#33 Introvert and Extrovert Sales Engineers with Neil Lynch
We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
Release Date: 12/03/2018
Navigating the Presales Landscape From Green Shoots to Growth
We 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
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Generate Great Revenue By Using Solution Engineers As Marketing
We 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
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Expand Your Solution and Value Selling through Insight Selling
We 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...
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Working With Customers To Realize Value Through Customer Success
We 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...
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Overcome the Boredom by Finding Something You Love
We 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...
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To Secure Your New Job, Execute A Sales Process
We 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
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Dealing with Stress as a Sales Professional
We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
Life does not exist without stress. There’s also added stress when you’re in the sales world. So I wanted to share the causes of stress as I see it, and how I handle it. show notes: https://wethesalesengineers.com/show307
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Merging Creativity with Science For Amazing Career Growth
We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
Engineers are not usually known as creative types. This is a strange notion for me as I think engineers are some of the most creative people. We might not be creating art (although some engineers are artists), but we are being creative in solving a set of problems. The problem is it doesn’t show to the outside world. But there are ways to do so, and Melanie Flores, my guest for this week found out that she can do it through Solution Engineering. It’s not just about solving a problem creatively. It’s about telling stories and asking questions where creativity can shine while...
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Going on a New Adventure and Becoming the Confidence Generator
We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
A big piece of Sales Engineering is Sales. Most engineers don’t like the sales part of Sales Engineering, but it’s what SEs have to excel at to be good at their jobs. Taking it a step further, SEs have to excel at knowing their customers and that will make every aspect of sales easier. These are all topics of conversation that Alvaro Tuscano and I get deep into, in addition to the challenges of presales in Spain specifically, and how he overcame them to become a great SE and a trainer for other SEs. show notes: https://wethesalesengineers.com/show305
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#304 Captivate Your Audience with a Few Simple Tricks
We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
In this engaging conversation, Jason Zeikowitz discusses his experience as a Salesforce Technical Trainer. From handling an array of situations from training salespeople to construction workers who are initially resistant to using new technology, Jason shares the importance of combining questioning and communication to engineer buy-in. show notes: https://wethesalesengineers.com/show304
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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.