SaaS | We The Sales Engineers

#266 The Mentality For Becoming a 1% Top Earner

Post author:Ramzi Marjaba
Post published:May 22, 2023
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In this episode, Sales Engineer professionals looking to transition into sales will find valuable insights and practical advice from Doug C. Brown. Doug is a sales and business advisor, author, and CEO of Sales Strategies, and he will share his experiences and tips on becoming a successful salesperson. Whether you're an aspiring salesperson or seeking to enhance your sales skills, this episode offers actionable strategies to thrive in the sales industry.

#259 How Side Hustles Can Help Your Career Amount

Post author:Ramzi Marjaba
Post published:April 3, 2023
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Ryan Friess is an experienced sales engineer who has worked for information technology and services industry for years. Currently, he is a Senior Sales Engineer at ID.me.

#258 Steps To Take If You Want to Become an Sales Engineer Leader

Post author:Ramzi Marjaba
Post published:March 27, 2023
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Paul H. Pearce is a Principal and Certified Training Partner at Great Demo!, a company founded by Peter E. Cohan, keynote speaker and author of a book of the same name. Paul H. Pearce describes himself as a “[c]ustomer-oriented, executive-level sales management professional with extensive experience developing strong and profitable client relationships, managing high-performance sales operations, and driving multi-million dollar contracts in an evolving Software-as-a-Service (SaaS) enterprise software market.”

#254 Strategies and Tactics to Finding Your New Job and Acing the Interviews

Post author:Ramzi Marjaba
Post published:February 27, 2023
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In this episode, interviewed Charlie Gerrior, a sales engineer for a decade and who is considered a leader in the SE world who helps other SEs get to where they want to go. On the show, he shares his best tips and strategies for how SEs who are currently in between jobs could find their next job, or better, their best job.

#245 8 Tips for Keeping Your Customers Engaged in Presales Presentations

Post author:Ramzi Marjaba
Post published:December 26, 2022
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Dan Caffarey returns to share several tips for keeping your customers engaged during pre-sales presentations. Dan uses his background as a Cambridge-qualified business English coach to provide tips on managing speech, body language, and voice during presentations, while I give my own advice from a sales engineer's perspective.

#244 Creating Guiding Principles and Supporting Behaviors

Post author:Ramzi Marjaba
Post published:December 19, 2022
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In this episode, Aaron Moncur shares how he fell in love again with engineering through entrepreneurship. As he shares in the podcast, gaining more control over the vision of your career by building a business that allows you to realize that vision could be everything you need to give engineering another shot.

#243 Presales Horror Stories from Professionals You May Know

Post author:Ramzi Marjaba
Post published:December 12, 2022
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Whether you’re new or seasoned in the presales world, you would have your share of both highs and lows. In this podcast, we often talk about the wins and how to become a successful sales engineer, but in this particular episode, we’re focusing on the other side of that. Along with my co-host Chris White and guests, Bill Balnave and Kerry Sokalsky, we share our very own demo and presales horror stories and the lessons we’ve learned from them.

#242 What Account Managers and Sales Engineers Need from Each Other

Post author:Ramzi Marjaba
Post published:December 5, 2022
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Sales Engineers cannot close a deal on their own. Neither can salespeople. That’s why we need to partner with each other and help each other solve problems.

#241 Becoming a DEO or a Do Everything Officer of Your Startup

Post author:Ramzi Marjaba
Post published:November 28, 2022
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Dan has more than 11 years of experience leading product and marketing teams. Before co-founding Saleo, Dan was the VP Media Strategy & Architecture and led the advertising product at Terminus, Head of Marketing at Cloudreach, and led Digital Marketing at SevOne.

#240 The Ability to Shift Industries in the PreSales World

Post author:Ramzi Marjaba
Post published:November 21, 2022
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Kyle Brown, a sales engineer at Zscaler in the enterprise market in the Chicagoland area. Kyle is very passionate about sales engineering making the switch from a sales role. He specializes in developing new business and brand loyalty through technical discussions, product demonstrations, proof of concepts, and product training using analytic skills to discover market gaps.

#236 Earning the Right From Customers To Dig Deep In Customer Discovery

Post author:Ramzi Marjaba
Post published:October 24, 2022
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Larson Stair is the CEO and co-founder of Gondola, formerly known as Demoflow, a sales enablement solution that helps to codify the sales process – whether it's discovery calls, product demonstrations with AEs and SEs, or better ways to be working together on those two parts of the sales cycle. Before starting his own company, Larson spent 10 years in the sales environment, having held multiple roles within SaaS as an SDR, SE, AE, and SC. He is deeply passionate about entrepreneurship, software start-ups, and full-cycle SaaS sales.

#233 Exploring Almost Perfect Preparation to Overcome the Imposter Syndrome

Post author:Ramzi Marjaba
Post published:October 3, 2022
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Kevin Naglich is the founder of Deliberate English. The company helps international sales engineers who have an intermediate or advanced level of English speak more confidently in presentations, meetings, demos, proof of concepts, and faster through active deliberate practice.