#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.
#93 What not to Say in a Demo
There are a lot of things that are said during demos, some are canned, some are improvised, but all are always geared to get you and your audience in agreement and towards a sale. Not all words are equal however, and there are some words and phrases that can be detrimental to your success. Today we discuss some words and phrases to avoid when you’re demoing.
#92 Putting Yourself in Positions to Move Ahead.
Many Salespeople have their origins in being Sales Engineers first including our guest, Ricardo Guzman. Drawing on how he was treated as a Sales Engineer, he treats his SEs differently and also uses his technical knowledge to speed up the sales cycle.
The Diversity of Role of Sales Engineering
Bini, my cohost, just started reading Mastering Technical Sales by John Care. We wanted to discuss a bit about it, and discuss the diversity in the role of Sales engineers.
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