Coffee with Sales Engineers Discovering the Journey and Wisdom of a Sales Engineering Legend: Peter Cohan
In this insightful episode of Coffee with Sales Engineers, we sit down with Peter Cohan, founder of Second Derivative and author of 'Great Demo' and 'Doing Discovery.' Peter shares his transformative journey from a chemist to an SE legend, offering valuable lessons for current and aspiring sales engineers. Topics covered include the critical pillars of a successful SE, the importance of discovery, and the dynamic relationship between account executives and sales engineers. This episode is packed with actionable advice for anyone in or considering a career in sales engineering.
00:00 Introduction and Welcome
00:23 Guest Introduction: Peter Cohan
01:05 Peter's Early Career Journey
02:47 Transition to Pre-Sales and Marketing
04:09 Founding a Business Unit
04:53 The Role of a Sales Engineer
09:14 The Importance of Learning and Teaching
12:18 Core Skills and Attributes of a Great SE
22:26 Effective Collaboration with Account Executives
32:15 Final Thoughts and Recommendations
https://www.linkedin.com/in/petercohan/