#140 Having the Need to Get Better
Russ gives us a no holds barred answers on how he realized he needed to step up his game as a Sales Engineer, how Sales Engineers can put themselves out there, and how to become a better SE leader.
#136 Infographic v.s No Infographic to Stand Out
John Hodgson is an independent presales specialist recruiter working mainly in the enterprise software application and SaaS space in the UK. Join us in our conversation as he shares with us his perspective as a recruiter for presales professionals and answers all our burning questions!
#119 Other-Centered Selling
Scott Cassidy is the VP of Aslan Training & Development, a sales company that’s been around since 1996, specializing in helping inside sales reps, sales leaders, and they’ve been helping some of the largest companies from a customer service perspective to some of the largest finance firms.
#114 Serving your Sales Engineers
Mike Shore drops by to discuss how SE Managers can coach their teams to build better relationships with their Account Managers, hold them accountable, and win together.
#113 Becoming a Technology Evangelist
If you’re good at your job, you get to write your own ticket. Have you heard of that? Well, we’ve got proof. Mark Green discusses how he got to become a Technology Evangelist, why, and what that actually is.
#112 Avoiding being a Demo Jockey
Some Sales Engineers get a bad rep. SEs are demo jockeys, SEs are not motivated to sell since they have a high base. Sometimes SEs are thought of as a fill-in AE since AEs are thought off as just order takers. Also, people think that SEs are developers. That is it part of their job to create custom products for their customers.
#110 The Unspoken Aspects of Sales Engineering
Are Sales Engineers limited in terms of function to Discovery calls, demos, and Proof of concepts? There are so many other things we do that no one ever talks about.
#109 Why Sales Engineers Should Move to Sales
Tucker Snedeker started his corporate career as a Sales Engineer. After 10 years he moved into Sales. We discuss why he did the move, and why he enjoys about it and what he doesn’t. We also discuss how he likes to work with SEs.
#107 Fighting for the Discovery Call
What do you do if you are being left out important pieces of the sales process? You fight to be a part of it. If you don't ask to be a part of something, you will never be included. That's what Kirk did. He fought to be part of the discovery process. We will discuss how and why. We will also discuss how that helped him and his organization.
#104 A New Challenge Every Day
Facing new challenges can be scary, but if you know you want to face it, then face it, and you’ll be better for it. Today’s show has a relatively new SE, Tobias Metz from Cisco Systems, shares his views on what SEing was before he started vs. now and shares quite a bit about what he has learned coming from a more process oriented side of the business to where he is now.
#102 Selling to a Very Technical Audience
Trevor Lancon joins this week’s show to share his insights on selling to an extremely technical audience - an audience that’s expected to be more technical than he is.
#101 Moving from the Dark Side
Career paths for technical folks going into sales is Sales Engineering and then Sales. Matt took a different route where he started off as a Salesperson and then moved to Sales Engineering. Here's his story.