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

I caught up with Chris White on his Linkedin Live show a bit ago. This time he interviews me and we dig into what happens behind the scenes, or at least what should happen behind the scenes to make sure that SEs are successful in front of the customer. 
 
Everyone loves what we do on the front end, working directly with the customer, performing, and getting the Aha moment. However, we can not do any of that if we don’t prepare, if we don’t generate leads (even as SEs), or prepare for discovery, demos, and POV.  We barely scratch the surface. But it’s a start. 
show notes: https://wethesalesengineers.com/show316

AI is coming for us all. According to our guest, Anthony Palmoze, he’s heard many SEs talk about BDR being the first to become obsolete.
So we jump on a call to dig into what BDR is and see if it will be obsolete, or more specifically, what parts will be taken over by AI.
show notes: https://wethesalesengineers.com/show315

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

Over the many years that I’ve been doing this podcast, we’ve talked about the skills required, how to manage the team, communication, relationship building. But we’ve never discussed the SE Big picture, how external factors like the economy can affect the role, and what moves can be made internally to save money. 
 
So I invited John Simpson on this show to discuss that. John is the former head of Solution Engineering for EMEA at Qualtrics do discuss this in more detail.
 
show notes: https://wethesalesengineers.com/show313

Solution Engineers have a lot on their plate, and I have the pleasure of adding one more thing to that plate...marketing
 
show notes: https://wethesalesengineers.com/show312

There are so many different selling techniques. I’ve personally been trained in Solution Selling and Challenger Selling. Full disclosure, I love Solution Selling, but hate challenger selling. I’ve also read SPIN Selling and then I noticed that a lot of them are similar, but they are all geared towards salespeople. 
 But Solution Selling was introduced a long time ago. Some say in the 70s, but I don’t have a source for that. Since then, solution selling evolved into Value Selling, and now the latest iteration is Insight Selling. 
My guest, Sherri Mazza, is writing a book on. Most books are geared towards Sales, but Sherri is focusing on Solutions Engineers. Will will dig into her history, and present and the book itself. 
show notes: https://wethesalesengineers.com/show311