The Discovery Meeting
What is Discovery? No, it’s not the ship from Star Trek. It is however just as important. When you walk out of a discovery meeting, you either set yourself up…
#16 Sales Engineers are Unicorns with Steven Shaffer
Quote of the Day: The pre-sales engineers are the ring masters of the sales process - Steven Shaffer In this show we will discuss: Recruiting company process Salary Ranges Important…
Salary Structure for SEs and AMs
https://www.youtube.com/watch?v=crY40Tffq3g& Before I got into sales, I had no idea what a sales engineer was, how they get paid, and what they need to do to get paid. I also…
#15 What’s an Independent Sales Engineer with Andrew Tesla
Quote of the Day: Communication is the only we have to do our work - Andrew Tesla In this show we will discuss: Definition of “Independent Sales Engineer” Andrew’s Sales…
#14 The SE Role from an Account Manager’s Perspective with Mike Emmert
Quote of the Day:If you can’t answer the question what should I have done differently, it’s not worth sharing - Mike EmmertIn this show we will discuss:Sales Person vs SESolutioning…
The Sales Cycle and the Role of the Sales Engineer
Awareness, Discovery, Selling, Agreement, Closed. These are the 5 stages of a sales cycle based on Salesforce.com one of the leading Customer Relations Management (CRM) tools. There may be other…
#13 LinkedIn Strategies for a better Career with Tim Mills
Quote of the Day:Think in terms of what you want to do, more so than what you are doing - Tim MillsIn this show we will discuss:Linkedin StrategiesPersonal Pictures on LinkedInJob…
A few things a New to the Job SE Needs to Know
First day on the job, I walk into the office an hour before I’m supposed to meet my manager and mentor.Since I’ll be talking about my mentor a bit here,…
#12 Resume Strategies with Tim Mills Part 1
Quote of the Day:On Target earnings is somewhere between 160K and 200K - Tim Mills In this show we will discuss:Qualities of Sales EngineersResume StrategiesJob Jumpers Listen Below: Download the Sample…
7 Tips for an SE to earn his Account Manager’s Trust
Last week I wrote about the SE trusting his Account Manager (AM). This week it’s the other way around, mainly since trust is a two way street. I believe it…
#11 Win the Presentation Game with David Hutchison
Quote of the Day: All great stories solve a problem - David Hutchison In this show we will discuss: Hutch’s career What is Fire Up Training? Who Hutch works with…
How to Trust your Account Manager(s)
Is this even a question that I’m allowed to ask? Who am I to ask it? A lowly sales engineer? What gives me the right to question my sales…