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

Sales Engineers need to have many different skills. Many of them are known, demonstrations, speaking, and technologically. However, here's a list of skills that no one talks about.   show notes at https://wethesalesengineers.com/show58

Negotiation is not really part of the Sales Engineer's daily requirement, but as my manager says, every meeting with the customer is a negotiation, so here are some basic concepts. show notes: https://wethesalesengineers.com/show57

There are some well-known attributes that Sales Engineers do on a day to day basis. There are also some that go above and beyond - I call them "The Intangibles" show notes: Wethesalesengineers.com/show56

Humor is such an essential part of Sales Engineering, getting people to connect with you, entertaining while presenting or demoing. I discuss how we can get better at it with Andrew Tarvin. shownotes: https://wethesalesengineers.com/show55

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!

Differentiating your product/services from the competition, achieving success as Sales Engineers, obtaining soft skills, and coming up with Career goals are points of discussion on this podcast episode. Show notes are at: https://wethesalesengineers.com/show53

A short podcast discussing taking control of one's career and some steps to help figure out the career path and the next steps. I go through my own example of how I figured out what I want to do with my career and what my next steps are. Show notes are at https://wethesalesengineers.com/show52

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. Show notes are at: https://wethesalesengineers.com/location-family-organization

How and why did Bill go from Support Engineer to Sales Engineer to a Gload Customer Success Leader? What is Customer Success? Bill also talks about his process of picking out the company that he wants to work with and the different types of Salespeople and SEs   Show notes are at https://wethesalesengineers.com/show50

I spent some time with Peter Cohan where I performed a short discovery for X.AI followed by a demonstration. In this episode, you will hear Peter critique my demo, provide tips and tricks, and discuss common mistakes he witnesses. Podcast show notes available here: https://wethesalesengineers.com/show49    

How does a Sales Engineer build a relationship with a customer when they are not geographically co-located? And what makes a demonstration great? These are topics that Edward Kingscote and I discuss on today's podcast. Podcast show notes available here: https://wethesalesengineers.com/show47  

Art started his career as a Mechanical Engineer and worked his way up to own his own company. This means I get to ask him some questions about how Mechanical Engineers can transition into the SE role, but the majority of the conversation was about how Sales Engineers and Account Managers can work together to become a more effective sales team. Visit us at https://WeTheSalesEngineers.com If you'd l...

How does a non-technical person get a job as a Product Manager the then move into Sales Engineering or Sales Engineering Management? This is something I discuss with Eric Watson who without an engineering degree was able to get a PM role. He also later transitioned to Sales Engineering, so we will discuss that, and the pitfalls of Sales Engineering. 

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.

We discuss Salim's career path from graduating university to Sales Engineering and beyond.

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.

Interview with Brian Geery to discuss what makes a good demonstration, how can the account manager be involved, and creating demonstration checklists

Nick Korte and John White discuss their career path into sales engineering, changes in perspective since starting, soft skills and more

We discuss Nilesh's path to Sales Engineering, how his previous jobs help him with the SE role, overlay sales, training, and demonstration.

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.

Interview with Thomas Bieser where we discuss working with partners, account managers, the proper discovery, MEDDIC and more.

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. 

I discuss the pros and cons of the sales engineering role.

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.

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