#116 A Song of Fire and Gold

Rob Falcone is the author of Just F*ing Demo, and he joins us on the show to discuss his history, how he got to Sales Engineering and then Director of Sales Engineering, and what pushed him to write his book. 

In this show, we will discuss:

• Demo differenced between Customer Success and Sales Engineers, his struggle in adapting his demo techniques when he moved from Customer Success to Sales Engineering and how he got over it. 
• Evolution of Demos in the SaaS age. How SEs have improved at it in the last few years
• Learning from our buying experiences. 
• After having Sales Experience, why did he chose to go back to Sales Engineering
• Challenges and Opportunities of Product Let Growth and Sales

The Not So Fire Round

1- What is the one thing you love about being an …

• • Breadth – You get to do so much in the day to day of the role. 

2- What is the one thing you would change about your job

• • What he would change has changed. 

3- Books or resources every SE should read (Which book should we start with)

• • Any of the good books around sales: 
    • Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal by Jeb Blount
  • Watching good speakers – Magicians
  • Watching Comedians:
    • Humor That Works: The Missing Skill for Success and Happiness at Work by Andrew Tarvin

4- What separates the great SEs from the not great ones

• • Dedication to the craft
  • Listening
  • Flexibility

Other Links from the Show

Just F*ing Demo!: Tactics For Leading Kickass Product Demos by Rob Falcone

Rob’s LinkedIn

Dean Kalawari LinkedIn Live Session