we the sales engineers | We The Sales Engineers

#258 Steps To Take If You Want to Become an Sales Engineer Leader

Post author:Ramzi Marjaba
Post published:March 27, 2023
Post category:Podcast
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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.”

#257 New Adventures and a New Way of Sales Engineering

Post author:Ramzi Marjaba
Post published:March 20, 2023
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In this episode, Trevor Spires talks about what are the pros and cons of working in a larger, more traditional company vs. working in a startup.

#255 Having the Support Structure to Help Figure Out if You’ve Stagnated

Post author:Ramzi Marjaba
Post published:March 6, 2023
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Adam Burgess is the Manager of the Sales Engineer Academy at Smartsheet. In this episode, we talk about his unique journey from acting to sales engineering, including a moment in his career when he realized he was stagnating and what he did about it.

#253 Relationships Are Not Built Overnight, But They Start With A Question

Post author:Ramzi Marjaba
Post published:February 20, 2023
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Brian Lewis is the Co-founder and CRO of Homerun Presales, the company behind the software Homerun, an end-to-end presales platform that modernizes presales and connects it to the organization.

#252 Transitioning From Military Officer to a Sales Engineer Leader

Post author:Ramzi Marjaba
Post published:February 13, 2023
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In this episode, Gareth Jones will give a comprehensive answer to these questions and provide an insider’s peek into what happens in career transitions, specifically toward sales engineering. Gareth Jones, who describes himself as a father, husband, and comic book nerd, was an army officer for 12 years before being introduced to sales engineering through a serendipitous encounter. After leaving the military, he landed a job at Splunk, where he is now a Solutions Engineering Manager.

#248 Never Apologize – 5 Steps to Convert a Pissed off Customer

Post author:Ramzi Marjaba
Post published:January 16, 2023
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In this episode, I provide you with the most critical steps you could take to handle difficult and potentially frustrating customer situations with the goal of saving your partnership with your customer.

#247 The Rules of the Sales Cycle And Presales Engagement

Post author:Ramzi Marjaba
Post published:January 9, 2023
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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.

#243 Presales Horror Stories from Professionals You May Know

Post author:Ramzi Marjaba
Post published:December 12, 2022
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Whether you’re new or seasoned in the presales world, you would have your share of both highs and lows. In this podcast, we often talk about the wins and how to become a successful sales engineer, but in this particular episode, we’re focusing on the other side of that. Along with my co-host Chris White and guests, Bill Balnave and Kerry Sokalsky, we share our very own demo and presales horror stories and the lessons we’ve learned from them.

#242 What Account Managers and Sales Engineers Need from Each Other

Post author:Ramzi Marjaba
Post published:December 5, 2022
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Sales Engineers cannot close a deal on their own. Neither can salespeople. That’s why we need to partner with each other and help each other solve problems.

#241 Becoming a DEO or a Do Everything Officer of Your Startup

Post author:Ramzi Marjaba
Post published:November 28, 2022
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Dan has more than 11 years of experience leading product and marketing teams. Before co-founding Saleo, Dan was the VP Media Strategy & Architecture and led the advertising product at Terminus, Head of Marketing at Cloudreach, and led Digital Marketing at SevOne.

#240 The Ability to Shift Industries in the PreSales World

Post author:Ramzi Marjaba
Post published:November 21, 2022
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Kyle Brown, a sales engineer at Zscaler in the enterprise market in the Chicagoland area. Kyle is very passionate about sales engineering making the switch from a sales role. He specializes in developing new business and brand loyalty through technical discussions, product demonstrations, proof of concepts, and product training using analytic skills to discover market gaps.

4/1/1 The Dreaded Job Freezes and Exciting Moves; Internal and External

Post author:Ramzi Marjaba
Post published:November 19, 2022
Post category:4/1/1 Newsletter
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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 The easiest moves are internal moves.…