Learning To Sell Better From Being Sold Badly
Life is the best teacher. Making decisions, buying, selling in life helps prepare us to become solution engineers
Earning the Right to Ask Helpful Questions
Richard shares insights on earning the right to ask questions, building trust with clients, and the concept of economic impact. He emphasizes the importance of proper communication and collaboration
Forget How, Focus on The Why!
Our guest today is Devon Montgomery, a Lead Solution Engineer at Collibra. Devon's path to Solution Engineering is interesting. It’s not just that he was an SDR who got into Solution Engineering; what he was before and how he got there are also interesting
How To Prepare for A Customer or Interview Demo
This is how I teach my #SolutionEngineers to prepare for their customer demos or their Interview demos.
Top 10 SE Mistakes that Drive AEs Crazy
Here are 10 things Solution Engineers do that drive Account Executives crazy
Work Behind The Curtin To Help Your Customers Better
We dig into what happens behind the scenes, or at least what should happen behind the scenes to make sure that SEs are successful in front of the customer
Craving Cold Calls is a Matter of Perspective
AI is coming for us all. According to our guest, Anthony Palmoze, he’s heard many SEs talk about BDR being the first to become obsolete.
Selling to Sellers and How Solution Engineers Can Add Value
What do salespeople think of their SEs, and how can SEs support them? Adam Weekes, an AE Leader from Big Tin Can joins me to discuss that.
Navigating the Presales Landscape: From Green Shoots to Growth
I invited John Simpson back on the show to discuss how the macro environment affects solution engineers and the SE teams.
Expand Your Solution and Value Selling through Insight Selling
There are so many different methodologies for Sales. Each new method is built on a previous method. My guest, Sherri Mazza talks about Insight Selling and why SEs should care.
Dealing with Stress as a Sales Professional
Life does not exist without stress. There’s also added stress when you’re in the sales world. So I wanted to share the causes of stress as I see it, and how I handle it.
Merging Creativity with Science For Amazing Career Growth
Engineers are not usually known for creativity. So at times we have to go outside of engineering for that creative outlet, or become sales engineers and have an all encompassing job!
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