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
Feb 11, 2019 • 51min
#43 Pitching, Whiteboarding and Storytelling with Mark the Joy Machine Green
My discussion with Mark included whiteboarding instead of presenting, pitching instead of demoing, and storytelling as a means to show the value of a solution.
Feb 4, 2019 • 1h 4min
#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
Jan 28, 2019 • 58min
#41 New and Experienced Perspective of Sales Engineers
Nick Korte and John White discuss their career path into sales engineering, changes in perspective since starting, soft skills and more
Jan 21, 2019 • 57min
#40 Service Providers have Sales Engineers too with Nilesh Solanki
We discuss Nilesh's path to Sales Engineering, how his previous jobs help him with the SE role, overlay sales, training, and demonstration.
Jan 14, 2019 • 50min
#39 From Discovery to Demo with Julie Hansen
Julie Hansen and I discuss what is needed from Sales Engineers before a demonstration, some tips on how to perform the demonstration and what it should contain.
Jan 7, 2019 • 57min
#38 Partners, Account Managers and Sales Engineering with Thomas Bieser
Interview with Thomas Bieser where we discuss working with partners, account managers, the proper discovery, MEDDIC and more.
Dec 31, 2018 • 29min
#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.
Dec 24, 2018 • 30min
#36 The Pros and Cons of Sales Engineering
I discuss the pros and cons of the sales engineering role.
Dec 17, 2018 • 1h 17min
#35 Telling Stories with Rui Lamy
With over 15 years of experience as a Sales Engineer, Rui discusses his role as a channel Sales Engineer supporting customers world wide, as well as demonstrations and storytelling.
Dec 10, 2018 • 52min
#34 Sales Engineer Straight out University with Jappreet Bath
Juppreet Bath has been a Sales Engineer for many years now, we discuss how he got the job out of university, commodities vs solution sales, Proof of concepts, and outlook changes
