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

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

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.

  1. 01/07/2024

    What Does a Great Solution Engineer Look Like?

    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

    31 min

  2. 24/06/2024

    Learning To Sell Better From Being Sold Badly

    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

    54 min

  3. 17/06/2024

    Earning the Right to Ask Helpful Questions

    The episode features an experienced sales trainer Richard Harris, discussing the intersection of sales and sales engineering. Richard shares insights on earning the right to ask questions, building trust with clients, and the concept of economic impact. He emphasizes the importance of proper communication and collaboration between salespeople and sales engineers (SEs), addressing common challenges and misconceptions. The conversation also touches on leadership accountability, the value of practice, and personal growth. Richard highlights the significance of self-awareness, mental health, and balancing personal and professional life. The episode provides tips and strategies for salespeople and SEs to enhance their effectiveness and cooperation.   Shownotes: https://wethesalesengineers.com/show322

    1h 1m

  4. 10/06/2024

    Forget How, Focus on The Why!

    Our guest today is Devon Montgomery, a Lead Solution Engineer at Collibra. Devon's path to Solution Engineering is interesting. It’s not just that he was an SDR who got into Solution Engineering; what he was before and how he got there are also interesting.  show notes: https://wethesalesengineers.com/show321

    1 hr

  5. 03/06/2024

    Promote Yourself to The CEO of Your Life and Career

    Many of us let our careers happen to us. Imagine if a CEO of a company just LET whatever happens to his or her company happen. They would be fired immediately from their role. But we can go through our lives and careers without being intentional in how we want to live our lives.    Instead, if we look at our lives like a startup and we are the CEOs, we can then look at our salary as revenue, our skills as the products that we provide, and our time as the service, then we can look differently at our lives. We can make decisions on what to improve and how.

    26 min

  6. 27/05/2024

    How To Prepare for A Customer or Interview Demo

    This is how I teach my #SolutionEngineers to prepare for their customer demos or their Interview demos.   show notes: https://wethesalesengineers.com/show319

    28 min

  7. 20/05/2024

    Challenging Perspectives and Learning from Professional Disagreements

    Last week I mentioned the 10 mistakes that #SolutionEngineers make that drive Salespeople crazy. This week Wesley comes to the defense of these SEs. Wes and I discuss the dynamics and challenges faced by SEs and account managers in tech sales. Wes shares his experiences and disagreements with certain points raised in a previous podcast episode about common mistakes SEs make, such as hijacking meetings and not following up. The discussion touches on the importance of good communication, trust, and feedback between SEs and sales reps, highlighting how effective management and understanding can prevent many issues.  show notes: https://wethesalesengineers.com/show318

    35 min

  8. 13/05/2024

    Top 10 SE Mistakes that Drive AEs Crazy

    So I’ve been in sales for a while. A few years now, and I’ve worked with several SE either as a sales person, a mentor, or a coach. And we love to joke around and talk crap about salespeople. I mentioned this before but on my first week on the job, I traveled to a quarterly training for both SEs and Sales. We had a common training session (marketing slides) and when that session was over and we were about to split up, my manager (SE manager) stood up and said “SEs stay here, those who have a lobotomy go to the other room.” That’s how I was introduced to sales. It was a joke, and everyone laughed, but since then I knew I could make fun of salespeople because they do things that drive us crazy.  On the other hand, since I’ve been in sales there are things that SEs do that also drive me personally nuts. In the last couple of weeks, I’ve seen things that have made me so angry, I can see why AEs don’t want to bring SEs into meetings. Here are 12 things SEs do that drive salespeople crazy.

    27 min
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About

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.

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