Sales Engineering University

Pat Trainor

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!

Episodes

  1. 09/24/2019

    #013 To Demo, or Not to Demo... (Part 1/2)

    Send us Fan Mail 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'"...

    55 min

  2. 09/24/2019

    #012 Are You a Well-Kept Secret? Yes! Yes You Are!

    Send us Fan Mail 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"...

    39 min

  3. 09/24/2019

    #011 Hunted as, and Being a Hunter as, a Sales Engineer

    Send us Fan Mail 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?

    33 min

  4. 09/24/2019

    #009 Anyen's Answer - On becoming a Sales Engineer

    Send us Fan Mail 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.

    30 min

  5. 09/17/2019

    #008 Exchange of Goods, Introduction of Currency, Worth vs. Value, Retail Sales Inventions

    Send us Fan Mail 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...

    27 min

  6. 09/17/2019

    #007 What Was There Before Sales?

    Send us Fan Mail 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.

    24 min

  7. 09/17/2019

    #006 Why You Need a Sales Engineer (4/2)

    Send us Fan Mail NOTE: There is a 15-second pause at the front, which is where the intro video played on the original recording. This is the audio portion of a video done (poorly) here. I am VERY sorry for the "uhms" Last of a 4-part episode that goes over the basics of Sales Engineering. Started out as a 2-parter, but ran long, what with trying make things bite-size...

    40 min

  8. 09/17/2019

    #005 Why You Need a Sales Engineer (3/2)

    Send us Fan Mail Seems it was a 4-parter... !

    26 min

  9. 09/17/2019

    #004 Why You Need a Sales Engineer (2/2)

    Send us Fan Mail Again, please don't freak out about the quiet intro. These are the audio from a video series on YouTube. I'll be moving to just  audio once these are all uploaded...

    47 min

  10. 08/13/2019

    #003 Why You Need a Sales Engineer (1/2)

    Send us Fan Mail This episode is the audio from this video... In the first chapter of two, we take a high level look at what a Sales Engineer can do for you to change your culture forward to a Sales- and Customer-focused one. Subsequent parts of this small series will address each of the components shown here separately, namely: Exec/Decision Makers, PDM (Product Development Managers), Sales & Sales Management, Engineering & Development (QA, support, etc.), and of course Prospects & Customers. It is hard for companies selling technology to see how they can move from being a technology-centric culture to one that puts Customer Service at the top. Most who are simply used to doing that way can't see how focusing on Sales and the Customer will pan out to enable revenue.  I share my experience helping companies understand exactly WHY this should be done NOW, HOW this is done (what customer-focused communication looks like), and how a Sales Engineer fits into all this as a catalyst for change, and why every company out there needs a Sales Engineer. Each of these parts is not short, and can be likened to about an hour session I would do when training a group, or at a show. Some are relatively short.  I did not speed through these as fast as I could for a few reasons. For one thing, even though I write out most of what we talk about, some like to take notes, and find pausing a video annoying. In making videos like these, I have to consider the common denominator, and not leave anyone behind.  I apologize in advance if this more thoughtful pace is too slow for you. I think there is a way to play videos at multiples faster than they were recorded on YouTube, so I invite you to explore that option if you need to.

    30 min

  11. 08/13/2019

    #002 What Is Sales?

    Send us Fan Mail f you want to be a Rock Star Sales Engineer, you will need to know how the people you'll be supporting work. How else can you support sales if you don't understand it? Here I take 53 minutes to dig into Sales from the viewpoint of a Sales Engineer. Since I do these off the top of my head (been teaching it for a long time now), I might tend to drift a little, but eventually I get it all done. These are not meant for the casual SE that is happy doing the bare minimum, or what they are told to do. These videos are from someone who wanted to be at the top of their profession. If you want to see this audio (basically my hands and a dry board), you can see it here, the Sales Engineering University video page here, and the website here.

    53 min

  12. 06/22/2019

    #001 What Is Sales Engineering?

    Send us Fan Mail Sales Engineering University [Apologize for quiet 30 seconds at start: will edit out soon!] Is it Sales? Is it Engineering? Why do so many companies get this so very wrong? From the beginning we've had a hard time with companies standardizing on the job title's meaning, and unfortunately many companies are still struggling. I also touch on what makes a good Sales Engineer, for those who think a career in Sales Engineering might be with interesting. Note: This is the audio from the YouTube video series episode. There is nothing of any consequence you are missing by only listening to the video. The link above, and at the series description, is linked to the videos-both on my YouTube channel, and with extras on https://seu.atcp.us As the first I've transferred, it lacks any fancy stuff you are used to in podcasts because, well, it isn't a podcast. After the video series is uploaded, I will continue with episodes designed for the podcast (or whatever we'll be calling these next) medium. Fair? The IT Guys (860) 917-5346 https://ITGuys.Business

    45 min
  • 12 Episodes

Ratings & Reviews

3
out of 5
2 Ratings

About

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!

Information

  • Creator
    Pat Trainor
  • Years Active
    2K
  • Episodes
    12
  • Rating
    Clean
  • Copyright
    © 2026 Sales Engineering University
  • Show Website
    Sales Engineering University