Coffee with Sales Engineers

Send us a textIn this episode of Coffee with Sales Engineers, Sachin Wadhawan interviews Steve Bullington, Director of Solution Engineering Talent Development at Salesforce. They discuss the evolution of sales engineering, the importance of diversity in talent development, and the innovative training programs at Salesforce, including the Scout Academy and the Rise program. Steve shares insights from his journey into sales engineering and highlights the key characteristics that make successful sales engineers. The conversation emphasizes the need for awareness and education about the sales engineering profession, as well as the importance of continuous learning and curiosity in the field.A few takeaways:Curiosity is essential for both sales engineers and sales reps.Teaching is an effective way to reinforce learning.Continuous learning is crucial in the rapidly evolving tech landscape.

Send us a textIn this episode of Coffee with Sales Engineers, Amanda Utstein shares her journey as a purebred sales engineer, discussing her transition from mechanical engineering to sales engineering, the importance of simplifying technical concepts, and the dynamic nature of her role. She emphasizes the impact of technology and automation in sales while highlighting the necessity of maintaining human connections in the sales process.

Send us a textIn this episode of Coffee with Sales Engineers, Sachin Wadhawan interviews Kintan, CEO of Olto, discussing the evolving role of sales engineers and the impact of AI on personalized product demos. They explore the importance of human connection in sales, the need for tailored demos for every prospect, and how technology can enhance the efficiency of sales engineering teams. Kintan shares insights on leveraging live product instances for demos and the future of sales engineering in an AI-driven world.takeaways- Sales engineers are crucial in tailoring product narratives for prospects.- AI can significantly enhance the personalization of product demos.- The role of sales engineers is evolving with technology advancements.- Human connection remains vital in the sales process despite AI's rise.- Understanding buyer needs is essential for effective sales engineering.- Pre-sales scaling is a common challenge for sales engineering teams.- Live product demos can build trust and authenticity with prospects.- The cost of implementing POCs has decreased, making them more accessible.- AI tools can automate mundane tasks, allowing SEs to focus on value-added activities.- The future of sales engineering will involve more collaboration with product teams.

Send us a textBuckle up for an electrifying episode of Coffee with Sales Engineers! We sit down with Sameer Kausar, the dynamic host of Diary of a Sales Engineer, to uncover his extraordinary path from software developer to senior solutions consultant and influential podcaster.🎧 What’s in store?Sameer reveals how his coding roots and a surprising passion for dance ignited his transition into sales engineering. Discover the golden nuggets of wisdom he’s gathered from industry legends, the hurdles he’s overcome, and why he’s championing the evolution of tools tailored for SE teams.Prepare to be inspired as Sameer paints an exciting vision for the future of sales engineering and shares actionable tips for anyone in—or curious about—the SE world.Episode Highlights:🕒 00:00 – A warm welcome and thrilling intro🛤️ 02:16 – The inspiring journey into sales engineering🚀 06:08 – Joining Automation Anywhere🎙️ 09:15 – Launching Diary of a Sales Engineer💡 12:43 – Mastering demos for sales engineers🔮 18:19 – What’s next for the SE profession🎄 22:59 – Heartfelt holiday wishes and closing thoughtsThis isn’t just another podcast episode—it’s a masterclass in reinvention, resilience, and the art of thriving in a constantly evolving industry. Don’t miss it!

Send us a textIn this episode of 'Coffee with Sales Engineers', we chat with Brian Rossi about his fascinating and unconventional journey from flipping burgers at McDonald's to becoming a sales engineer. Brian shares his insights on the impact of AI in sales engineering, his career progression, and the importance of creativity and technical curiosity in the field. We dive deep into Brian's early tech interests, his pivotal career moments, and his thoughts on leveraging AI to enhance sales engineering processes. Tune in to learn how Brian mentors upcoming SE talents and explores innovative AI applications in his work.00:30 Brian Rossi's Early Career and McDonald's Experience03:04 Transition to Technology and IBM06:54 First Steps into Sales Engineering10:29 Mentorship and Growth in Sales Engineering13:06 Challenges and Successes in Sales Engineering14:13 Mentoring the Next Generation21:31 Creative Passions and Marketing22:28 AI in Sales Engineering32:05 Future of AI and Sales Engineering33:36 Conclusion and Farewell

Join Jessica Hood, a go-to-market and pre-sales leader, as she shares her inspiring journey into sales engineering. She highlights the pivotal role of first demos in building AE-SE trust and the importance of fostering strong partnerships. Jessica discusses co-creating solutions with customers for better alignment and urges SEs to challenge assumptions and tailor their presentations. Additionally, she emphasizes her commitment to empowering women in tech through mentoring and outreach programs. Tune in for practical advice and heartfelt stories!

Send us a textIn this episode of Coffee with Sales Engineers, we meet  Michael Jackson, a seasoned sales engineer. Michael shares his journey from a computer science graduate to a successful career in sales engineering. We discuss the evolving roles of sales engineers, the importance of building relationships with account executives, and the unique skills required to excel in this profession. Tune in to learn about the dynamic and influential role of sales engineers from Michael's rich experiences and insights.00:20 Michael Jackson's Background and Icebreakers02:09 The Evolution of Sales Engineering02:42 Discovering the Sales Engineering Role07:43 The Unique Position of Sales Engineers14:08 Building Relationships with Account Executives19:29 The Importance of SE and AE Synergy21:18 Conclusion and Final Thoughts

Send us a textIn this episode of Coffee with Sales Engineers, John Beechen shares his journey from network engineering to leading a global team of sales engineers. With a rich background in product management, services leadership, and e-commerce, John discusses the unique role of sales engineers, their influence on product management, and the potential impact of AI in the field. Tune in for insights on the human element in technology sales, managing teams, and the critical collaboration between SEs and product managers.00:34 John's Background and Career Journey02:25 First Encounter with Sales Engineering03:56 The Role and Importance of Sales Engineers05:25 Transition to Leading Sales Engineers08:19 Sales Engineers and Product Management13:57 The Impact of AI on Sales Engineering19:27 Final Thoughts and Future Discussions

Send us a textIn this episode of Coffee with Sales Engineers, we meet Karthik Pannamaneni, an experienced sales engineering leader. Karthik shares his 20+ year journey in sales engineering, discussing how he became an SE by chance and later transitioned into leadership. The conversation delves into his philosophy on being hands-on, building great SE/AE relationships, and the importance of customer-centricity. Additionally, Karthik talks about his role in managing both pre-sales and post-sales teams, emphasizing operational excellence and the convergence of these functions. Tune in for valuable insights on SE leadership, mentoring, and aligning sales and engineering efforts for optimal customer success.00:39 Karthik's Journey into Sales Engineering03:29 Transitioning from SE to SE Leader06:27 Hands-On Leadership in Sales Engineering08:48 Managing Pre-Sales and Post-Sales Teams16:05 AE and SE Relationship Dynamics21:23 Conclusion and Final Thoughts

Send us a textWe role play in this episode where I, pretending to be a sales leader, challenge Brian Cotter with the 3 most critical objections for an SE leader:1. Why do we need more SEs? Let's do more with less2. We don't need new tools for the SE team. Let's leverage the systems we already have in place for our sales team3. Let's keep our SEs focused on closing deals onlyJoin us in a deep dive into the dynamic world of sales engineering with industry expert Brian Cotter and explore how AI, data, and emerging technologies are transforming the buyer's journey. Discover practical insights on storytelling, strategic relationship-building, and overcoming objections in sales. Learn about adapting sales methodologies, leveraging pre-sales data, and enhancing the roles of Sales Engineers and Account Executives for better market efficiency. This episode is packed with valuable strategies for optimizing go-to-market approaches and achieving sales success. Don't miss this enlightening conversation for sales leaders and engineers alike.00:48 Brian Cotter's Journey into Sales Engineering01:12 The Evolution of Sales Engineering04:28 Role Play: Addressing SE Team Challenges06:30 Data-Driven Decision Making11:01 Leveraging Technology in Sales14:07 Understanding Industry Challenges14:13 The Shift to Value Realization14:58 Reimagining the Buyer's Journey15:37 Investment in Technology16:06 SE/AE Ratios and Use Cases16:49 Optimizing the Buyer Journey17:19 Sales Methodologies and Problem Solving19:02 Strategic Relationships and Technology19:13 The Role of SEs in Sales21:25 Evolving Sales Strategies23:49 The Experiential Economy25:07 Conclusion and Final Thoughts