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

Damian is a Principal Security Engineer at Feroot and the Founder and Head Sales Engineer at Cyber Informants, a small startup focused on pre-sales in cybersecurity. With over a decade of experience in cybersecurity sales, Damian is dedicated to shaping the future of the field. https://wethesalesengineers.com/show232

Trevor Spires is a Senior Solutions Architect at AWS with over 10 years of experience in consulting and pre-sales architecture for web software and IT infrastructure. His technical expertise includes Network Engineering, Security/Compliance, and Infrastructure/Cloud Computing, as well as consultative and customer-facing skills. He is also passionate about video production, content marketing, music, and excessive coffee consumption, and has a YouTube channel under his name. https://wethesalesengineers.com/show231

Dan Caffarey worked as a business English and communication teacher for many years travelling around the world. His love for teaching and helping made him decide to coach solutions and sales engineers who are not native English speakers to communicate with their clients better, sound more natural, and actively listen without zoning out. https://wethesalesengineers.com/show230

Jason Marc Campbell is the author of the upcoming book Selling with Love. He interviews thought leaders from around the world on topics of leadership, team building, communication, productivity and so much more. He is a public speaker who’s shared the stage with the likes of Gary V, Jason Silva, Vishen Lakhiani, Lisa Nichols, and more. You’ll quickly recognize him through his high energy and passion for making a positive impact in people's lives. https://wethesalesengineers.com/show229

Jeff Perry is a leadership and career coach for engineers and technology professionals. He helps people level up their careers in a holistic way by working together with them on mindset, Career Clarity, how to land that dream job that you're looking for, and present yourself in the best way. Jeff has a wide background in different engineering functions and has also worked in engineering leadership. Full show: https://wethesalesengineers.com/show228

Anthony Campanale is currently the Senior Solutions Consultant at Cheetah Digital. He has worked as a principal, SaaS, presales, associate, internet marketing, and technical consultant and analyst for the past 2 decades for different companies. He revealed that his interest was not in delivering the solution, has been curious about how technology can solve problems because of the Apollo 11 Space Mission when he was Seven, and being a hybrid didn’t work for him. Full show: https://wethesalesengineers.com/show227

Brian Geery is a Badass Software Demo consultant who has helped countless companies, including well-known brands up-level their demo game. He is the managing partner of SalesNv for over 30 years now. SalesNv is a demo coaching company to improves a team’s win rate by turning good software demos into blockbusters. This is the third time that he will be interviewed by Ramzi, and he said he is willing to do a demo audit free of charge. Full show: https://wethesalesengineers.com/show226

Kenneth Kutyn is the Solutions Consultant for Product Analytics and Experimentation at the company, Amplitude. After finding a problem in his previous role with building brand new presentations every time he needed to talk to a customer, he built a tool to solve that problem. He has since moved and worked on making that tool available to the public.   Full show: https://wethesalesengineers.com/show225

Tanner Howell is the head of the sales engineering organization at a cybersecurity upskilling company, RangeForce. He is an experienced IT Professional with a demonstrated history of working in the security industry and a research environment. He also has a Bachelor's Degree in Computer Engineering. Rather than doing implementations in SaaS solutions, their company is more about knowledge of their space. Different types of cybersecurity professionals, and being able to converse with them.   Full show: https://wethesalesengineers.com/show224

Kris comes back to dig into more details about what he means by serving the process, not the salesperson.   Show notes: https://wethesalesengineers.com/show223

Kris Meulemans the Global Head of Customer Operations in Materialize. He is a Presales Leader with years of experience in multiple industries. He also shared tips and tricks on how to gain the trust of the customers to tell their pain points.   Full show: https://wethesalesengineers.com/show222

Mastering Technical Sales is THE Book that every sales engineer should read. The 3rd edition, and the one that I’ve read, came out 8 years ago. But things have changed significantly over the last 8 years. They changed enough to warrant a 4th edition of that book which includes many updates.   John Care, the author of the book, comes by the show to discuss what those changes are. John has been on the show a couple of other times, so check out those episodes as well when you’re done.   Full Show: https://wethesalesengineers.com/show221

Is it easier to have only one product to sell? What happens when the company grows, either organically or through acquisition? Does it get harder or easier? Is it any different? These are all questions that I tackle with my guest David Ledger.   David Ledger is a Regional VP of Sales Engineering and a Sales Enablement provider. He is a strong proponent of learning and improving. As the organization grows, the portfolio grows with it and so should the Sales Engineer’s skills.    Full show: https://wethesalesengineers.com/show220

Andy Paul is an author, a podcaster, a speaker, and a consultant. He is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. He is the owner and the host of the podcast "Sales Enablement with Andy Paul,” the show already has over a thousand episodes and continues to inspire thousands of sales professionals every week. Andy has also written two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales". He recently published the book “Sell Without Selling Out.” Discover why Andy decided to remain in sales and what motivates him.   Full show: https://wethesalesengineers.com/show219

How would you react if someone who pursued Computer Science, worked for NASA, and hated it? How about when a sales engineer who has worked in a known and successful company would resign and work in a startup instead? In this episode, find out why Desanka Aleksov grew to love developing again and came back not just as a computer engineer or a salesperson alone, but as a sales engineer.   Full show: https://wethesalesengineers.com/show218

When looking to hire a sales engineer, experienced or rookie, there are certain criteria that leaders look for. In this episode, I discuss that with Jimmy Barens, Head of Solution Engineering at Yext.   Full show: https://wethesalesengineers.com/show217

Are you still doubting what to pursue between post-sales and pre-sales? Do you want to know the difference between the two? In this episode, you’ll get to know a former technical expert who shifted to sales engineering and became a vice president even after having an unsatisfied buyer and making a mistake worth $30,000 in his early years in the field. Come and join the rollercoaster journey of Paul Vidal towards his current position!Paul Vidal is the Vice President of Customer Success at Reprise. He has more than 15 years of experience in data management, technical, and sales. He is a Technical Expert and has two master's degrees in Computer Science. He started in post-sales but changed to presales after he realize he loves to design solutions.  He also considers sales engineering as one of the best professions because it combines puzzle-solving and people skills.

My guest this week is Woody Evans, a Presales Leader with lots of experience. He runs a Discovery University at his current job with the intention of extracting what value means to customers, then making sure he provides that value.   Full show: https://wethesalesengineers.com/show215

Are you new to sales engineering? If you are maybe just a few years into the role and you’re wondering how you can become an all-star, then this episode is for you. My guest Ganesh of AVEVA answers questions about the type of people he hires and sees potential for sales engineering growth. He also talks about the most essential quality you need to have as a sales engineer. Ganesh Venkataramanan is the Vice President of presales for AVEVA, which is a software company that laid up the global account region within AVEVA property sales. His background is originally in projects and delivery which may be a good starting point for anyone from a technical sales or presales or sales engineering background. Along the way, he decided he enjoyed sales and that’s where he thought he could make the greatest impact. Full show: https://wethesalesengineers.com/show214

So you're a sales engineer—what does that mean? Sales Engineering differs from company to company, industry to industry, and even individual to individual. The great thing about being a sales engineer is that there are so many ways to be one. It's important to understand what makes the organization successful, and what makes the individual happy. My guest this week is Amber L. Fallon. Amber went through a few SE roles before her current positions. Some were great, some she did not enjoy. We discuss why that is, and what folks can do to understand what they want in a Sales Engineering role. Shownotes: https://wethesalesengineers.com/show213