Liz Whitaker-Freitas is a Sales Engineering Manager at Splunk, one of the leaders in managing and interpreting big data for organizations in today’s data-driven economy. Today’s show covers Liz’s unique journey into sales engineering and SE Management
Chris White is an accomplished author, trainer, coach, teacher and Sales Engineering leader. He penned “The Six Habits of Highly Effective Sales Engineers”, an amalgamation of over a decade of experience in the field where Chris is able to articulate the importance of a number of key habits that will lead any SE to success.
Starting as a Sales Engineer is a daunting task. There is not a manual, and in many cases, there is no mentoring. You are supposed to figure out on your own. In Jacob’s case, he asked for a coaching call and agreed to get it recorded.
There are a lot of things that are said during demos, some are canned, some are improvised, but all are always geared to get you and your audience in agreement and towards a sale. Not all words are equal however, and there are some words and phrases that can be detrimental to your success. Today we discuss some words and phrases to avoid when you’re demoing.
Many Salespeople have their origins in being Sales Engineers first including our guest, Ricardo Guzman. Drawing on how he was treated as a Sales Engineer, he treats his SEs differently and also uses his technical knowledge to speed up the sales cycle.
There is so much that Salespeople and Sales Engineers do that are common. We both have to work with customers, although what we do with the customers are different. However are there any responsibilities we can take over? Why would that help Sales Engineers if that happens?
Leadership is not a one-way street. You can lead up the team, or down the team. That is one topic I discuss with Stephen Morse. The second topic we dig into is who would be a good leader.
What do Sales Engineers have to do with leadership? After all, no one reports to the Sales Engineer, and Sales Engineers cannot tell anyone what to do. We can ask…
One of the most logical and common step for a Sales Engineer to move on from his or her position would be to go into pure sales. Some Sales Engineers…
I’ve been a Sales Engineer for close to 5 years (that’s in marketing speak, actual time is more like 4 years and 5 months). When I started as a Sales…
Follow @WeTheSEs Stay hungry, stay foolish - Jappreet's mentor In this show we will discuss: Sales Engineer straight out of school How his outlook for the position has changed Commodities…
When I started this little project of mine, I did it because I wasn’t able to find resources for Sales Engineers. Everything I found was geared towards sales. Now that…