#102 Selling to a Very Technical Audience
Trevor Lancon joins this week’s show to share his insights on selling to an extremely technical audience - an audience that’s expected to be more technical than he is.
#101 Moving from the Dark Side
Career paths for technical folks going into sales is Sales Engineering and then Sales. Matt took a different route where he started off as a Salesperson and then moved to Sales Engineering. Here's his story.
#100 Cast A Big Shadow!
The Centennial Show. Show 100. This one is a special one, bringing together three behemoths in Sales Engineering leadership to speak about Sales Engineering as it is, where it came from, where it’s going, how it's valuable and how to be better at it. Chris White, Greg Holmes and John Care share their insights in this show you do not want to miss.
#99 The Importance of Discovery
In order to deliver the best demo, the best presentation, the best value to any customer/prospect, you have to know what they want. The way to find out what they want is through a process called Discovery. Today’s show welcomes back Chris White, author, leader, consultant and coach, to explain his views on discovery: what it is, how to do it well, and why it’s important. There’s something for everyone in this show no matter your experience level. Enjoy!
#98 Enabling Sales Enablement
Nathan Fierley is the Senior Director of Sales Engineering at Bigtincan, a company that empowers sales organizations through sales enablement to provide the resources necessary for sales teams to more effectively sell to their target audience.