#293 Published Pricing, An Evil Marketing or A Business Need?
A few weeks ago a discussion started on LinkedIn about vendors providing pricing on their web page. Damian Tommasino was for (with nuance), and John Care was against (also with nuance).
#258 Steps To Take If You Want to Become an Sales Engineer Leader
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
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.
#251 A Brief Introduction to The Purpose of Customer Discovery Calls
In this episode of the Sales Engineering Podcast, we explore the different purposes of demos and discovery calls. We consider the different challenges inherent in them and the strategies we can employ to get around these challenges. Specifically, we focus on business discovery and technical discovery.
#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.
#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.
4/1/1 Making the Most out of The Little We’ve Got!
4/1/1: 4 Random Thoughts from me, 1 tools to help Sales Engineers, 1 quote for motivation 4/1/1 Weekly 4 Random Thoughts, 1 Tool, and 1 Quote We have come a…
#235 So What and Who Cares Enablement For Sales
Paul Newsome is currently the Senior Principal SE Facilitator at Oracle, and his mission is to help Pre-Sales Engineers make a difference by offering guidance to help them with their deals and career development.
#232 Aiming to be Obsolete As A Solo Principle Sales Engineer
Follow @WeTheSEs Share on facebook Share on reddit Share on twitter Share on linkedin https://youtu.be/ncSeACPJ1ec Notes: Cybersecurity is among the fastest-growing segments of our economy. With the increase in demand,…
#223 Selling the Dream then Making Sure it Becomes a Reality
Kris comes back to dig into more details what he means by serving the process, not the salesperson