A leader can make a huge difference in someone’s career. Leaders can take an active role in pushing a Sales Engineer forward to achieve their goal, a passive role in doing that, or an active role in holding them back. Our conversation with Gary is all about pushing SEs forward.
On this podcast, we dove right in. Gary was working for a small company that got acquired by Oracle (a large company). We discuss what that was like initially and how to make the most out of it.
We also discuss the difference between SEs and Customer Success, and the difference between those 2 when the organization gets bigger.
- Who would function better as an SE, and who would be better suited as a Customer Success Manager (CSM)?
- What are the challenges of being bought by a bigger company?
- What is the upside of being purchased by a bigger company?
How a Sales Engineer can use our strengths and style to build your own manual. How leaders can help Sales Engineers improve.
Thrusting a Sales Engineer in a leadership role even if they don’t want it. Do Sales Engineers have the right to say they don’t want to become managers?
Having high emotional intelligence – using Strengthfinders to understand your strengths and weaknesses.
Staying an individual contributor but still getting raises.
Do SEs like change? What do SEs look for in a job
As a leader, how can you understand what the SE wants in terms of career and knowledge and how can they work together to fulfill this career.
Leading through a rough time.
The Not So Fire Round
1- What is the one thing you love about being an …
- Technology always changes, getting exposed to the latest and greatest.
- As a leader, Gary enjoys watching SEs getting to the next level.
2- What is the one thing you would change about your job
- Gary would really focus on developing the sales leaders to have a better understanding of what we do.
3- Books or resources every SE should read (Which book should we start with)
4- What separates the great SEs from the not great ones
- Listening
- Communications
Other Links from the Show
Gary’s podcast about listening.
