321 episodes

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.

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

    • Business
    • 4.9 • 46 Ratings

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.

    Forget How, Focus on The Why!

    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
    Promote Yourself to The CEO of Your Life and Career

    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
    How To Prepare for A Customer or Interview Demo

    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
    Challenging Perspectives and Learning from Professional Disagreements

    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

    • 34 min
    Top 10 SE Mistakes that Drive AEs Crazy

    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. 

    • 26 min
    Work Behind The Curtin To Help Your Customers Better

    Work Behind The Curtin To Help Your Customers Better

    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

    • 1 hr

Customer Reviews

4.9 out of 5
46 Ratings

46 Ratings

Engineer+teacher+gardener ,

Authentic and useful

This podcast is a goldmine for anyone in PreSales. Ramzi asks great questions and his relatable style and self-deprecating humor get his guests to open up. He started this podcast as a way to get mentors for his own career growth and it has blossomed into a force multiplier for the entire profession. Well done.

thatengineeringguy14 ,

Great listen for Sales Engineers!

Ramzi does a great job facilitating meaningful discussions and helping people navigate the wide world of sales/solutions engineering! You can tell he has passion for this profession and community, and the episodes are full of actionable insights you can use right away!

Baby-Yeer ,

The Pioneer of PreSales

Can’t say enough for how much Ramzi has helped the PreSales role gain recognition, self-awareness, and community!

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