Work Behind The Curtin To Help Your Customers Better
We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
Release Date: 05/06/2024
We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
So I’ve been in sales for a while. A few years now, and I’ve worked with several SE either as a sales person, a mentor, or a coach. And we love to joke around and talk crap about salespeople. I mentioned this before but on my first week on the job, I traveled to a quarterly training for both SEs and Sales. We had a common training session (marketing slides) and when that session was over and we were about to split up, my manager (SE manager) stood up and said “SEs stay here, those who have a lobotomy go to the other room.” That’s how I was introduced to sales. It was a joke, and...
info_outline Work Behind The Curtin To Help Your Customers BetterWe The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
I caught up with Chris White on his Linkedin Live show a bit ago. This time he interviews me and we dig into what happens behind the scenes, or at least what should happen behind the scenes to make sure that SEs are successful in front of the customer. Everyone loves what we do on the front end, working directly with the customer, performing, and getting the Aha moment. However, we can not do any of that if we don’t prepare, if we don’t generate leads (even as SEs), or prepare for discovery, demos, and POV. We barely scratch the surface. But it’s a start. show...
info_outline Craving Cold Calls is a Matter of PerspectiveWe The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
AI is coming for us all. According to our guest, Anthony Palmoze, he’s heard many SEs talk about BDR being the first to become obsolete. So we jump on a call to dig into what BDR is and see if it will be obsolete, or more specifically, what parts will be taken over by AI. show notes: https://wethesalesengineers.com/show315
info_outline Selling to Sellers and How Solution Engineers Can Add ValuWe The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
I have my own opinions of what sales engineers should do, and how they should be involved in the sales process. My opinion is that they should be involved, early and often. But I sell in the enterprise market, with a small number of customers. My SE is tied only to me, and the main decision-makers are the users who use the product. So it would make sense that my SE is heavily involved, follows up post-demo, and maintains relationships. But when your product is being sold to other Salespeople, and the goal is to show them how easy it is to use, and the SE that supports your...
info_outline Navigating the Presales Landscape From Green Shoots to GrowthWe The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
Over the many years that I’ve been doing this podcast, we’ve talked about the skills required, how to manage the team, communication, relationship building. But we’ve never discussed the SE Big picture, how external factors like the economy can affect the role, and what moves can be made internally to save money. So I invited John Simpson on this show to discuss that. John is the former head of Solution Engineering for EMEA at Qualtrics do discuss this in more detail. show notes: https://wethesalesengineers.com/show313
info_outline Generate Great Revenue By Using Solution Engineers As MarketingWe The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
Solution Engineers have a lot on their plate, and I have the pleasure of adding one more thing to that plate...marketing show notes: https://wethesalesengineers.com/show312
info_outline Expand Your Solution and Value Selling through Insight SellingWe The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
There are so many different selling techniques. I’ve personally been trained in Solution Selling and Challenger Selling. Full disclosure, I love Solution Selling, but hate challenger selling. I’ve also read SPIN Selling and then I noticed that a lot of them are similar, but they are all geared towards salespeople. But Solution Selling was introduced a long time ago. Some say in the 70s, but I don’t have a source for that. Since then, solution selling evolved into Value Selling, and now the latest iteration is Insight Selling. My guest, Sherri Mazza, is writing a book...
info_outline Working With Customers To Realize Value Through Customer SuccessWe The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
At the ground level, we all put our heads down and work. We demo, discover, and manage support calls. How we do all that is the tactical work. But what about the strategy? How do we move an entire organization from reactive to proactive? How does the organization incentivize people, or in other words, how do they line up their interests with their employee’s interests? These are some topics I discussed with Fadi Bassil, the VP of Support at Incorta. Fadi is a fellow Lebanese, but that’s not what’s important. What’s important is what he has been able to achieve in such a short...
info_outline Overcome the Boredom by Finding Something You LoveWe The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
Many of us go to university, wondering what we are supposed to study. Those of us who complete it then graduate, wondering what the job would entail. Once we get the job that we may or may not have thought we wanted, we find that we are bored out of our minds. Some people stick with it and learn to love it, or simply stick with it. Others try to find a solution. That’s what today’s guest did. Sameer Kausar found himself in a job he was not excited about. So he looked within, and looked around, and identified Sales Engineering as a potential dream job. Since he got the job, he...
info_outline To Secure Your New Job, Execute A Sales ProcessWe The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
My guest for today is Chris Beaumont and he is a recruiter. We discuss how people should approach the job hunt, and what they can do to increase their chances to secure a job. We also talk about what employers are doing wrong while they are trying to fill the few recs they have open. Show notes: https://wethesalesengineers.com/show308
info_outlineI caught up with Chris White on his Linkedin Live show a bit ago. This time he interviews me and we dig into what happens behind the scenes, or at least what should happen behind the scenes to make sure that SEs are successful in front of the customer.
Everyone loves what we do on the front end, working directly with the customer, performing, and getting the Aha moment. However, we can not do any of that if we don’t prepare, if we don’t generate leads (even as SEs), or prepare for discovery, demos, and POV. We barely scratch the surface. But it’s a start.
show notes: https://wethesalesengineers.com/show316