both the tech and the business needs of your client. It's a juggling act, but when done right, it's super rewarding. Standing out in a competitive market? I'd say the first thing is to really know your product inside and out. You can't solve a problem you don't understand, and you can't sell a solution you're not familiar with. Secondly, it's all about building relationships. People buy from people, not companies.

Collaborating with my team as a sales engineer, we successfully implemented a state-of-the-art data analytics solution for a Fortune 500 client. My role involved identifying the client's technology stack and developing a detailed implementation plan. The pre-sales team provided valuable insights into the client's business goals and challenges. The solution architects designed a robust framework that integrated seamlessly with the client's existing infrastructure. The deployment team executed the plan flawlessly, ensuring minimal disruption to the client's operations. The post-sales team provided exceptional support, ensuring the client achieved optimal results from the solution.

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Remember that if you tend to specialize in any type of photography, it’s crucial to understand how focal length affects your image so you can have a better idea of what sort of lenses you should be shopping with, as well as the impact they have on a subject and background. You can download my PDF photography guide to get more information about this.

These lenses take on an expansive field of view that’s wider than what we normally pay attention to. An image taken with a 15mm lens will seem abnormally expansive, taking, for example, an entire landscape with ease.

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Feedback is a gift. Don't ever be afraid to hear your evaluation from a trusted people around you. Also, you may ask for Thier feedback to know your strength points

Focal length can feel a little abstract when looking at one lens versus another. One of the easiest ways to understand focal length is to look at images that use the lenses in question! To wrap up, here are some focal length examples for you to consider:

Photographs taken with short focal lengths show distortion in certain elements; those closer to the foreground are magnified whereas all the elements in the background will show a diminished perspective.

Focal length also relates to field of view (also called angle of view) because changing the focal length changes the field of view – I’ll explain more about how the field of view and focal length of a lens interact with each other in greater detail below.

Focal length differences are especially stark with wide-angle lenses. Each mm of width makes a visible difference, unlike telephoto lenses where it takes several mm to be easily noticeable.

One way to stand out from the crowd as a sales engineer is to grow your ability to teach others what you know. Silos are dangerous in any field, both for the company and the individual. If you have a willingness and an ability to share your expertise in a way that elevates your teammates and unblocks your prospects/customers, you will provide more value to your organization than you would bring just by being an expert on your product or service.

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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As a sales engineer, you are expected to be an expert on your product or service, as well as the industry and market trends. You need to be able to demonstrate your product's features and functionality, explain how it works, and troubleshoot any issues that may arise. You also need to keep up with the latest updates, enhancements, and best practices of your product, and be able to compare and contrast it with the competitors. Invest time and effort in learning your product inside and out, and use it yourself as much as possible.

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These super long focal lengths are usually more expensive but they allow to capture subjects from a very far distance like in sports and wildlife photography, and to shoot other genres like deep astrophotography.

A Fresnel lens can be made much thinner than a comparable conventional lens, in some cases taking the form of a flat sheet. A Fresnel lens can also capture more ...

There are great apps and websites that allow you to calculate depth of field for a given focal length, aperture, subject distance, and sensor.

Fixed lens camera focal lengths can also be multiplied by the crop factor of the sensor in order to compare it across formats. This is generally only important if you’re trying to replicate a look across focal lengths; i.e. you know you want a 135mm full-frame portrait style.

To stand out as a sales engineer, focus on a customer-centric approach by truly understanding the client's needs and tailoring solutions to their specific challenges. Clear communication is essential, both in explaining complex concepts in simple terms and in actively listening to customer feedback. Showcase your expertise through problem-solving, using real-world examples and case studies to illustrate your solutions. Building trust through transparent and ethical interactions and providing post-sale support further sets you apart as a reliable and valuable sales engineer.

Please note that lens compression is not related to the lens, but to the distance from the subject (Ex. You can achieve the same field of view and perspective shooting an element with a short focal length like 20 mm or cropping the same area from a 50 mm as long as both images are taken from the same distance).

Focal distance is the distance between the subject you are focusing to the camera sensor. Lenses that can work at close focal distances have higher magnification (or reproduction ratios) relative to lenses that need you to stay far from the subject.

A 100 mm lens with an aperture diameter of 25 mm will have an f-stop value of f/4, for example. In the case of a macro lens, the f-stop increases because the ...

Un ingénieur commercial positionné sur des projets longs et complexes ne peut pas mener sa vente seul. Il doit s'appuyer sur des ingénieurs techniques avant vente. L'ingénieur commercial doit créer une relation et une confiance importante aves ses avant vente pour obtenir le meilleur d'eux. Enthousiasme, motivation, envie. Pour cela il faut savoir communiquer constamment avec ses équipes.

One of the most important skills of a sales engineer is to understand the needs, pain points, goals, and preferences of your audience. Whether you are presenting to a technical decision maker, a business stakeholder, or an end user, you need to tailor your message and approach accordingly. Research your prospects before the meeting, ask relevant questions, and listen actively to their feedback. Show them how your solution can solve their specific problems and deliver value to their organization.

So what are the mm in lenses? The key is to understand that focal length is calculated by measuring the distance from the optical center of the lens to the image sensor, and this distance is measured in mm. The longer the focal length, the physically longer the lens will be. Lenses with a wider view will have a shorter focal length and are physically shorter by comparison.

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Macro lenses have the highest magnification due to their unique construction, which reduces the focal distance they operate within and allow you to focus in very close subjects.

After you deliver your presentation or demo, you need to follow up with your prospects and clients, and follow through on your commitments. You need to send them a summary of the key points and next steps, ask for their feedback, and address any concerns or issues they may have. You also need to deliver on any promises you made, such as sending additional resources, scheduling another meeting, or providing a trial or proof of concept. You need to show them that you are reliable, responsive, and professional.

However, using a prime lens means that you have to physically move in order to create a given field of view. Which kind of lens is better is an age-old question and really comes down to your own personal preferences!

A prime lens can’t be adjusted and its focal length and field of view are fixed. The trade-off for flexibility in focal length is usually a wider aperture and better image quality because the prime lens can be optimized for its angle of view. Usually but not always; some top-quality zoom lenses nowadays are absolutely comparable to prime lenses in terms of quality for a given focal length.

Focal length is one of the main considerations when buying and selecting a lens. And understanding how focal length works is essential to capturing the photos you want. Otherwise, you’ll be choosing lenses with random angles of view that only serve to confuse you with choices.

Understanding focal length in photography can feel a bit overwhelming when trying to account for all of the ways it changes the properties of an image. Below, I’ve outlined the focal length differences across the major fields of view.

As important as it is to know your own product, it can be as equally important to know your customer's other products. This will allow you to confidently show your prospective clients how your solution can mesh with their existing infrastructure. Showing a less burdensome adoption path can often make the difference in closing the sale.

Un ingénieur commercial résout des problèmes dont un client peut ignorer l'existence d'une manière qu'il ne peut peut être pas comprendre. En tant qu'ingénieur commercial, vous êtes une ressource précieuse pour vos clients, vous avez une vue d'ensemble de l'entreprise grâce aux compétences importantes du produit, du marché, de la concurrence, de l'organisation et, surtout, de la vente. Naviguer tous ces domaines peut s'avérer difficile, mais grâce au travail d'équipe et à la coordination, un ingénieur commercial finit par fournir des solutions de support produit et des conseils exceptionnels qui aident les décideurs à prendre des solutions économiques pour accroître leur business.

This concept can be complicated when the crop factor and the field of view come into play since we began to ask what is the equivalence of the focal length of a lens using it in a camera with a different sensor format.

How focal length works is by describing each lens in terms of millimeters (lens mm). This description is a hard-physical reality of the lens in question, no matter the brand, format, or aperture.

While we do go into some depth here and there are some confusing elements surrounding the topic, I’m confident that by the end of this article, you’ll have a solid foundation on what is focal length and how it relates to digital photography.

Normal or standard lenses have a focal length between 35mm and 50mm in full-frame terms. When comparing across formats, they have a field of view that’s also equivalent to a normal lens. These lenses best duplicate how we see the world.

Important thing to take into account about this job. You are sales but also an engineer. Therefore somehow clients and prospects tend to let the guard down since they know that you are not just sales. This is a great advantage and should be used properly. I am even more lucky because in my country the job name is Engineer Sales therefore this helps even more in people not seeing me as a seller and more as a technical person.

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All great points. I would only add, if a client indicates their problem and your technology may address it several different ways, always be able to offer them which is the best way to address the problem. Clients are uncomfortable when they have to choose rather than the SE explaining the best solution based on their situation.

You need to understand the competition. You should know the differences between you and other solutions. You should know how your competition talks about your solutions. If you don't know what information your prospect is hearing from the competition, you miss opportunities to proactively handle objections. Watch their demos, trial their software, ask your prospect questions about what they like from other services. Learn as much as you can to be better prepared.

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As a Sales Engineer The first step forward towards your Target is identifying your Goal then the strategy to approach your objectives is by studying with a big picture view your position at the market by doing market research about the organization that you represent with a detailed Swot analysis to your products and a very very carefully study about Competitors then you can implement your plan within the required scope.

Lens focal length is a surprisingly nuanced topic! A simple physical measurement leads to so many considerations that go into how an image is composed. From the angle of view to depth of field, no aspect of a photograph goes untouched.

As you can see, the focal length we choose affects the final image. Also, the field of view and lens distortions fundamentally affect the type of photography you do.

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Use storytelling techniques to illustrate the problem our product solves and how it addresses customer pain points. Provide interactive demos that allow the audience to experience the features and benefits of our product firsthand. Offer case studies and testimonials from satisfied customers to build credibility and trust. Use visual aids such as diagrams, charts, and graphs to simplify complex concepts and make the presentation more accessible. Encourage questions and dialogue throughout the presentation to foster engagement and build rapport with the audience.