4/1/1 Discovery and Learning
4/1/1: 4 Random Thoughts from me, 1 tools to help Sales Engineers, 1 quote for motivation 4/1/1 Wednesday 4 Random Thoughts, 1 Tool, and 1 Quote (April 15, 2020) Welcome to the…
#104 A New Challenge Every Day
Facing new challenges can be scary, but if you know you want to face it, then face it, and you’ll be better for it. Today’s show has a relatively new SE, Tobias Metz from Cisco Systems, shares his views on what SEing was before he started vs. now and shares quite a bit about what he has learned coming from a more process oriented side of the business to where he is now.
#103 It’s All in the Pudding
Vik Arya, CEO and Co-Founder of Pudding.App has had many years of experience honing his craft as an SE and SE Leader. Now, Vik has found a valuable niche as an enabler of SE Teams to be more effective in how they deliver proof of concepts (PoCs).
#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.
#97 Inspiring Fierce Loyalty
Liz Whitaker-Freitas is a Sales Engineering Manager at Splunk, one of the leaders in managing and interpreting big data for organizations in today’s data-driven economy. Today’s show covers Liz’s unique journey into sales engineering and SE Management
#96 Inch Deep, Mile Wide: A Generalist’s Story!
Bryan Young is an experienced SE who works for Cisco, one of the largest technology conglomerates in the world. Today we cover some of the unique perspectives of an SE who has to know so much about a constantly changing technology stack. We also discuss the dynamic between SE Generalists and Specialists, the importance of understanding the human side of selling, social selling, and a number of other topics.
#95 The 6 Habits of Highly Effective Sales Engineers
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.
#94 Launching your Career as a Sales Engineer
Starting as a Sales Engineer is a daunting task. There is not a manual, and in many cases, there is no mentoring. You are supposed to figure out on your own. In Jacob’s case, he asked for a coaching call and agreed to get it recorded.