#45 10 Mistakes I've done as a Sales Engineer

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

Start listening View podcast show

#45 10 Mistakes I've done as a Sales Engineer

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

ratings:

Length:

42 minutes

Released:

Feb 25, 2019

Format:

Podcast episode

Description

People make mistakes and so do Sales Engineers. Here are 10 mistakes I've done as a Sales Engineer, and what I've learned from them.

Released:

Feb 25, 2019

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.

Skip carousel

#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
#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
#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
# 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
#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
#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
#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
#26 Post Sales Leading to Pre Sales Opportunities with Moni Assi: Fun conversation with Moni where we get into one deal where he and his SE worked as a team to upsell a customer in a competitive environment. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
45 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
#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
#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
#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
#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
#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
#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
#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
#15 What’s an Independent Sales Engineer with Andrew Tesla: Andrew Tesla who has a hybrid role where he does both the AM and the SE role in the Power Generation and Manufacturing sector. He owns his own business which we will discuss among other things, and he loves the role of the SE. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
73 min listen
#54 Great Discovery Leads to Great Demos!: Lots of demos are useless due to the fact that a proper discovery was not conducted. That is why Peter Cohan and I dig deep on that subject and you get to see a brief role play as I try to discover Peter's pain! by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
57 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
#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
#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
#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
#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
#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
#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
#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
#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
#51 Location, Family, and Organizations affecting Decisions: Is 2 years too much to study the market before making the next career move? Not if you like what you do. My guest, Craig Waters, tells me about his decision making progress to working for the government, to Sales Engineer, and then Product Management.... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
44 min listen
#39 From Discovery to Demo with Julie Hansen: We the Sales Engineers: A Resource for Sales Engineers by Sales Engineers by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
50 min listen

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

Skip carousel

How To Prepare for A Customer or Interview Demo: This is how I teach my #SolutionEngineers to prepare for their customer demos or their Interview demos. show notes: https://wethesalesengineers.com/show319 by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
28 min listen
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

Discover this podcast and so much more

#45 10 Mistakes I've done as a Sales Engineer

#45 10 Mistakes I've done as a Sales Engineer

Description

Titles in the series (100)

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