Coffee with Sales Engineers

Sachin Wadhawan
  • 5.0 (4)
  • CAREERS
  • UPDATED WEEKLY

Welcome to "Coffee with Sales Engineers" – Your Weekly Dose of Insight, Innovation, and Inspiration!Are you ready to dive deep into the world of sales engineering? Whether you're a seasoned pro or just starting your career, this podcast serves up valuable conversations with experts who are shaping the future of tech sales. In each episode, we’ll explore: Real-world experiences from successful sales engineersStrategies to navigate complex sales cycles and technical challengesInsider tips for advancing your career in the tech industryTools and techniques that can help you close more deals and build stronger client relationships Grab your coffee and join us for honest, thought-provoking, and actionable insights that will help you thrive in the fast-paced world of sales engineering. Ready to level up your career? Press play and join the conversation!

  1. 07/24/2025

    Coffee with Sales Engineers - Ben Hills, Iris

    Send us a text In this episode of Coffee with Sales Engineers, host Sachin Wadhawan interviews Ben Hills, CEO and founder of Iris, an AI-first RFP automation platform. They discuss the evolving role of sales engineers, the challenges of RFPs, and how AI can transform the procurement process. Ben shares his journey in sales engineering, the importance of understanding buyer needs, and how RFPs can be leveraged as a strategic tool rather than a burden. The conversation highlights the growing trend of RFPs in procurement and the potential for AI to enhance efficiency and effectiveness in sales processes. Chapters 00:00 Introduction to the Podcast and Guest 01:16 Ben Hills' Journey in Sales Engineering 04:46 Innovating in RFP Solutions 08:59 The Evolving Role of RFPs in Procurement 16:58 RFPs as a Qualifying Tool for Buyers 22:49 Leveraging AI in RFP Processes 27:16 The Future of Sales Engineering and AI Integration

    33 min
  2. Coffee with Sales Engineers - The Power Of Storytelling by Cortney Zamm

    07/16/2025

    Coffee with Sales Engineers - The Power Of Storytelling by Cortney Zamm

    Send us a text In this episode of Coffee with Sales, Sachin Wadhawan and Cortney Zamm discuss the vital role of storytelling in sales engineering. Cortney shares her unique journey from film school to becoming a sales engineer, emphasizing how storytelling skills can enhance customer engagement and differentiate offerings in a competitive market. They explore practical strategies for integrating storytelling into sales demos, the importance of practice, and how to benchmark storytelling skills. The conversation highlights the power of narrative in creating memorable customer experiences and fostering deeper connections. "We are hardwired to ingest stories.""Practice makes storytelling natural."Chapters 00:00 Introduction to Storytelling in Sales Engineering 03:47 The Importance of Storytelling in Sales Engineering 08:09 Transforming Technical Demos into Engaging Narratives 11:05 The Role of Questions in Storytelling 13:33 Practical Steps to Incorporate Storytelling 15:58 Measuring the Impact of Storytelling 17:38 Building a Story Library for Sales Engineers

    21 min
  3. Coffee with Sales Engineers - Max Elster (Minoa)

    06/06/2025

    Coffee with Sales Engineers - Max Elster (Minoa)

    Send us a text In this episode of Coffee with Sales Engineers, Sachin Wadhawan interviews Max Elster from Minoa, discussing the critical role of sales engineers in driving value within organizations. They explore the journey of Minoa, the importance of value intelligence, and the challenges sales engineering teams face in incorporating value into their processes. The conversation highlights the need for a seamless connection between pre-sales and post-sales activities to ensure that customers realize the value promised during the sales process. Max shares insights on emerging trends and priorities for sales engineering teams, emphasizing the importance of adapting to the evolving landscape of sales and customer success. Chapters 00:00 Introduction to Value Intelligence in Sales Engineering 02:05 The Role of Sales Engineers in Value Conversations 05:27 Challenges in Implementing Value in Sales Engineering 08:59 Value Maturity and Its Importance 13:45 Connecting Pre-Sales and Post-Sales Value 18:29 Future Priorities for Sales Engineering Teams

    22 min
  4. Coffee with Sales Engineers - Shivani Sivashankar

    05/20/2025

    Coffee with Sales Engineers - Shivani Sivashankar

    Send us a text In this episode of Coffee with Sales Engineers, Shivani Sivasankar shares her journey from software development to sales engineering. She discusses the importance of sales engineers as interfaces between technical teams and customers, the dynamic nature of the role, and how AI is transforming the sales engineering landscape. Shivani also addresses common misconceptions about sales roles and emphasizes the collaborative nature of the profession. Chapters 00:00 Introduction to Sales Engineering Journey 02:44 The Role of Sales Engineers as Interfaces 04:32 Transitioning from Software Development to Sales Engineering 06:49 The Dynamic Nature of Sales Engineering 09:30 Empathy in Sales: Understanding the Sales Process 12:06 The Impact of AI on Sales Engineering

    16 min
  5. Coffee with Sales Engineers - Sandeep Madhavan

    05/13/2025

    Coffee with Sales Engineers - Sandeep Madhavan

    Send us a text summary In this episode of Coffee with Sales Engineers, Sandeep Madhavan shares his unique journey into the world of sales engineering, discussing the pivotal moments that shaped his career. He emphasizes the importance of customer engagement, the evolution of the sales engineering role, and the impact of AI on the profession. Sandeep reflects on his leadership experiences and the significance of taking action and making an impact in one's career. Chapters 00:00 Introduction to Sandeep Madhavan's Journey 03:01 Transitioning from Engineering to Sales Engineering 06:15 Building Customer Relationships and Trust 08:58 Leadership in Sales Engineering 12:02 The Evolution of Sales Engineering and AI Impact 18:10 Future of Sales Engineering and Thought Leadership

    17 min

  6. 04/30/2025

    Importance of knowledge management in Sales Engineering - Dan Chen, CEO of Quilt

    Send us a text summary In this episode of Coffee with Sales Engineers, Sachin Wadhawan hosts Dan Chen, founder of Quilt, a company focused on enhancing sales engineering through innovative technology. They discuss the importance of knowledge management in sales engineering, the challenges faced by sales engineers, and the evolving role of AI in the industry. Dan shares insights from his entrepreneurial journey and the significance of understanding the sales engineering process to build effective tools for sales teams. takeaways Quilt aims to stitch together knowledge silos in organizations.Sales engineers play a critical role in the sales process.Generative AI is transforming how sales engineers work.Knowledge management is essential for effective sales engineering.AI can automate repetitive tasks for sales engineers.Sales engineers often face challenges in software procurement.The importance of clean data for AI applications cannot be overstated.Sales engineering tools should be designed with SEs in mind.Understanding customer needs is vital for sales success.The future of sales engineering will heavily involve AI technology.

    21 min
  7. The importance of Curiosity & Engagement in Sales Engineering - Tim Chinchen

    04/29/2025

    The importance of Curiosity & Engagement in Sales Engineering - Tim Chinchen

    Send us a text summary In this episode of Coffee with Sales Engineers, Tim Chinchen, a leader in solutions consulting, shares his journey from post-sales to pre-sales, discussing the importance of curiosity, engagement, and storytelling in sales engineering. He emphasizes the evolving role of AI in the industry and how it can enhance the effectiveness of sales engineers. Tim also highlights the significance of building a high-performance team and the characteristics that define top performers in the field. key takeaways Curiosity and engagement are essential traits for top performers.Building a high-performance team is an ongoing journey.AI will significantly impact the role of sales engineers.Storytelling is a powerful tool in sales engineering.The importance of networking in career transitions High-performing teams focus on continuous improvement and learning.AI tools can enhance the efficiency of sales engineers.Chapters 01:46 Tim's Journey into Solutions Consulting 07:02 Transitioning from Post-Sales to Pre-Sales 11:35 Characteristics of Top Performing Sales Engineers 16:37 The Importance of Curiosity and Storytelling in Sales Engineering 20:46 Balancing Technical Skills and Client Engagement 22:40 Defining Team Excellence and High Performance 26:41 The Journey of Building a High-Performance Team 30:46 The Power of Storytelling in Sales Engineering 32:36 The Impact of AI on Solutions Consulting

    28 min
  8. Prioritizing "Solve" over "Sell" for Sales Engineers - Grace Yang

    04/15/2025

    Prioritizing "Solve" over "Sell" for Sales Engineers - Grace Yang

    Send us a text Summary In this episode, Sachin Wadhawan interviews Grace, a solutions engineer with a background in finance and economics. They discuss Grace's transition from consulting to solutions engineering, the unique aspects of her role, and the challenges she faces, particularly as a woman in a male-dominated field. Grace shares her experiences working internationally and emphasizes the importance of problem-solving over selling in her profession. The conversation also highlights the collaboration between solutions engineers and account executives, and the need for effective communication in achieving success. takeaways - The role of a solutions engineer is about problem-solving rather than selling. - Solutions engineers have a unique position that allows them to touch various aspects of a project, including sales and delivery. - Technical knowledge is important, but the ability to communicate complex ideas simply is equally crucial. - Grace emphasizes the importance of building relationships with stakeholders to ensure project success. - Effective communication between account executives and solutions engineers is key to success in sales. The conversation underscores the evolving landscape of women in technology and the importance of representation. Chapters 00:00 Introduction to Solutions Engineering 02:37 Transitioning from Consulting to Solutions Engineering 04:54 The Role of a Solutions Engineer 07:20 Navigating Technical Challenges 09:07 International Experience in Sales Engineering 11:22 Being a Woman in FinTech 13:57 Collaboration with Account Executives

    16 min
See All (35)

5
out of 5
4 Ratings

About

Welcome to "Coffee with Sales Engineers" – Your Weekly Dose of Insight, Innovation, and Inspiration!Are you ready to dive deep into the world of sales engineering? Whether you're a seasoned pro or just starting your career, this podcast serves up valuable conversations with experts who are shaping the future of tech sales. In each episode, we’ll explore: Real-world experiences from successful sales engineersStrategies to navigate complex sales cycles and technical challengesInsider tips for advancing your career in the tech industryTools and techniques that can help you close more deals and build stronger client relationships Grab your coffee and join us for honest, thought-provoking, and actionable insights that will help you thrive in the fast-paced world of sales engineering. Ready to level up your career? Press play and join the conversation!

Information

  • Creator
    Sachin Wadhawan
  • Years Active
    2024 - 2025
  • Episodes
    35
  • Rating
    Clean
  • Copyright
    © 2025 Coffee with Sales Engineers
  • Show Website
    Coffee with Sales Engineers