James literally forced his way onto the podcast to have this conversation, and it was absolutely worth it in our opinion. Listen in and hear us discuss: How to measure the value of an Sales Engineer What does Pre-Sales and Sales Engineering means When is right to bring in a Pre-Sales SE to the organization Your Pre-Sales team IS NOT a sunk cost The tactics a Sales Engineer  The difference between a Sales demo and a Sales Engineering demo The healthy friction of SEs in the sales process What skills do SEs need to present and Sales Leaders need to understand about each other. How to know if you should be an SE