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

Have you ever felt that your job’s scope of work is too broad and that there actually is a separate profession on a certain task you tackle? Fil Capiral currently works as a Senior Solutions Engineer at Shogun, an e-commerce service provider company, and he shares his experience on focusing on sales engineering, a role he’s been doing besides coding, computer science, and consultancy for more than 10 years. In this episode, Fil shares how he was able to identify roadblocks and come up with solutions that differentiated him and allowed him to get a promotion to a management role. Full show: https://wethesalesengineers.com/show203

Reading body language is not very easy, but we can control what body language we want to convey to the people, and that is what I discuss with my guest, Mark Bowden. show notes at https://wethesalesengineers.com/show61

Do you want to be more productive? Have you ever wondered how the most successful people are able to accomplish so much in a day? What’s their secret? In this episode, Chris White is back to chat about all things productivity, goal setting, and habit building. He shares how he gets his tasks done during the day, how he reflects on his goals, and some top tips for being more productive as a sales engineer. Chris White is an accomplished author, trainer, coach, teacher, and Sales Engineering leader. He penned “The Six Habits of Highly Effective Sales Engineers”, an amalgamation of over a decade of experience in the field where Chris is able to articulate the importance of a number of key habits that will lead any SE to success. Full Show: https://wethesalesengineers.com/show202

Are you a sales engineer very early in your career? Do you feel like you lack mentorship in your current company and need to find support and guidance somewhere else? Or perhaps you’re in a different role and sales engineering seems to interest you, but you’re still not 100% sure if this is for you? Well, I hope this episode helps you because we’re talking to a listener of the podcast who has been in the same boat and has finally landed a role in a company she likes. Christelle Joseph has just moved into a sales engineer role at Snowflake. Christelle and I have worked together through her challenges in her previous role, and through these sessions, we came to the realization that it would be best if she finds a Sales Engineer role elsewhere. We discuss why in this podcast.   Show Notes: https://wethesalesengineers.com/show201

Welcome, you made it to our 200th episode of We the Sales Engineers Podcast! Whether you’ve just started tuning in to this podcast or you’ve been listening since the very beginning, thank you for your support! It has been my privilege and great pleasure to share all the lessons and experiences we’ve had on the show. With that, here are 20 lessons I’ve learned from recording 200 episodes and having countless conversations with people inside and outside the sales engineering space!  Shownotes: https://wethesalesengineers.com/show200

What is one piece of advice you give to new SEs or you've received? I talked to Jeff Margolese, who gives his advice. We discuss what Sales Engineering is to him and how he has decided to run ServiceNow's Sales Engineering department.   Full show: https://wethesalesengineers.com/show199

As an SE, we get to do the fun stuff. That’s according to our guest today, but I would agree with him 100%. Our job is one of the most rewarding jobs out there and yet, there are still many ways where our role could be improved. That’s why in today’s episode, Justin shares why he loves sales engineering so much and how he helps other SEs to become better as an SE manager. Justin Hammon is the Manager of the Solutions Engineers at CivicPlus, an expert in local government website design, development, content management, and e-government tools and applications that promote community involvement and participation. CivicPlus does software solutions for local government, specifically in the United States, Canada, and Australia.   Shownotes: https://wethesalesengineers.com/show198

Paul Urfi is the Director of Solutions Engineering at Armory.io, an enterprise software company commercializing the open-source continuous delivery platform, Spinnaker. Armory enables enterprises to unlock innovation by reliably deploying software at scale, leveraging our enterprise-grade, multi-cloud continuous delivery platform, and 24/7 expert support.   In this episode, learn how Paul went from SE to SE leader to now Director of Solutions Engineering, why he is so passionate about building great presales teams, the important things to remember before going into a discovery call, and the role SEs have to play in the entire sales cycle. Show Notes: https://wethesalesengineers.com/show197

In this episode, Tim Brömme and Jan-Erik Jank come back to the podcast to have another casual chat around their roles as a sales engineering leader and an individual contributor, what they love about presales, how to coach team members, and what character traits most companies are looking for when hiring sales engineers. Tim Brömme and Jan-Erik Jank are presales professionals and leaders with a passion for technology, people, and leadership. They are also hosts of the Sales Excellence Podcast, a podcast for Software B2B Sales & Presales. In this episode, we chat about how they started podcasting, what they love about it, and what they want to improve upon.     Show notes: https://wethesalesengineers.com/show196

  If you’re a sales engineering manager, you know that your people are the lifeblood of your company, and you want to help them succeed as much as possible. But how? It's not enough to just give them tools and training. They need support too – someone who can answer questions when they arise or even anticipate what those questions might be before they happen so you can preemptively address them. That's why in this episode, we have Derrek Young with us to talk about how you as an SE manager can provide support for your team members and make sure every one of your SEs has everything they need at their fingertips so that nothing gets in the way of closing deals faster than ever before. Derrek Young is the Worldwide Director of Sales Engineering at Stack Overflow. In this episode, you will discuss how to get to know your team, the LOLA approach, and most importantly, build a culture of feedback.   Show Notes: https://wethesalesengineers.com/show195

Currently, there’s the Great Resignation happening. However, it’s been difficult retaining good talent for a while. Some individuals move companies in a few months, others in a couple of years. Those who stay with one company for more than 10 years are rare. Is it even a good thing to stay with one company that long?   Damien Hanna, the President of The North American Association for Sales Engineers and an active SE Leader at Citrix comes on the show and we discuss why people move, how organizations and SE leaders can entice people to stay, and having tough career conversations to move up the ranks, or move out of the company.  

Sales Engineering is not an easy profession. SEs have to deal with many people, from Sales, management, to customers. It is especially harder when the sales team was recently known as an implementation-only team. This is where Andre Peixoto finds himself, managing a brand new Sales Engineering team that was, until recently, an implementation team.  We discuss what are the challenges that Andre and his team have had to overcome, and what he sees as the future of his team as they are growing and shifting into a true Sales Engineering organization. Full show notes: https://wethesalesengineers.com/show193

Jason Cutter is a Sales Success Architect & Keynote Speaker and Author of the book Selling With Authentic Persuasion. He has spent the past 17 years selling and leading sales teams. He’s seen the perennial problems facing salespeople and has helped individuals and teams move past their insecurities and find success in sales. Hopefully, in this episode, he can help you do the same as a sales engineer. https://wethesalesengineers.com/show192  

The world is a changing! It's getting harder and harder to meet customers face to face, but easier and easier to touch them indirectly. This week we talk to Patrick Pissang, the author of The Social Sales Engineer. We discuss why he wrote this book, and how Sales Engineers can turn into Social Sales Engineers.   Full podcast at https://wethesalesengineers.com/show191

Sales Engineering is the perfect role for a mother or a father. We get to set our own time, on our own schedule, and be there for our family. We also get to be great at something.   Show notes: https://wethesalesengineers.com/show190

  One of the most important and most challenging steps toward completing a POC or proof of concept is getting a technical win. As sales engineers, we're expected to fulfill the customer's requests but at the same time also guide them through the complexities of the buying process. Is there a way to make it easier for you and your customers? Find out as we talk to a lifelong sales engineer as he shares his learnings on how to evaluate sales procedures, increase technical close ratios and reduce the length of sales cycles in this episode of We the Sales Engineers.

What are the three biggest ingredients of a successful SE? Find out on this week’s podcast, as we bring on Mike Atkinson of Armis. Mike is the Principal Solution Architect at Armis, and a cybersecurity leader with broad experience in consulting practice management, presales engineering, project management, security policy, network design, and troubleshooting. He has interviewed over 200 sales engineers over the course of his career and he is also an experienced speaker and co-founder of the Chicago Security Meetup.   Shownotes: https://wethesalesengineers.com/188-amazing-interview-stories-with-a-principal-sales-engineer

How do you explain what sales engineering is to someone completely new to the organization? Are introverts better than extroverts at becoming sales engineers? Let’s find out in today’s episode with Amir Ibrahim. Amin Ibrahim is a PreSales leader with seventeen years of experience in tech and currently helps companies smash sales targets by building strong teams and amazing careers. He is the Senior Director, Value & Solutions at Hootsuite, and is passionate about building, whether it's new teams, roles, sales motions, or ways to use technology. Shownotes: https://wethesalesengineers.com/show187

I’m joined today by Kyle MacArthur, a Presales Strategist with 16 years of experience consulting with Fortune 500 customers in both the USA and the UK and has worked across industries including Retail, Banking, Insurance, Telecommunications and more

#SalesEngineering is a weird role. We don't go to school or university to learn about it. Most people who do it started their careers doing something else. Today we talk to Andrew who finds SEs in the strangest of places as well. Check out the shownotes: https://wethesalesengineers.com/show185