#217 Building a Criteria Matrix to Uncover Great SEs

Challenging Perspectives and Learning from Professional Disagreements: 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... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

35 min listen

Top 10 SE Mistakes that Drive AEs Crazy: 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... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

27 min listen

Work Behind The Curtin To Help Your Customers Better: 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... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

60 min listen

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. So we jump on a call to dig into what BDR is and see if it will be obsolete, or more specifically, what parts... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

44 min listen

Selling to Sellers and How Solution Engineers Can Add Valu: I have my own opinions of what sales engineers should do, and how they should be involved in the sales process. My opinion is that they should be involved, early and often. But I sell in the enterprise market, with a small number of customers.... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

59 min listen

Navigating the Presales Landscape From Green Shoots to Growth: Over the many years that I’ve been doing this podcast, we’ve talked about the skills required, how to manage the team, communication, relationship building. But we’ve never discussed the SE Big picture, how external factors like the economy can... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

48 min listen

Generate Great Revenue By Using Solution Engineers As Marketing: Solution Engineers have a lot on their plate, and I have the pleasure of adding one more thing to that plate...marketing show notes: https://wethesalesengineers.com/show312 by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

20 min listen

Expand Your Solution and Value Selling through Insight Selling: There are so many different selling techniques. I’ve personally been trained in Solution Selling and Challenger Selling. Full disclosure, I love Solution Selling, but hate challenger selling. I’ve also read SPIN Selling and then I noticed that a... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

45 min listen

Working With Customers To Realize Value Through Customer Success: At the ground level, we all put our heads down and work. We demo, discover, and manage support calls. How we do all that is the tactical work. But what about the strategy? How do we move an entire organization from reactive to proactive? How does the... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

55 min listen

Overcome the Boredom by Finding Something You Love: Many of us go to university, wondering what we are supposed to study. Those of us who complete it then graduate, wondering what the job would entail. Once we get the job that we may or may not have thought we wanted, we find that we are bored out of... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

53 min listen

To Secure Your New Job, Execute A Sales Process: My guest for today is Chris Beaumont and he is a recruiter. We discuss how people should approach the job hunt, and what they can do to increase their chances to secure a job. We also talk about what employers are doing wrong while they are trying to... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

53 min listen

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. show notes: https://wethesalesengineers.com/show307 by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

36 min listen

Merging Creativity with Science For Amazing Career Growth: Engineers are not usually known as creative types. This is a strange notion for me as I think engineers are some of the most creative people. We might not be creating art (although some engineers are artists), but we are being creative in solving a... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

45 min listen

Going on a New Adventure and Becoming the Confidence Generator: A big piece of Sales Engineering is Sales. Most engineers don’t like the sales part of Sales Engineering, but it’s what SEs have to excel at to be good at their jobs. Taking it a step further, SEs have to excel at knowing their customers and that... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

61 min listen

#304 Captivate Your Audience with a Few Simple Tricks: In this engaging conversation, Jason Zeitz discusses his experience as a Salesforce Technical Trainer. From handling an array of situations from training salespeople to construction workers who are initially resistant to using new technology, Jason... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

51 min listen

#303 Cracking AWS How To Become A Solutions Architect: Mohamed, an experienced Solutions Architect, shares valuable insights about the hiring process and career progression at Amazon Web Services (AWS). He discusses various cloud roles, including Cloud Consultants, Cloud Providers, and Cloud Partners,... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

63 min listen

#302 Cross-Cultural & Continental Tweaking of the Solution Engineering Style: Moving from India to the US takes some adjustment. Even if you know the technology, the people change, the requirements change and the way you interact with people changes too. Show notes: https://wethesalesengineers.com/show302 by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

48 min listen

#301 Pre-Sales Became The Swiss Army Knife of the Business World: Sales Engineering is a transferable skill. Just because you’re in one industry today, does not mean you cannot move. Case in point Faraz who is today’s guest. Faraz started off in networking and IT, then moved into several different industries and... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

59 min listen

#300 Taking a Step Back To Overcome Bad Decisions: After 300 episodes, I bring the original cohost back. Binayak Kanungo, aka Bini, comes to join me again on the podcast to give us an update on his career. Bini started off his SE career at a company called Assent, and although he was happy with the... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

48 min listen

#299 SE Best Career Progression to Achieve Your Goals: Were you ever asked, “Where do you want to be in 5 years?” I believe I’ve been asked once, in an interview, and I had no idea what I wanted to do now, let alone in 5 years. I have not been asked since. John Simpson on the other hand talks... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

48 min listen

#298 It Depends - The Most Common Answer In Pre-Sales: Many Sales Engineers are getting hit with layoffs, especially when there’s a new acquisition. This happened to our guest before he knew what Sales Engineering was, Jeff Dryall. But it did not happen once or twice. It's happened multiple times, and... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

56 min listen

#297 From Avoiding Sales Role to Becoming the First SE: Most SEs have an aversion to sales, which is why many have been very hesitant to enter the SE world. But as soon as we learn more about it, we understand that SEing is about solving problems which as techies, is what we want. The same goes for our... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

60 min listen

#296 Procurement The Other Side of The Sales Coin: Having someone who worked on the procurement side, the vendor side, and the value-added reseller side in a condensed period allows us to ask many questions and get a holistic view of these different roles. Our guest, Wesley Bellman has... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

50 min listen

#295 Using the Athlete Mentality To Earn Your Dream Title: We all have different paths into sales engineering. Some fell into it, and some fought for it. And once we get there, we find that not all sales engineering roles are created equal. Some require SEs to simply demo all day, and others have SEs on sight... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

57 min listen

#294 Unlocking Your Untapped Potential Energy To Operation in Your Genius Zone: As I watch my kids in their activities, I can tell what they are good at, great at, and what needs work. For professionals, who don’t have their parents watching their every move, every technique and reaction, we have to figure that out for... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

52 min listen

#293 Published Pricing, An Evil Marketing or A Business Need?: A few weeks ago a discussion started on LinkedIn about vendors providing pricing on their web page. Damian Tomasino was for (with nuance), and John Care was against (also with nuance). So I thought it would be best to jump on a call with Damian... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

52 min listen

#292 Presales Recruiting Challenges from a Leadership Perspective: All sales engineers watching this show have been through the recruiting process in the past. Some have had great experiences, and some have been ghosted. It is hard. But looking through the other end of the process, SE Managers and Directors have to... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

61 min listen

#291 Surprises, Mistakes, and Challenges of Moving to Sales: We've talked about moving into sales in the past. How to prepare for it, and what to do once we get there. The discussion with Mike today is similar, but he shares his own experiences. Why he wanted to move? What it was like once he was in that role... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

52 min listen

#290 The Best Tip I've Ever Heard About Learning Something New: Mohamad has an interesting story where he had to solve multiple problems in his life from leaving Egypt to the Gulf and then coming to the USA. From finding jobs that suit him, to learning on the job to do it. Shownotes:... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

65 min listen

#289 Here's Why Account Planning Is Important for Sales Engineers: Account Planning is something that Salespeople are responsible for. Many Sales Engineers try to stay away from that as it’s boring and many salespeople don’t come up with a good plan. However, in this video, I make the case why some Sales... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers

22 min listen

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#217 Building a Criteria Matrix to Uncover Great SEs

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