We The Sales Engineers: A Resource for…

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https://wethesalesengineers.com
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What Does a Great Solution Engineer Look Like?

lundi 1 juillet 2024 • Durée 30:47

I'm always asked, "What does a great SE look like?" The problem is there isn't one way to SE. Great SEs look like. The role is complex, and people do it differently.

So, let's delve into the role's complexity and break it down through an evaluation form I created. I cover various aspects such as working with account managers, discovery, demos, proof of value, and technical know-how. I also emphasize the importance of customer relations and leadership skills.

Finally, I have some news…

show notes: https://wethesalesengineers.com/show324

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Learning To Sell Better From Being Sold Badly

lundi 24 juin 2024 • Durée 54:03

Join us as we welcome Harman Bamra, who shares his unique journey from studying literature and international affairs to becoming a Solution Engineer (SE). Harman discusses his initial plans of becoming a diplomat, his background in literature, and how his passion for tech led him to digitize his family pharmacy business. Learn about his overlapping interests in tech and literature, the challenges he faced, and the strategies he used to transition into the corporate world of sales engineering. Harman also highlights the importance of understanding the 'why' behind customer needs and how his martial arts training influences his professional approach. Don't miss this insightful episode packed with practical advice for anyone looking to pursue a career in Solution Engineering

show notes: https://wethesalesengineers.com/show323

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Selling to Sellers and How Solution Engineers Can Add Valu

lundi 22 avril 2024 • Durée 59:12

I have my own opinions of what sales engineers should do, and how they should be involved in the sales process. My opinion is that they should be involved, early and often.

But I sell in the enterprise market, with a small number of customers. My SE is tied only to me, and the main decision-makers are the users who use the product. So it would make sense that my SE is heavily involved, follows up post-demo, and maintains relationships.

But when your product is being sold to other Salespeople, and the goal is to show them how easy it is to use, and the SE that supports your opportunities supports the opportunities of a few other salespeople, then the process and expectations are different. Adam Weekes is an AE Leader within Big Tin Can. He drops by the show to explain his views.

show notes: https://wethesalesengineers.com/show314

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#223 Selling the Dream then Making Sure it Becomes a Reality

lundi 25 juillet 2022 • Durée 52:37

Kris comes back to dig into more details about what he means by serving the process, not the salesperson.

Show notes: https://wethesalesengineers.com/show223

#222 Revealing the Pain of a Situation, Then Guiding to the Dream

lundi 18 juillet 2022 • Durée 48:04

Kris Meulemans the Global Head of Customer Operations in Materialize. He is a Presales Leader with years of experience in multiple industries. He also shared tips and tricks on how to gain the trust of the customers to tell their pain points.

Full show: https://wethesalesengineers.com/show222

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#221 8 Years of Progress in the Sales Engineering Profession

lundi 11 juillet 2022 • Durée 45:05

Mastering Technical Sales is THE Book that every sales engineer should read. The 3rd edition, and the one that I've read, came out 8 years ago. But things have changed significantly over the last 8 years. They changed enough to warrant a 4th edition of that book which includes many updates.

John Care, the author of the book, comes by the show to discuss what those changes are. John has been on the show a couple of other times, so check out those episodes as well when you're done.

Full Show: https://wethesalesengineers.com/show221

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#220 From One Product Sales Engineer to Multi-Solution SE

lundi 4 juillet 2022 • Durée 50:00

Is it easier to have only one product to sell? What happens when the company grows, either organically or through acquisition? Does it get harder or easier? Is it any different? These are all questions that I tackle with my guest David Ledger.

David Ledger is a Regional VP of Sales Engineering and a Sales Enablement provider. He is a strong proponent of learning and improving. As the organization grows, the portfolio grows with it and so should the Sales Engineer's skills.

Full show: https://wethesalesengineers.com/show220

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#219 Selling without Selling Out - How to Maintain Your Morals

lundi 27 juin 2022 • Durée 42:36

Andy Paul is an author, a podcaster, a speaker, and a consultant. He is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. He is the owner and the host of the podcast "Sales Enablement with Andy Paul," the show already has over a thousand episodes and continues to inspire thousands of sales professionals every week. Andy has also written two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales". He recently published the book "Sell Without Selling Out." Discover why Andy decided to remain in sales and what motivates him.

Full show: https://wethesalesengineers.com/show219

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#218 Successful and Unhappy - Why and How that Changed

lundi 20 juin 2022 • Durée 55:17

How would you react if someone who pursued Computer Science, worked for NASA, and hated it? How about when a sales engineer who has worked in a known and successful company would resign and work in a startup instead? In this episode, find out why Desanka Aleksov grew to love developing again and came back not just as a computer engineer or a salesperson alone, but as a sales engineer.

Full show: https://wethesalesengineers.com/show218

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#217 Building a Criteria Matrix to Uncover Great SEs

lundi 13 juin 2022 • Durée 59:35

When looking to hire a sales engineer, experienced or rookie, there are certain criteria that leaders look for. In this episode, I discuss that with Jimmy Barens, Head of Solution Engineering at Yext.

Full show: https://wethesalesengineers.com/show217

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