We The Sales Engineers: A Resource For Sales Engineers, By Sales Engineers

Adam and I discuss doing framing and preparing a presentation, a whole list of books, and getting better every day.

Greg Holmes, Director of Sales Engineering, joined me today to discuss the SE Soft skills, flexibility with customers, and ensuring customer success

Michal had 10 years of experience as a Software designer before doing the switch, and we discuss a lot about that specific topic, why he switched, what challenges he faced, the differences between the 2 roles

We discuss how Anthony went from a customer to a Sales Engineer, his view on what makes an SE good or bad.

Sales Engineers make mistakes, and in this episode, I will discuss with my guest, Wes, about common mistakes we do, as well as the benefits of mentoring.

Daryn was a Solution Engineer before there was solution engineers. We talked about the most important SE skill, mistakes and objection handling among other things.  

Fun conversation with Moni where we get into one deal where he and his SE worked as a team to upsell a customer in a competitive environment.

Many aspiring SEs are asking me how they can get an job as an SE. This episode is dedicated to them.

Anthony Iannarino, an author, speaker and sales leader joins me today to discuss the Account Manager/SE relationship, and the different levels of value.

David has been an SE since 2008, and is currently in a leadership role. That helps him shed light on what aspiring engineers can do to get their coveted SE role

Bob Emberley has been in Sales for a very long time in one capacity or another. We discuss the career path of SEs, working for startups, next steps for SEs. We go through the not so fire round where Bob provides nuggets of wisdom that everybody can use.

Jason has been an SE for over 20 years and loving it. We will discuss what it’s like to work for a startup vs big companies, the different types of SEs, mentorship and much more.

Mamoun discusses his career path to going from a Support Engineer all the way to AN SE in a different continent. We will discuss how post sales experience helped him in a presales role, and what career path he sees going forward.

Other than owning his own consulting company, Tim O'Connor provides sales training for different types of companies, and that's where I met Tim. Tim and I will do a deep dive into methodologies for performing a discovery call to get the most amount of info from the customer

Brian started his career as a musician in a punk rock band. He talks about how he was able to go from a musician to a Sales Engineer using a hacker mentality.

John Care, author of Mastering Technical Sales and the Trusted Advisor Sales Engineer, visited the show to discuss the Sales Engineer role, good SEs vs great SEs and so much more.

Today’s guest is Steven Shaffer, who owns his own recruiting company called GRN Beachwood. This conversation was full of tips that SEs can use in their day to day life. Because of his position as a recruited he gets a lot of feedback of what the managers are looking for in SEs, and how they expect them to perform.

Andrew Tesla who has a hybrid role where he does both the AM and the SE role in the Power Generation and Manufacturing sector. He owns his own business which we will discuss among other things, and he loves the role of the SE.

Mike is a seasoned Account Manager and Director who I met during his time with Spirent. I wanted to have an Account Manager who knows what to do to be a great AM on the show and I could not think of anyone better than Mike. Mike will share his opinion on what it takes to be a good SE, and what actually constitutes a good SE.

With the second part of my conversation with Tim, we get into details talking about strategies for linkedin, job boards, how recruiters work, and the best way to negotiate a salary.