Skills needed for SEs are much different than those in larger organizations, potentially. Also different products being sold to IT could require different skills. We discuss these topics with our guest.
Salespeople usually have more visibility in their organizations. When a CEO or CTO wants to give kudos to a Sales team, they usually mention the Salesperson's name, and if they want to be more inclusive, they would say "and team". I have always been curious about this, so we decided to talk to a COO to see what his view is about Sales Engineering
Startups are difficult. The Founder could very much involved and not getting out of their own way. SEs might be an afterthought. So we talk to Joseph Fung on how Startups should be selling
The Sales Engineering role has been through several revolutions. We have moved from being a technical resource, to demo jockies, to value sellers and now we are moving into the social world. That is what we discuss with our guest
If we want opportunities to fall in our lap, we need to be prepared for them. That means we usually have to start investing our time and effort months before the opportunity is even an option.
We are not perfect. Mistakes can be made. Some small ones that we can just brush off, others that are big. Big enough that causes someone to lose on a guaranteed job.
What differentiates someone as a good leader? This can happen before the person is even promoted to a leadership role. Today we talk to Sonu and see his story and he became the reluctant SE Manager
Suriya Yerramilli decided that she wanted to become a Sales Engineer. She figured out what she needs to in order to become one, and she sacrificed to get there. Today she shares her story.
A major aspect of Sales Engineering is performing a demo. Some managers have time to go through their SEs demos, but most of the Sales Engineer Managers have other urgent issues that need their attention. That’s where Kerry comes in. He has reviewed countless demos and coached so many SEs, and today we will talk about what he looks for in a demo and how we can improve it.
In today’s podcast Bini and I explore the top five mental hurdles most Sales Engineers run into throughout their SE career and how to overcome them
Handling Objections is not just a salesperson's task. The Sales Engineer has a lot to do with that, with understanding the customer's fears and addressing them properly.
Moving jobs is stressful enough, but moving as a VP of Sales Engineering, owning a continent, is a different kind of stress. We discuss that with Greg Holmes, how he managed the move and handled working with a new team.