Mar 30, 2020
Trevor Lancon joins this week’s show to share his insights on selling to an extremely technical audience - an audience that’s expected to be more technical than he is. Additionally, Trevor, while quite technical himself, has just transitioned into a hybrid Sales Engineering/Account Management role (similar to...
Mar 23, 2020
Career paths for technical folks going into sales is Sales Engineering and then Sales. Matt took a different route where he started off as a Salesperson and then moved to Sales Engineering. Here's his story.
https://wethesalesengineers.com/show101
Mar 16, 2020
The Centennial Show. Show 100. This one is a special one, bringing together three behemoths in Sales Engineering leadership to speak about Sales Engineering as it is, where it came from, where it’s going, how it's valuable and how to be better at it. Chris White, Greg Holmes and John Care share their insights in...
Mar 9, 2020
In order to deliver the best demo, the best presentation, the best value to any customer/prospect, you have to know what they want. The way to find out what they want is through a process called Discovery. Today’s show welcomes back Chris White, author, leader, consultant and coach, to explain his views on discovery:...
Mar 2, 2020
Nathan Fierley is the Senior Director of Sales Engineering at Bigtincan, a company that empowers sales organizations through sales enablement to provide the resources necessary for sales teams to more effectively sell to their target audience. Today’s show covers a wide variety of topics, from learning what...