# 31 Working with Customers with Greg Holmes

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

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# 31 Working with Customers with Greg Holmes

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

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Length:

60 minutes

Released:

Nov 19, 2018

Format:

Podcast episode

Description

Greg Holmes, Director of Sales Engineering, joined me today to discuss the SE Soft skills, flexibility with customers, and ensuring customer success

Released:

Nov 19, 2018

Format:

Podcast episode

Titles in the series (100)

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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#2 The Roles of the Sales Engineers with Chandan Mohapatra: 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... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
46 min listen
#6 From 2nd Layer Support To Consultant Systems Engineer with Mohamed Barkhad: Mohamed started off in support and developed his certifications as he moved to different roles with different companies. We discuss his career path and how he makes the best use of his time while being a good consulting systems engineer. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
61 min listen
#28 Mentoring and Mistakes with Wesley Toman: Sales Engineers make mistakes, and in this episode, I will discuss with my guest, Wes, about common mistakes we do, as well as the benefits of mentoring. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
73 min listen
#16 Sales Engineers are Unicorns with Steven Shaffer: Today’s guest is Steven Shaffer, who owns his own recruiting company called GRN Beachwood. This conversation was full of tips that SEs can use in their day to day life. Because of his position as a recruited he gets a lot of feedback of what the... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
60 min listen
#22 Controlling your Career Path with Bob Emberley: Bob Emberley has been in Sales for a very long time in one capacity or another. We discuss the career path of SEs, working for startups, next steps for SEs. We go through the not so fire round where Bob provides nuggets of wisdom that everybody can use. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
56 min listen
#9 Breaking into an SE Role with Andrew Curtis: Andrew Curtis has been with iCIMS for a very long time and have scaled up the career ladder there successfully. We will discuss the reason he has been with the company for so long, we dig in a bit more into how one can move from another position to an... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
50 min listen
Show 1 with Bill McCarel: Who Knew Listening Was Important by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
73 min listen
#11 Win the Presentation Game with David Hutchison: David Hutchison, or Hutch has his own company, where among other things, he helps people give presentations. I’m not talking about powerpoint slides, in this instance, a presentation is any meeting you have with your customer. Hutch is full of... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
53 min listen
#3 Building Relationships with Hikmat El Ajaltouni: 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... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
63 min listen
#4 Overcoming Fear with Anum Faizan: 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... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
35 min listen
#14 The SE Role from an Account Manager's Perspective with Mike Emmert: Mike is a seasoned Account Manager and Director who I met during his time with Spirent. I wanted to have an Account Manager who knows what to do to be a great AM on the show and I could not think of anyone better than Mike. Mike will share his opinion... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
56 min listen
#20 Moving from Canada to Dubai for an SE role with Mamoun Malkawi: Mamoun discusses his career path to going from a Support Engineer all the way to AN SE in a different continent. We will discuss how post sales experience helped him in a presales role, and what career path he sees going forward. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
72 min listen
#12 Resume Strategies with Tim Mills Part 1: Tim Mills owns a 3rd party recruiter company called Teambuilder consulting based out of Ottawa. Tim provides many tips on how an SE can improve his resume by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
35 min listen
#13 LinkedIn Strategies for a better Career with Tim Mills: With the second part of my conversation with Tim, we get into details talking about strategies for linkedin, job boards, how recruiters work, and the best way to negotiate a salary. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
52 min listen
#10 How and Why Customers Buy with John Haldi: John has had an intersting career, from being a developer, to Sales Engineer, to stock trader, back to being an SE. He has a lot of insite about why customers buy, and the training that SE's should get but most never do. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
64 min listen
#7 Herding Cats with Todd McCullough: Having a long career in the sales organization as a Sales Engineer and Manager, and in the Engineering organization gives Todd a different perspective. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
56 min listen
#18 From Musician to Sales Engineer with Brian Mazzaferri - Final: Brian started his career as a musician in a punk rock band. He talks about how he was able to go from a musician to a Sales Engineer using a hacker mentality. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
69 min listen
#19 Sharing Pains with Tim O'Connor: Other than owning his own consulting company, Tim O'Connor provides sales training for different types of companies, and that's where I met Tim. Tim and I will do a deep dive into methodologies for performing a discovery call to get the most amount of... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
55 min listen
#21 Working for Startups vs Big Organizations with Jason Sheffield: Jason has been an SE for over 20 years and loving it. We will discuss what it’s like to work for a startup vs big companies, the different types of SEs, mentorship and much more. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
56 min listen
# 23 Getting an SE Job with David Majetic: David has been an SE since 2008, and is currently in a leadership role. That helps him shed light on what aspiring engineers can do to get their coveted SE role by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
47 min listen
#5 The SE Role From a PM Perspective with Ralph Daniels: Interview with Ralph Daniels who provides a PM's perspective to the role of the Sales Engineer based on his interactions with many sales teams. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
52 min listen
#8 Product Manager vs Product Marketing Manager with Harshad Kolte: Harshad Kolte is a former engineer (once an engineer, always an engineer) who was able to switch to a marketing position after getting his MBA. He's worked with sales team in the past, and he discusses what he does to help the sales team sell better,... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
40 min listen
#29 Knowledge and Listening with Anthony Taok: We discuss how Anthony went from a customer to a Sales Engineer, his view on what makes an SE good or bad. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
55 min listen
#17 Looking for the Gain as well as the Pain with John Care: John Care, author of Mastering Technical Sales and the Trusted Advisor Sales Engineer, visited the show to discuss the Sales Engineer role, good SEs vs great SEs and so much more. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
43 min listen
#27 Self Awareness is the Key to Success with Daryn Mason: Daryn was a Solution Engineer before there was solution engineers. We talked about the most important SE skill, mistakes and objection handling among other things. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
64 min listen
#24 Buying Holes with Anthony Iannarino: Anthony Iannarino, an author, speaker and sales leader joins me today to discuss the Account Manager/SE relationship, and the different levels of value. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
54 min listen
#37 Lifetime Achievement Goal Setting: Goal Setting is something we do not generally do as Sales Engineers, so I discuss the method of goal setting that has worked for me. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
29 min listen
#25 Becoming an SE with Me: Many aspiring SEs are asking me how they can get an job as an SE. This episode is dedicated to them. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
31 min listen
#42 How to Demonstrate Software so People Buy It with Brian Geery: Interview with Brian Geery to discuss what makes a good demonstration, how can the account manager be involved, and creating demonstration checklists by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
64 min listen
#32 Framing and Presentations with Adam O'Brien: Adam and I discuss doing framing and preparing a presentation, a whole list of books, and getting better every day. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
64 min listen

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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
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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
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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
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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
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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
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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
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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
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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
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#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
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#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
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#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
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# 31 Working with Customers with Greg Holmes

# 31 Working with Customers with Greg Holmes

Description

Titles in the series (100)

More Episodes from We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers