#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.
#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.
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