#257 New Adventures and a New Way of Sales Engineering
In this episode, Trevor Spires talks about what are the pros and cons of working in a larger, more traditional company vs. working in a startup.
#247 The Rules of the Sales Cycle And Presales Engagement
In this episode of the Sales Engineering Podcast, I present to you what happens in one of these SE Hotline coaching sessions. In this particular session, I coached Jean Lubin, a Solutions Consultant at Standardtech who describes himself as “a customer-focused individual that enjoys helping people solve problems.” This episode features a 40-minute coaching call where we dive into a comprehensive discussion of the sales cycle.
#240 The Ability to Shift Industries in the PreSales World
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
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.
#189 Eliminating Proof of Value Encroachment on Closing Dates
The Proof of Concept, where deals go to die. We discuss how we can manage this and make sure we don't lose any deals.
The Five Signals of Buyer Intent in SaaS Sales
The Five Signals of Buyer Intent in SaaS Sales The modern software buying process is long. Buyers consider many different vendors when exploring software options. In fact, according to Gartner research,…
#132 The Basics of The Proof of Concept
In this episode, Tony Matos drops in to discuss what is a proof of concept, when we use it, and how we can put ourselves in a position to win the deal through a POC
#29 Knowledge and Listening with Anthony Taok
Follow @WeTheSEs People buy from People - Anthony Taok In this show we will discuss: Good vs Bad Sales Engineers from a customer's perspective How Anthony moved from R&D to…
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…