12 episodes
Sales Engineering University Pat Trainor
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- Business
NOTE: THESE FIRST EPISODES ARE JUST AUDIOS FROM MY EXISTING VIDEOS ...Sales Engineering is discussed at great length, diving into the several aspects and viewpoints. What is a Sales Engineer? Is it Sales? Engineering? Why do you need to hire one? What are you doing wrong with the ones you have now? These start out as MP3s of my popular series on the Sales Engineering University site: http://seu.atcp.us These episodes aired around the 2016 time frame. If I weren't so lazy, I'd trim the video leader off, as it has little audio appeal. If these get as many 'listens' and feedback as their video counterparts, then I will clean them up. .Until then, Fast Forward is your friend!
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#013 To Demo, or Not to Demo... (Part 1/2)
Link to video on the YouTube counterpart to this series here.
PLEASE forgive my horrible "uhhs". I hate them, too, and this audio is uncut from the video, which is also uncut. Apologies!
In this first of 2 video lectures, I hit the high points of "demos", and what the word really means. Why demo at all? Can you close without one? Do you even _have_ a sales methodology, Bro?
We find that qualification rules everything, and what the earmarks of a lazy rep are. Is it a Pilot? A PoC? A bird, a plane?
An SE is in a powerful place to give out power, and that puts you in a leadership role to making your reps successful-even if they don't know you're doing it!
What about making the prospect _think_ they're in charge-the one who is qualifying the other? But don't give too much power to the prospect and let them drive, or else they will play their 'veto' card.
More of Pat's triads, and "Never give them enough information to say 'No'"... -
#012 Are You a Well-Kept Secret? Yes! Yes You Are!
Link to video on The Sales Engineering University: here
This lecture is loosely based on the agenda below. I just jot down the order of topics as you see, then just record. This is how I give talks, demo software, do voice-overs, etc. This style isn't for everyone.
Are you a well-kept secret?
-HR/recruiters are lazy and under-capable
-How/where would someone, or a search program, find you?
-What would they find?
--Social media search
--Google blunt search
--Reasons you would be a risk?
-Why ‘branding’ and ‘image’ are crucial
Do SEs need more than skill?
-Job keywords/resume only get you noticed-no INTEREST generated
-The soft skills - are you annoying or unpresentable?
--How to say “No” w/out saying "No"...
--How to say “You’re wrong” w/out saying "You're wrong"... -
#011 Hunted as, and Being a Hunter as, a Sales Engineer
There was no #010 for this audio format. It was visual instruction. It is still at The Sales Engineering University here, and the video that this audio came from is here.
This lecture is loosely based on the agenda below. I just jot down the order of topics as you see, then just record. This is how I give talks, demo software, do voiceovers, etc. This style isn't for everyone.
Did they contact you?
-Hiring company/manager
-Hiring contractor/headhunter
-Your network
-3rd party/offshore//middleman
Did you contact them?
-Job keyword alerts
-LinkedIn/network contacts
-Targeted company
--What is ‘targeted’
--How targeting/hunting works
-You are a well-kept secret, but does that serve you? -
#009 Anyen's Answer - On becoming a Sales Engineer
This was a viewer's question. The video on The Sales Engineering University: https://www.youtube.com/watch?v=1jMM4E7EKNM
There was an episode #010, but it was about setting an Intuous Tablet, so not viable for this audio series. -
#008 Exchange of Goods, Introduction of Currency, Worth vs. Value, Retail Sales Inventions
Just another read of my research for the book. Seems to get more reactions when I stick to the academic stuff, though... direct 'teaching'... we'll see...
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#007 What Was There Before Sales?
A painful cold read of one portion of a chapter of a book on Sales Engineering I'm writing, wherein we look at the evolution of "sales" as a proper vocation.