We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
Ramzi Marjaba
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.
Episodes
Mentioned books
Jun 22, 2020 • 59min
#114 Serving your Sales Engineers
Mike Shore drops by to discuss how SE Managers can coach their teams to build better relationships with their Account Managers, hold them accountable, and win together. show notes: https://wethesalesengineers.com/show114
Jun 15, 2020 • 50min
#113 Becoming a Technology Evangelist
If you're good at your job, you get to write your own ticket. Have you heard of that? Well, we've got proof. Mark Green discusses how he got to become a Technology Evangelist, why, and what that actually is. Shownotes at: https://wethesalesengineers.com/show113
Jun 8, 2020 • 36min
#112 Avoiding being a Demo Jockey
Some Sales Engineers get a bad rep. SEs are demo jockeys, SEs are not motivated to sell since they have a high base. Sometimes SEs are thought of as a fill-in AE since AEs are thought off as just order takers. Also, people think that SEs are developers. That is it part of their job to create custom products for their customers.
Jun 1, 2020 • 57min
#111 Following Your Interest into Specialization
Gee started his career in software design, more specifically DevOps. He has now come to support DevOps as a Specialized SE for his organization. This episode we will talk about that, how he works with Account SEs, and selling in the pandemic age. https://wethesalesengineers.com/show111
May 25, 2020 • 46min
#110 The Unspoken Aspects of Sales Engineering
Are Sales Engineers limited in terms of function to Discovery calls, demos and Proof of concepts? There are so many other things we do that no one ever talks about.
May 18, 2020 • 60min
#109 Why Sales Engineers Should Move to Sales
Tucker Snedeker started his corporate career as a Sales Engineer. After 10 years he moved into Sales. We discuss why he did the move, and why he enjoys about it and what he doesn't. We also discuss how he likes to work with SEs.
May 11, 2020 • 1h 8min
The 3 + 1 Rules of Sales Engineering Leadership
SE Manager is viewed as a first line manager, in charge of the care and feeding of SEs that report to them, it's a position.
May 4, 2020 • 44min
#107 Fighting for the Discovery Call
"You Miss 100% of the shots you don't take" - Michael Jordan - I think What do you do if you are being left out important pieces of the sales process? You fight to be a part of it. If you don't ask to be a part of something, you will never be included. That's what Kirk did. He fought to be part of the discovery process. We will discuss how and why. We will also discuss how that helped him and his organization.
Apr 27, 2020 • 1h 3min
#106 Storytelling to Speed up Sales Cycles
Feedback can be hard to take but it's important to remember that you will always be biased towards yourself. Trust others to have your best interests at heart when they're providing you feedback. Similarly, you must have the best interests of others when you're giving them feedback.
Apr 20, 2020 • 55min
#105 Making an Impact as a Global SE Leader
Are leaders born or bred? For today, this doesn't matter, what matters is that if you are a leader currently, or you think you may want to be a leader in the future, this is the show for you. Peter Polizzi, currently the VP Global Sales Engineering at Splunk visits the show to give the perspective of a tested leader on leadership. What does it mean, who can be a leader, what type of qualities should you have, what does he look for in the leaders he wants on his teams? All of this and more are all within. Show notes: https://wethesalesengineers.com/show105
