We The Sales Engineers: A Resource For Sales Engineers, By Sales Engineers

My discussion with Mark included whiteboarding instead of presenting, pitching instead of demoing, and storytelling as a means to show the value of a solution.

Interview with Brian Geery to discuss what makes a good demonstration, how can the account manager be involved, and creating demonstration checklists

Nick Korte and John White discuss their career path into sales engineering, changes in perspective since starting, soft skills and more

We discuss Nilesh's path to Sales Engineering, how his previous jobs help him with the SE role, overlay sales, training, and demonstration.

Julie Hansen and I discuss what is needed from Sales Engineers before a demonstration, some tips on how to perform the demonstration and what it should contain.

Interview with Thomas Bieser where we discuss working with partners, account managers, the proper discovery, MEDDIC and more.

Goal Setting is something we do not generally do as Sales Engineers, so I discuss the method of goal setting that has worked for me. 

I discuss the pros and cons of the sales engineering role.

With over 15 years of experience as a Sales Engineer, Rui discusses his role as a channel Sales Engineer supporting customers world wide, as well as demonstrations and storytelling.

Juppreet Bath has been a Sales Engineer for many years now, we discuss how he got the job out of university, commodities vs solution sales, Proof of concepts, and outlook changes

  My discussion with Neil was jam packed with info from training, to the pillars of being an SE, the ability to improv, SE Management and more.

Adam and I discuss doing framing and preparing a presentation, a whole list of books, and getting better every day.

Greg Holmes, Director of Sales Engineering, joined me today to discuss the SE Soft skills, flexibility with customers, and ensuring customer success

Michal had 10 years of experience as a Software designer before doing the switch, and we discuss a lot about that specific topic, why he switched, what challenges he faced, the differences between the 2 roles

We discuss how Anthony went from a customer to a Sales Engineer, his view on what makes an SE good or bad.

Sales Engineers make mistakes, and in this episode, I will discuss with my guest, Wes, about common mistakes we do, as well as the benefits of mentoring.

Daryn was a Solution Engineer before there was solution engineers. We talked about the most important SE skill, mistakes and objection handling among other things.  

Fun conversation with Moni where we get into one deal where he and his SE worked as a team to upsell a customer in a competitive environment.

Many aspiring SEs are asking me how they can get an job as an SE. This episode is dedicated to them.

Anthony Iannarino, an author, speaker and sales leader joins me today to discuss the Account Manager/SE relationship, and the different levels of value.