We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

Jun 30 2024 324 ep. 50 mins 158

We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers Podcast artwork

Lots of resources are available for sales people, and a lot more for technical people, but not enough for Sales Engineers. This resource is available for Sales Engineers who are interested in learning from other Sales Engineers as many will be interviewed on this platform.

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What Does a Great Solution Engineer Look Like?

Jun 30 2024 30 mins

I’m always asked, “What does a great SE look like?” The problem is there isn’t one way to SE. Great SEs look like. The role is complex, and people do it differently. So, let’s delve into the role's complexity and break it down through an evaluation form I created. I cover various aspects such as working with account managers, discovery, demos, proof of value, and technic

Learning To Sell Better From Being Sold Badly

Jun 23 2024 54 mins

Join us as we welcome Harman Bamra, who shares his unique journey from studying literature and international affairs to becoming a Solution Engineer (SE). Harman discusses his initial plans of becoming a diplomat, his background in literature, and how his passion for tech led him to digitize his family pharmacy business. Learn about his overlapping interests in tech and literature,

Earning the Right to Ask Helpful Questions

Jun 16 2024 60 mins

The episode features an experienced sales trainer Richard Harris, discussing the intersection of sales and sales engineering. 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 between salespeople and sales engineers (SEs), addressing c

Forget How, Focus on The Why!

Jun 09 2024 60 mins

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. show notes: https://wethesalesengineers.com/show321

Promote Yourself to The CEO of Your Life and Career

Jun 02 2024 26 mins

Many of us let our careers happen to us. Imagine if a CEO of a company just LET whatever happens to his or her company happen. They would be fired immediately from their role. But we can go through our lives and careers without being intentional in how we want to live our lives. Instead, if we look at our lives like a startup and we are the CEOs, we can then look at our salary a

How To Prepare for A Customer or Interview Demo

May 26 2024 28 mins

This is how I teach my #SolutionEngineers to prepare for their customer demos or their Interview demos. show notes: https://wethesalesengineers.com/show319

Challenging Perspectives and Learning from Professional Disagreements

May 19 2024 34 mins

Last week I mentioned the 10 mistakes that #SolutionEngineers make that drive Salespeople crazy. This week Wesley comes to the defense of these SEs. Wes and I discuss the dynamics and challenges faced by SEs and account managers in tech sales. Wes shares his experiences and disagreements with certain points raised in a previous podcast episode about common mistakes SEs make, such a

Top 10 SE Mistakes that Drive AEs Crazy

May 13 2024 26 mins

So I’ve been in sales for a while. A few years now, and I’ve worked with several SE either as a sales person, a mentor, or a coach. And we love to joke around and talk crap about salespeople. I mentioned this before but on my first week on the job, I traveled to a quarterly training for both SEs and Sales. We had a common training session (marketing slides) and when that sessio

Work Behind The Curtin To Help Your Customers Better

May 05 2024 60 mins

I caught up with Chris White on his Linkedin Live show a bit ago. This time he interviews me and 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. Everyone loves what we do on the front end, working directly with the customer, performing, and getting the Aha moment. However,

Craving Cold Calls is a Matter of Perspective

Apr 28 2024 44 mins

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. So we jump on a call to dig into what BDR is and see if it will be obsolete, or more specifically, what parts will be taken over by AI. show notes: https://wethesalesengineers.com/show315