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We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers Profile

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

English, Finance, 1 seasons, 294 episodes, 3 days 10 hours 6 minutes
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.
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#294 Unlocking Your Untapped Potential Energy To Operation in Your Genius Zone

As I watch my kids in their activities, I can tell what they are good at, great at, and what needs work. For professionals, who don’t have their parents watching their every move, every technique and reaction, we have to figure that out for ourselves.   My conversation with Jeff Perry is all about that. Jeff is a leadership and engineering coach. He takes me through some exercises to find my genius zone and uncover some self-limiting beliefs that I may have. show notes:
04/12/202352 minutes 10 seconds
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#293 Published Pricing, An Evil Marketing or A Business Need?

A few weeks ago a discussion started on LinkedIn about vendors providing pricing on their web page. Damian Tomasino was for (with nuance), and John Care was against (also with nuance).  So I thought it would be best to jump on a call with Damian and John to discuss their initial thoughts and the nuances of it.  In this chat, we dig into their insightful opinions on this “controversial” topic, the evolution of the sales engineer's role, and the need for improved collaboration amongst sales engineers, account executives, and marketing teams.  Show notes:
27/11/202352 minutes 1 second
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#292 Presales Recruiting Challenges from a Leadership Perspective

All sales engineers watching this show have been through the recruiting process in the past. Some have had great experiences, and some have been ghosted. It is hard. But looking through the other end of the process, SE Managers and Directors have to recruit and make decisions that can either greatly improve the SE team, or bad behavior can permeate throughout.   Along with my guest Co-host, John Hodgson, we interview Jeff Margolese and David Schultz, both great SE leaders with different backgrounds and experiences as we discuss the best process to recruit SEs.  Show notes:
20/11/20231 hour 58 seconds
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#291 Surprises, Mistakes, and Challenges of Moving to Sales

We've talked about moving into sales in the past. How to prepare for it, and what to do once we get there. The discussion with Mike today is similar, but he shares his own experiences. Why he wanted to move? What it was like once he was in that role and what did he learn?   Show notes:
13/11/202351 minutes 37 seconds
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#290 The Best Tip I've Ever Heard About Learning Something New

Mohamad has an interesting story where he had to solve multiple problems in his life from leaving Egypt to the Gulf and then coming to the USA. From finding jobs that suit him, to learning on the job to do it.   Shownotes:
06/11/20231 hour 4 minutes 48 seconds
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#289 Here's Why Account Planning Is Important for Sales Engineers

Account Planning is something that Salespeople are responsible for. Many Sales Engineers try to stay away from that as it’s boring and many salespeople don’t come up with a good plan. However, in this video, I make the case why some Sales Engineers should be involved. Here are the questions that we will answer today:   What is an Account Plan? Who is responsible for the account plan? Why should SEs care about having a good account plan? Who would not participate in creating one?   And finally, how to Account Plan? Show Notes:
30/10/202321 minutes 59 seconds
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#288 Finding And Using Your Strengths To Succeed as a Sales Engineer

Are there any more secrets in this world? Actually, I’m sure there is, so let’s narrow it down to what we do. Are there any more secrets to Sales Engineering? There are many out there posting, teaching, and sharing their information.   Fortunately, yes there are still some secrets. Some are hiding in plain sight, and some that we actually need to dig and research to highlight them. Today’s guest Aileen McNabb helps with that today!   Aileen has been on the podcast before (show 155), but if you don’t know here, she is a former SE Leader, and now she is a coach and author who just published her first of what hopefully be many books, one of whic
23/10/20231 hour 23 minutes 23 seconds
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#287 How Self Awareness and Self Investment Propelled an Introvert to Senior VP

This week I chatted with Nate Broome from CaptivateIQ to discuss his career, his challenges, and what he is doing today at CaptivateIQ to build a great sales team. Show notes:  
16/10/20231 hour 6 minutes 54 seconds
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#286 The Evolution of Solutions Engineering Pre and Post Pandemic

Technology changes on what seems like to be a daily basis. How we sell has not changed in ages. Sure, they slap a new name and tweak a couple of terms, but the process of selling remains the same. SPIN Selling, Solution Selling, Challenge Sale, etc. But after covid, the PreSales role specifically has had to change. Those who see it coming can prepare, others will be left as Sales Support.   Today’s guest is Paul Harris, Principle Solution Architect at Loftware. We talked about his interesting journey, where he had to make tough decisions, after being pushed into things he had to get out of. We also talked about the evolution of sales engineering, what it was like before the pandemic vs now, and where Paul thinks it will be in the coming years.   
09/10/202359 minutes 25 seconds
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#285 Step by Step Process to Overcome the Job Market and Land Your Next Job

Many individuals are looking for a job, and there are many common complaints. “No one is responding to me”, “I’m being ghosted” etc.   In this episode, Ramzi discussed his thoughts about the job search, some rules, and how you can go about securing your next job. This is true whether you’re looking to break into Sales Engineering, or you’ve been doing this for many years.  
01/10/202322 minutes 38 seconds
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#284 Continuous Learning, Types of Learning, The Best Technique and Assessments

As Sales Engineers, our job is complex, but it’s very hard to do if we don’t stay on top of our learning. Therefore a great skill that we need to develop is continuous learning. Or even more importantly the skill to set time aside to do continuous learning or to learn on the fly!    Today’s podcast is an interview with Max Van Burke, Director of pre-sales at Pluralsight for EMEA. EMEA stands for Europe, the Middle East, and Africa. We will cover the topic of continuous learning, how Max tackles it, and what he expects his team to do as well.   And If you're not familiar with Pluralsight, it is a learning website that owns Cloud Guru that I’ve been using on my AWS journey! show notes:
25/09/20231 hour 3 minutes 21 seconds
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#283 Changing the Solution Engineer Role to the Requirements of the Customers

  Sales Engineering looks different in different companies. It looks different in the same company selling to different customers. And being able to service all different customer sizes is a skill that not many people have. Some organizations look for specific SEs with experience working with specific customers mainly since Sales Engineers method of working is very dependent on who they have worked with in the past.    And that is part of the discussion I have with Mohamed Barkhad today, a Customer Engineer at Google Cloud who has been a Sales Engineer for close to 10 years. We discuss how he shifted between roles and customers, how he shifted industries as well and how he learned to have tough conversations. Shownotes:
18/09/20231 hour 4 minutes 43 seconds
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#282 11 Mistakes Tech Startup Founders Make In the Sales Engineering Process

Startup Founders act as Salespeople, sales engineers, product managers, and many other roles. There lies the problem because some who have no sales experience make many mistakes in the sales process, and those without presales experience make more mistakes in the presales process.   Show notes:
11/09/202326 minutes 19 seconds
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#281 Preparing But Not Practicing Means You're Not Fully Prepared

One of the most important tasks that sales engineers need to do is practice their trade, and yet this is one of the most overlooked. Today, we discuss what it means to practice to be fully prepared, what we need to practice, and how we can go about it.   Show notes:
04/09/202322 minutes 50 seconds
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#280 Getting Creative In Hiring Sales Engineers from Different Backgrounds

Today we talk to Cathryn Prudence, an SE Manager from Calgary Canada. We discuss what Calgary is trying to do to become a tech hub, but most of our focus will be on hiring Sales Engineers from unorthodox backgrounds due to some limitations. Show notes at
28/08/202342 minutes 28 seconds
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#279 How Can Sales Engineers Recognize and Bust Through a Career Rut

We all reach a plateau in life and in our careers. Some we recognize, others we don’t. Some we want to break through, and others we’re ok staying within. And this is the main topic of today with Chris White.   Chris is a friend of the show. He’s been on several times so far, and you can find links to his previous episodes below, but today is all about being in a rut, recognizing it, and then doing something about it. Chris shares the ruts that he’s been through in his career, how he overcame them, and how he thinks others can overcome their personal struggles.   show notes:
21/08/202346 minutes 57 seconds
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#278 Even The Best Solution Engineers Bomb Sometimes

Trevor Spires, an experienced Sales Engineer, characterizes the profession as full of highs and lows. In this episode, he discusses managing proof of concepts, sustaining momentum in product evaluations, and dealing with challenges. Trevor shares his lowest moments, emphasizing learning from failures, camaraderie within teams, and managing interactions with product managers. He highlights the unpredictable nature of outcomes, offering insights into maintaining resilience and knowledge. Tune in!
14/08/202338 minutes 42 seconds
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#277 The Best Career Path for Sales Development Reps

Last week, I had the privilege of being a guest on Chris Bussing's podcast, and it was a huge success. Now, I'm excited to have Chris join my show as we discuss his journey in account management, including his experience at Google. During our conversation, we touch on valuable insights for salespeople, such as separating self-worth from performance, dealing with layoffs, and how sales can foster personal growth. We also explore the advantages and disadvantages of being an extrovert or introvert in sales, the importance of caring for others, and the impact of my father's influence on my career. Moreover, we share tips on becoming an SDR, the foundational role of coachability, and handling objections effectively. Tune in to learn more and discover some great book recommendations related to sales.
07/08/20231 hour 6 minutes 57 seconds
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#276 Sales Engineering What Is It and How do You Become It

In this episode of the We the Sales Engineer Podcast, we explore how sales engineering can lead to a fulfilling life. I will be sharing my journey, tips for success, and insights into building a career in sales engineering. We will cover handling rejections, leveraging strengths, and the importance of human skills. Tune in to learn about the interview process, networking, and strategies for overcoming challenges. This episode emphasizes continuous learning, resilience, and finding purpose in one's professional journey.
31/07/20231 hour 29 minutes 52 seconds
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#275 - The Small Steps Needed To Become a Solution Engineer

In this episode we have Jonathan Davis, a Senior Solutions Engineer at Snyk. Jonathan emphasizes the importance of independent learning in technology. He shares his journey from an unrelated field to sales engineering, highlighting the significance of soft skills, understanding competitors, and building customer relationships. The key to success as an SE lies in mastering valuable skills, focusing on business outcomes, and continuous deliberate practice. Becoming an expert on customers' problems is the key differentiator in sales engineering.
24/07/202355 minutes 31 seconds
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#274 What Most Sales Engineer Leaders Agree as Best Onboarding Practices

In this episode, we have Brian Geery where we discuss the exciting benefits of mentorship, the importance of clear expectations, and how to gamify the onboarding process. We also touch on making meetings more engaging, the role of sales enablement teams, defining ideal candidate qualifications, and the value of proof of concept. Throughout the episode, we share valuable insights and practical tips to improve the onboarding experience.
17/07/20231 hour 3 minutes 55 seconds
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#273 Challenges Being a Part of Life, You Have No Choice But To Overcome

In this episode with Gleb Sinani, a Ukrainian developer who relocated to Poland following Russia's invasion of Ukraine in 2022, we gained insights into his experiences as a freelance Sales Engineer and the challenges he faced while moving to a foreign country. Gleb shared valuable wisdom applicable to Sales Engineers, emphasizing the importance of technical and communication skills. Gleb also mentioned the diminishing demand for Sales Engineers and his personal journey of learning programming and developing soft skills. His superpower lies in perceiving life's challenges as part of the ordinary and having the ability to skip and revisit complex topics to gain a better understanding.
10/07/202341 minutes 4 seconds
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#272 Audience Questions - Get Comfortable being Uncomfortable and Differentiating Oneself

In this episode we discussed how Sales Engineers can differentiate themselves, the potential impact of AI on their work, and the comparison between sales and presales. Tune in as we talk about the importance of effective communication, asking the right questions, building strong customer relationships, and staying informed about technology advancements, as well as the misconceptions about presales and sales roles.
03/07/202347 minutes 41 seconds
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#271 Why Your PreSales Enablement Solution Sucks And How to Fix It

In this episode we address the lack of training and enablement for Sales Engineers (SEs) in many companies and also discuss the importance of sales and presales enablement, the role of a good manager in the process, and the common neglect of presales training. We will explore the challenges faced by newly hired Sales Engineers, the need for mentorship and coaching, and the benefits of continuous learning.
26/06/202324 minutes 14 seconds
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#270 Helping Hiring Managers Find a Great Quality of Hire

In this episode, we have John Hodgson, the Owner and Director of Bright Dynamics, a staffing and recruiting company specializing in matching leaders with professionals in the presales field. John shares his insights in the hiring process from the perspective of hiring managers and sheds light on how they assess competencies and make hiring decisions.
19/06/20231 hour 2 minutes 38 seconds
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#269 Start A Side Hustle and Improve Your Life

In this episode of We the Sales Engineers Podcast, Donald Kelly, Founder and Chief Sales Evangelist of The Sales Evangelist, explains the significance of side hustles and shares insights on how anyone can start one successfully.
12/06/202348 minutes 59 seconds
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#268 Solving the Mystery Of Pre-Sales In Japan

In this episode, join the conversation with Shivagni Dharne and Bryan Rios as they discuss various aspects of sales engineering in Japan. From the work culture to language requirements, interview processes, and the importance of soft skills, they delve into the unique challenges and opportunities in this field. Gain insights into the booming recruitment industry in Japan, the relationship between Sales Engineers and salespeople, and valuable advice on breaking into sales engineering. If you're interested in the Japanese work environment or considering a career in sales engineering, this episode is a must-listen.
05/06/202356 minutes 37 seconds
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#267 Finishing What You Started Is Not Always the Right Move

Should you always finish what you started? For example, after landing a sales engineering role, are you going to stick to it no matter what even if it no longer works for you? If these questions are bothering you, then this episode is for you. Our guest for today is Meri Martinez, a Project Manager and Regulatory Specialist at Innolitics. Before her current role, she was a sales engineer who realized, after just a few months, that it wasn’t for her. What did she do after realizing this? Also, how was her sales engineering role in the biomedical field different from typical sales engineering roles in tech? We answer these questions and more in our conversation.
29/05/202352 minutes 34 seconds
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#266 The Mentality For Becoming a 1% Top Earner

In this episode, Sales Engineer professionals looking to transition into sales will find valuable insights and practical advice from Doug C. Brown. Doug is a sales and business advisor, author, and CEO of Sales Strategies, and he will share his experiences and tips on becoming a successful salesperson. Whether you're an aspiring salesperson or seeking to enhance your sales skills, this episode offers actionable strategies to thrive in the sales industry. wethesalesengineer/show266
22/05/20231 hour 4 minutes 26 seconds
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#265 Searching For the Right Role that You Can Be Great At

Josh Price is the Manager for Solutions Engineering at Trella Health, an IT services and consulting company based in Atlanta. In this episode, Josh joins the podcast to talk about transitioning from music to sales, the health IT industry, and the challenges of being an SE leader.
15/05/202355 minutes 53 seconds
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#264 StartUp Pre Sales Engineering and Trends from a Recruiting Consultant

In this episode with Justin Ferber, Senior Consultant at The Search Experience, a recruitment consultancy specializing in building go-to-market (GTM) teams for tech startups, to talk about what startups are looking for from SEs, how they hire talent, and how they prioritize what talents to bring in.
08/05/202338 minutes 46 seconds
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#263 The Subtle and Not So Subtle Differences between SDR AE and SE

In this episode, Eric Finch provides advice on making a smart career choice between AE, SDR & SE. Eric Finch is a former US national team athlete and engineer who transitioned into tech sales. He became a global no. 1 seller for two years in a row at a 300-person high-growth startup, which has now gone public. Now, he runs an online business helping people break into tech sales. In this episode, I talked to Erich about the differences between sales engineering and tech sales and how one can make a smart career choice between the two.
01/05/202347 minutes 7 seconds
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#262 Debating the First 3 Months for New Sales Engineers, Bootcamps and Trends

There is a part of Sales Engineering that is just pure facts and if you follow, you have a high chance in being successful. On the other hand, there's a lot of it as well that is art, and we go based on how we feel, we lean on other presales individuals' experiences. So when 2 people disagree, it's common, and each can learn something from the other. That's what we have here. A disagreement on my latest youtube video.  @TonyMoze  has recently been through the onboarding process, and I wanted to get what he thinks differently.
24/04/20231 hour 2 minutes 30 seconds
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#261 Dissecting Sales Engineering Technical Needs, How We Get Paid

This episode is based on a session I did for members of the SE Hotline. It started off as a discussion of technical requirements and ended in discussing commissions and quota.
17/04/202340 minutes 12 seconds
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#260 Overcoming Burnout To Land and Excel At The Sales Engineering Role

Looking for your first sales engineering job is not a sprint; it’s a marathon. But you can even run the marathon like a sprint if you aren’t careful—leading you to burnout! This is one of many experiences that my guest for today went through along his journey to landing his first SE role. Raj Thakore, who is currently a Senior Sales Engineer at BlackBerry, came to me months ago to ask for coaching as he embarked on a journey filled with uncertainty and setbacks. He became a coaching client of mine for almost a year, and today, I invited him to the podcast to share the peaks and valleys of his six-month SE job search.
10/04/20231 hour 4 minutes 45 seconds
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#259 How Side Hustles Can Help Your Career Amount

“I did something that's out of the norm, which is what I suggest a lot of people do.” This is what our guest for today suggests new SEs looking for work do: start side hustles and include them in their resumes. It landed him his first SE job and it might help you land yours. In this episode, we dive deeper into Ryan Friess’ SE career and learn the art of leveraging side hustles to secure SE jobs. Ryan Friess is an experienced sales engineer who has worked for the information technology and services industry for years. Currently, he is a Senior Sales Engineer at
03/04/202351 minutes 10 seconds
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#258 Steps To Take If You Want to Become an Sales Engineer Leader

Paul H. Pearce is a Principal and Certified Training Partner at Great Demo!, a company founded by Peter E. Cohan, keynote speaker and author of a book of the same name. Paul H. Pearce describes himself as a “[c]ustomer-oriented, executive-level sales management professional with extensive experience developing strong and profitable client relationships, managing high-performance sales operations, and driving multi-million dollar contracts in an evolving Software-as-a-Service (SaaS) enterprise software market.”
27/03/202357 minutes 13 seconds
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#257 New Adventures and a New Way of Sales Engineering

In this episode, Trevor Spires talks about what are the pros and cons of working in a larger, more traditional company vs. working in a startup.
20/03/202342 minutes 30 seconds
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#256 The Power Of Networking In Driving You to Your Wanted Destination

In this episode of the We The Sales Engineers Podcast, I share with you a comprehensive look at my journey to becoming a Sales Engineer.
13/03/202342 minutes 1 second
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#255 Having the Support Structure to Help Figure Out if You've Stagnated

Our guest for this episode, Adam Burgess, had a unique journey in sales engineering, which according to him started as an attempt to become a professional actor. Arriving at sales engineering with no prior experience, Adam needed somebody to teach him, an experience which he is now motivated to pass forward. Adam Burgess is the Manager of the Sales Engineer Academy at Smartsheet. In this episode, we talk about his unique journey from acting to sales engineering, including a moment in his career when he realized he was stagnating and what he did about it.
06/03/202350 minutes 24 seconds
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#254 Strategies and Tactics to Finding Your New Job and Acing the Interviews

In this episode, interviewed Charlie Gerrior, a sales engineer for a decade and who is considered a leader in the SE world who helps other SEs get to where they want to go. On the show, he shares his best tips and strategies for how SEs who are currently in between jobs could find their next job, or better, their best job.
27/02/202354 minutes 5 seconds
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#253 Relationships Are Not Built Overnight, But They Start With A Question

My guest for this episode is an introvert like me, but he is deeply fascinated with building relationships, especially in sales. He describes many critical points in the sales cycle as opportunities where we could witness “humans being humans.” In this conversation, we explore how we can build better relationships with the people who buy from us.
20/02/202343 minutes 50 seconds
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#252 Transitioning From Military Officer to a Sales Engineer Leader

In this episode of the Sales Engineering Podcast, my friendly chat with Gareth Jones will give a comprehensive answer to these questions and provide an insider’s peek into what happens in career transitions, specifically toward sales engineering. Gareth Jones, who describes himself as a father, husband, and comic book nerd, was an army officer for 12 years before being introduced to sales engineering through a serendipitous encounter. After leaving the military, he landed a job at Splunk, where he is now a Solutions Engineering Manager.
13/02/202343 minutes 59 seconds
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#251 A Brief Introduction to The Purpose of Customer Discovery Calls

In this episode of the Sales Engineering Podcast, we explore the different purposes of demos and discovery calls. We consider the different challenges inherent in them and the strategies we can employ to get around these challenges. Specifically, we focus on business discovery and technical discovery.
06/02/202320 minutes 33 seconds
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#250 The Long Journey From Military Man to Solution Engineer

Anthony Powell Moze, or simply Tony Moze, was not an SE when he first came into the podcast back in 2021. Listeners will remember him from episode 153 as the guy who was transitioning from healthcare and psychology into sales engineering. Almost two years after that episode, we bring him back to the podcast, now an SE himself, to talk about his journey in finally landing an SE job. If you are currently and actively seeking your first SE position, you will find this episode really helpful. But everyone in the sales engineering field, no matter how long we have been in our roles, will learn a few things in this episode about the importance of humility, asking for help, and networking in continuing to thrive as SEs.
30/01/202341 minutes 54 seconds
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#249 What To Do and What To Avoid Important Teachings From My Managers

Are you a manager with five, ten, twenty, or more people working under you? Have you ever reflected on whether you are doing a good job developing that amount of talent and putting it to good use inside the company? This episode of the Sales Engineering Podcast is specifically only for managers, but employees working under managers could also benefit from this show by taking note of some best managerial practices so they could have something to raise to their superiors whenever there is a chance.
23/01/202325 minutes 16 seconds
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#248 Never Apologize - 5 Steps to Convert a Pissed off Customer

In this episode of We the Sales Engineers Podcast, I share with you a talk I recently delivered at SAP Customer Experience through the invitation of Jan-Erik Jank. The talk is entitled “Never Apologize: Five Steps to Convert a Pissed Off Customer.” In this episode, I provide you with the most critical steps you could take to handle difficult and potentially frustrating customer situations with the goal of saving your partnership with your customer.
16/01/202320 minutes 22 seconds
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#247 The Rules of the Sales Cycle And Presales Engagement

Are you an aspiring sales engineer who wants to learn to become one without spending thousands of dollars? Or perhaps you are already thriving in your sales engineering practice and are looking for affordable ways to improve. Here, at We the Sales Engineers, we offer an affordable coaching package that could help you find a sales engineering job or improve in one. We call it the SE Hotline. In this episode of the Sales Engineering Podcast, I present to you what happens in one of these SE Hotline coaching sessions. In this particular session, I coached Jean Lubin, a Solutions Consultant at Standardtech who describes himself as “a customer-focused individual that enjoys helping people solve problems.” This episode features a 40-minute coaching call where we dive into a comprehensive discussion of the sales cycle. htt
09/01/202343 minutes 11 seconds
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#246 My Thoughtful Answers to 15 Most Commonly Asked Questions

We kick off 2023 with a bang through an episode that answers 15 frequently asked questions from clients, podcast listeners, and YouTube viewers. Questions like these often lead to new content on the website, in the YouTube channel, and in the podcast. I encourage you to reach out to me for any questions related to sales engineering like these. I’ll be more than happy to respond. In this episode, I discuss various topics—from relationship-building and boot camps to leadership and essential books to read.
02/01/202334 minutes 22 seconds
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#245 8 Tips for Keeping Your Customers Engaged in Presales Presentations

Dan Caffarey returns to share several tips for keeping your customers engaged during pre-sales presentations. Dan uses his background as a Cambridge-qualified business English coach to provide tips on managing speech, body language, and voice during presentations, while I give my own advice from a sales engineer's perspective.
26/12/202253 minutes 35 seconds
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#244 Creating Guiding Principles and Supporting Behaviors

In this episode, Aaron Moncur shares how he fell in love again with engineering through entrepreneurship. As he shares in the podcast, gaining more control over the vision of your career by building a business that allows you to realize that vision could be everything you need to give engineering another shot.
19/12/202253 minutes 19 seconds
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#243 Presales Horror Stories from Professionals You May Know

Whether you’re new or seasoned in the presales world, you would have your share of both highs and lows. In this podcast, we often talk about the wins and how to become a successful sales engineer, but in this particular episode, we’re focusing on the other side of that. Along with my co-host Chris White and guests, Bill Balnave and Kerry Sokalsky, we share our very own demo and presales horror stories and the lessons we’ve learned from them.
12/12/20221 hour 9 minutes 24 seconds
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#242 What Account Managers and Sales Engineers Need from Each Other

Michael Griego is a world-class sales trainer and sales effectiveness management consultant based in California. In the last 20 years, he’s founded MXL Partners a Silicon Valley-based sales effectiveness consulting and training firm. He’s conducted sales management consulting for companies around the world and has led sales training for thousands of salespeople in companies ranging from Silicon Valley startups to Fortune 500 firms. His books are 42 Rules to Increase Sales Effectiveness and No Excuses! A Better Way to Sell.  David McCulley is the Senior Vice President of Sales Engineering at Provarity, a full lifecycle and continuous Proof-of-Value platform that provides enterprise sales and purchase stakeholders with real-time visibility, seamless collaboration, and AI-powered insights. Provarity’s platform combines intelligent services for workflow management and collaboration and success monitoring to tr
05/12/202255 minutes 58 seconds
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#241 Becoming a DEO or a Do Everything Officer of Your Startup

Before you can build a stellar product and launch it to the masses, you need to have a thorough understanding of what the product is. In this episode, I talk with Dan Hellerman of Saleo to find out why he chose to be in charge of Product, why he and his co-founder and CEO still do demos to this day, and why the role of Sales Engineers is so important in the sales cycle.  Dan Hellerman is the Co-Founder and Chief Product Officer of Saleo, which is a demo environment platform that helps software companies create great software demos to win and retain more customers. Saleo is the only platform in the market that allows you to control your actual live software demo in its live native environment. They have worked with companies like Drift and Clary and SalesLoft, and Terminus to help them power their live demos.</sp
28/11/202249 minutes 46 seconds
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#240 The Ability to Shift Industries in the PreSales World

With me today is Kyle Brown, a sales engineer at Zscaler in the enterprise market in the Chicagoland area. Kyle is very passionate about sales engineering making the switch from a sales role. He specializes in developing new business and brand loyalty through technical discussions, product demonstrations, proof of concepts, and product training using analytic skills to discover market gaps.
21/11/202251 minutes 19 seconds
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#239 The Benefits of the Traditionally Long Path To Sales Engineering

James Connor McCann is a Pre-sales Consultant for CyberRes which is a dedicated business unit from MicroFocus, which specializes in cyber resilience specifically. He has been with the organization for 12 years since graduating from university. He started in support before transitioning to a Solutions Consultant which is the presales role at the same company. He’s got to cover the Netherlands, Nordics, UK & Ireland and is currently based in Belfast.   Shownotes:
14/11/202248 minutes 52 seconds
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#238 Overcoming Lone Ranger Syndrome and Becoming a Great Team Member

Cyrus Harbin is a sales engineer, Marine Corps veteran, content creator and host of the podcast Tech is the New Black. Before working in sales engineering, Cyrus was a full-time travelling poet and public event speaker.  With over 6+ years of experience in sales and profit optimization, customer service, IT systems security and management, and cross-functional teams leadership, Cyrus dedicate much of his personal time to my Patreon community assisting mainly black and brown men and women (basically POCs like myself) and others from under-represented groups to consider careers in the tech industry.
07/11/202249 minutes 25 seconds
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#237 From SDR to Global Sales Engineer Manager in 5 Years

Sarah Halley is currently the director of solutions engineers at Ungerboeck. After she graduated, she moved to South Africa and worked as a marketing intern. Funnily enough, she fell in love with sales engineering when she came home to Germany. Sarah experienced working in an SDR position but it wasn’t her favorite later on she found what she enjoys most and it helped her grow.  
31/10/202256 minutes 7 seconds
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#236 Earning the Right From Customers To Dig Deep In Customer Discovery

If you're interested in learning more about how to improve your discovery skills, then this episode is for you. In this episode, we walk you through the discovery process (Larson and I do a little roleplay to show you), mistakes most sales engineers and AEs make during discovery, questions to ask to better uncover your buyers’ needs and priorities, how to know whether they are qualified to purchase your product, and a little bit of how equity works for startups. Larson Stair is the CEO and co-founder of Gondola, formerly known as Demoflow, a sales enablement solution that helps to codify the sales process – whether it's discovery calls, product demonstrations with AEs and SEs, or better ways to be working together on those two parts of the sales cycle. Before starting his own company, Larson spent 10 years in the sales environment, having held multiple roles within SaaS as an SDR, SE, AE, and SC. He is dee
24/10/202248 minutes 3 seconds
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#235 So What and Who Cares Enablement For Sales Engineers

In this episode, we discuss what sales engineering enablement means, how it’s different from sales enablement, why both can influence and improve the SE or salesperson’s role, and how if you’re interested, you can become an SE facilitator yourself. Also, it’s good to clear a lot of misconceptions I had about sales engineering enablement and look at it from someone else’s perspective.
17/10/202251 minutes 21 seconds
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#234 Pulling Macro Levers to Improve Your Job as an SE Leader

Bill Belnave has 23 years of presales gigs and now transitioned into helping folks do the job. He has been both a sales engineer and a manager for the past years working for big companies. He has degrees in both engineering and business. Rob Vanstone is currently a Sustainability Catalyst. He has worked as a consultant, director, and Vice President in sales engineering before. They both agreed that being an SE leader demands support to succeed.
10/10/202246 minutes 40 seconds
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#233 Exploring Almost Perfect Preparation to Overcome the Imposter Syndrome

Kevin Naglich is the founder of Deliberate English. The company helps international sales engineers who have an intermediate or advanced level of English speak more confidently in presentations, meetings, demos, proof of concepts, and faster through active deliberate practice. He has worked as a sales engineer for 10 years in a cybersecurity company and found an issue that led him to start the company. He said communication is his strong suit and his saving grace that helped him get through the imposter syndrome.
03/10/202252 minutes 45 seconds
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#232 Aiming to be Obsolete As A Solo Principle Sales Engineer

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.
26/09/202248 minutes 33 seconds
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#231 From Professional Services to AWS Solution Architect

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.
19/09/202251 minutes 45 seconds
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#230 Improving Presales Communication for Better Sales Outcomes

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.
12/09/20221 hour 35 seconds
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#229 From Chocolate Selling to Selling with Love

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.
05/09/202253 minutes 47 seconds
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#228 Enabling Outside Voices To Focus on Identifying Your North Star

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:
29/08/202248 minutes 48 seconds
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#227 Picking the Amazing Brain of an SE Veteran

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:
22/08/202244 minutes 33 seconds
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#226 Scripting Your Way to Closing More Opportunities

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:
15/08/202252 minutes 14 seconds
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#225 Moving Around the World To Optimize on Opportunities

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:
08/08/202248 minutes 7 seconds
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#224 Enable A Learning Culture To Empower an Innovative Presales Sherpas

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:
01/08/20221 hour 6 minutes 39 seconds
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#223 Selling the Dream then Making Sure it Becomes a Reality

Kris comes back to dig into more details about what he means by serving the process, not the salesperson.   Show notes:
25/07/202252 minutes 37 seconds
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#222 Revealing the Pain of a Situation, Then Guiding to the Dream

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:
18/07/202248 minutes 4 seconds
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#221 8 Years of Progress in the Sales Engineering Profession

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:
11/07/202245 minutes 5 seconds
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#220 From One Product Sales Engineer to Multi-Solution SE

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:
04/07/202250 minutes
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#219 Selling without Selling Out - How to Maintain Your Morals

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:
27/06/202242 minutes 36 seconds
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#218 Successful and Unhappy - Why and How that Changed

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:
20/06/202255 minutes 17 seconds
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#217 Building a Criteria Matrix to Uncover Great SEs

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:
13/06/202259 minutes 35 seconds
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#216 The Benefits of Being Called Solutions Engineer

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
06/06/202256 minutes 19 seconds
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#215 What is the Value Hypothesis

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:
30/05/202249 minutes 39 seconds
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#214 Learning Enough to Be Dangerous as a Skill

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:
23/05/202252 minutes 19 seconds
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#213 Finding The Right PreSales Role to Make You Happy

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:
16/05/202238 minutes 28 seconds
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#212 Being Vulnerable To Build A Culture Of Feedback

For anyone who has ever given or received feedback, you’ve probably noticed how tricky it is to discuss. Either people are too harsh or they’re not constructive enough. Or maybe you fall into the trap of being disingenuous and saying something nice in an attempt to make someone feel good without actually saying anything of use. There are ways to overcome these obstacles, though. In this episode, Kelsey Frost of ClickUp shares how valuable feedback is and how she creates a culture of constantly providing and receiving feedback within her team.   Full show:
09/05/202253 minutes 22 seconds
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#211 Managing Long Sales Cycles and Maintaining Motivation

There are always two sides to each story. In our case, it’s us, the providers, and the clients. What do our clients really want from us? Why are they acting this certain way? So on and so forth.  Learn how you could get into your customers’ minds as Antoine Snow of AvePoint shares his experiences of having been on both the provider and client side! Antoine Snow is the Manager of Solution Engineering at AvePoint Public Sector. In this episode, Antoine dissects the clients’ minds so service providers would know how to go about better with their moves at hand. He also dives deep into the differences between public sectoral projects and enterprises.    shownotes:
02/05/202249 minutes 19 seconds
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#210 Striking a Balance Business Enablement And Technology Enablement

In this episode, we're joined by Rafael Lluis, the Head of Sales Engineering at Liferay. We’ll talk about how he got into the field of sales engineering and what it takes to be successful in his role today. Rafael started his career in consultancy and then moved on to presales and eventually became a Sales Engineering Manager. Today, in his current role, he manages a diverse team of international SEs and how they collaborate across different countries, cultures, and requirements. We talk about where the presales team spends most and least time and where they should be improving, as well as best practices in planning sessions, demos, and "critique sessions." We also discuss how sales engineers juggle learning with other priorities—and what they're looking for in their ideal hire. Finally, Rafael shares what he sees as the future of presales and the skills that people need to work on to succeed.   Show notes:
25/04/202250 minutes 48 seconds
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#209 Authentic Customer And Vendor Support As The Most Trusted Partner

Larger vendors cannot be everywhere all the time. That’s why they partner up with channels and value-added resellers so they as the vendors are focusing on the larger customers, channel partners and value-added resellers can help the smaller ones and provide a quality service.  Full show:
18/04/202251 minutes 18 seconds
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#208 The Definitive Buyer's Guide For Emerging Presales Solutions

I receive emails on a consistent basis from managers asking for tips on tools that are out there for Sales Engineers. In the last couple of years, there has been an emergence of tools. Chris White and Kerry Sokalski did a lot of research on these vendors and they came to discuss their research. Check out the full show at:
11/04/202251 minutes 57 seconds
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#207 Mentorship Sucks, How to Overcome it

When an employee joins a new company, they are usually assigned a mentor. This mentor could be the best thing to ever happen to the new employee, however, my experience has not been that positive, at least not with assigned mentors. So in this episode, I will be talking about why Assigned mentors are not the greatest, and what we can do to overcome that.   Full show:
04/04/202230 minutes 3 seconds
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#206 Building Trust Through Genuine Care for the Customer

Anyone who works in sales knows that trust is not easy to come by. It’s easier for Sales Engineers than salespeople due to the “Engineer” in the title, but we are still working with people who we may have not met before, asking them to share information that they would not share with anyone else, so it makes sense that they are wary of providing it.   We need to build that trust. And trust is the topic of conversation with Richard Jackson today. Richard is an SE leader based out of Austin, Texas. We will discuss the SE industry there, as well as how we can work to build trust, not only with customers, but with salespeople, product managers, and anyone else we encounter
28/03/202256 minutes 20 seconds
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#205 Sacrifice and Dedication Have a Great Payoff

Hard work pays. So does dedication. Who knew? A lot of people did, including Dustin Allen, my guest today.   Dustin was in the military, got out and followed in his family’s footsteps, then decided to do something different. He did that something different and posted about it online. Being open to posting online provided visibility for him which is why a vendor servicing Dustin’s employer offered him an SE role and his career has taken off.  Shownotes:
21/03/202243 minutes 56 seconds
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#204 Support The Customer by Holding Something in Reserve

It's always great to talk to pure Salespeople. In this case Brent Keltner, President of Winalytics, where he helps clients with their build their best go-to-market. We discuss the purpose of sales, the role of a Sales Engineer in the sales process as seen from Brent's point of view and so many tips and nuggets are shared. Check out the full podcast at
14/03/202250 minutes 54 seconds
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#203 Identifying Challenges, Fixing Problems and Snowballing the Results

Have you ever felt that your job’s scope of work is too broad and that there actually is a separate profession on a certain task you tackle? Fil Capiral currently works as a Senior Solutions Engineer at Shogun, an e-commerce service provider company, and he shares his experience on focusing on sales engineering, a role he’s been doing besides coding, computer science, and consultancy for more than 10 years. In this episode, Fil shares how he was able to identify roadblocks and come up with solutions that differentiated him and allowed him to get a promotion to a management role. Full show:
07/03/202238 minutes 44 seconds
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#61 Non Verbal Communication for Sales Engineers

Reading body language is not very easy, but we can control what body language we want to convey to the people, and that is what I discuss with my guest, Mark Bowden. show notes at
28/02/202250 minutes 55 seconds
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#202 The Effective Habits of a Great Sales Engineer

Do you want to be more productive? Have you ever wondered how the most successful people are able to accomplish so much in a day? What’s their secret? In this episode, Chris White is back to chat about all things productivity, goal setting, and habit building. He shares how he gets his tasks done during the day, how he reflects on his goals, and some top tips for being more productive as a sales engineer. Chris White is an accomplished author, trainer, coach, teacher, and Sales Engineering leader. He penned “The Six Habits of Highly Effective Sales Engineers”, an amalgamation of over a decade of experience in the field where Chris is able to articulate the importance of a number of key habits that will lead any SE to success. Full Show:
25/02/202247 minutes 5 seconds
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#201 Understanding Life Goals And How to Achieve Them

Are you a sales engineer very early in your career? Do you feel like you lack mentorship in your current company and need to find support and guidance somewhere else? Or perhaps you’re in a different role and sales engineering seems to interest you, but you’re still not 100% sure if this is for you? Well, I hope this episode helps you because we’re talking to a listener of the podcast who has been in the same boat and has finally landed a role in a company she likes. Christelle Joseph has just moved into a sales engineer role at Snowflake. Christelle and I have worked together through her challenges in her previous role, and through these sessions, we came to the realization that it would be best if she finds a Sales Engineer role elsewhere. We discuss why in this podcast.   Show Notes:
21/02/202247 minutes 21 seconds
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#200 20 Lessons Learned from 200 Episodes and Countless Conversations

Welcome, you made it to our 200th episode of We the Sales Engineers Podcast! Whether you’ve just started tuning in to this podcast or you’ve been listening since the very beginning, thank you for your support! It has been my privilege and great pleasure to share all the lessons and experiences we’ve had on the show. With that, here are 20 lessons I’ve learned from recording 200 episodes and having countless conversations with people inside and outside the sales engineering space!  Shownotes:
14/02/202240 minutes 43 seconds
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#199 Be Known For Something or Stay Stationary

What is one piece of advice you give to new SEs or you've received? I talked to Jeff Margolese, who gives his advice. We discuss what Sales Engineering is to him and how he has decided to run ServiceNow's Sales Engineering department.   Full show:
07/02/202242 minutes 55 seconds
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#198 Ghosting, Interviewing, and Hiring New Sales Engineers

As an SE, we get to do the fun stuff. That’s according to our guest today, but I would agree with him 100%. Our job is one of the most rewarding jobs out there and yet, there are still many ways where our role could be improved. That’s why in today’s episode, Justin shares why he loves sales engineering so much and how he helps other SEs to become better as an SE manager. Justin Hammon is the Manager of the Solutions Engineers at CivicPlus, an expert in local government website design, development, content management, and e-government tools and applications that promote community involvement and participation. CivicPlus does software solutions for local government, specifically in the United States, Canada, and Australia.   Shownotes:
31/01/202257 minutes 3 seconds
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#197 Changing the World for the Right People

Paul Urfi is the Director of Solutions Engineering at, an enterprise software company commercializing the open-source continuous delivery platform, Spinnaker. Armory enables enterprises to unlock innovation by reliably deploying software at scale, leveraging our enterprise-grade, multi-cloud continuous delivery platform, and 24/7 expert support.   In this episode, learn how Paul went from SE to SE leader to now Director of Solutions Engineering, why he is so passionate about building great presales teams, the important things to remember before going into a discovery call, and the role SEs have to play in the entire sales cycle. Show Notes:
24/01/202255 minutes 21 seconds
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#196 Leadership, Happiness and Having an Impact

In this episode, Tim Brömme and Jan-Erik Jank come back to the podcast to have another casual chat around their roles as a sales engineering leader and an individual contributor, what they love about presales, how to coach team members, and what character traits most companies are looking for when hiring sales engineers. Tim Brömme and Jan-Erik Jank are presales professionals and leaders with a passion for technology, people, and leadership. They are also hosts of the Sales Excellence Podcast, a podcast for Software B2B Sales & Presales. In this episode, we chat about how they started podcasting, what they love about it, and what they want to improve upon.     Show notes:
17/01/20221 hour 2 minutes 36 seconds
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195 - Leading a New Team with a Personalized Approach

  If you’re a sales engineering manager, you know that your people are the lifeblood of your company, and you want to help them succeed as much as possible. But how? It's not enough to just give them tools and training. They need support too – someone who can answer questions when they arise or even anticipate what those questions might be before they happen so you can preemptively address them. That's why in this episode, we have Derrek Young with us to talk about how you as an SE manager can provide support for your team members and make sure every one of your SEs has everything they need at their fingertips so that nothing gets in the way of closing deals faster than ever before. Derrek Young is the Worldwide Director of Sales Engineering at Stack Overflow. In this episode, you will discuss how to get to know your team, the LOLA approach, and most importantly, build a culture of feedback.<
10/01/202243 minutes 16 seconds
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#194 Forcing Tough Conversations to Move Up or Move Out

Currently, there’s the Great Resignation happening. However, it’s been difficult retaining good talent for a while. Some individuals move companies in a few months, others in a couple of years. Those who stay with one company for more than 10 years are rare. Is it even a good thing to stay with one company that long?   Damien Hanna, the President of The North American Association for Sales Engineers and an active SE Leader at Citrix comes on the show and we discuss why people move, how organizations and SE leaders can entice people to stay, and having tough career conversations to move up the ranks, or move out of the company.  
03/01/20221 hour 21 minutes 59 seconds
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#193 Slow Transition from a Cost Center Model for PreSales

Sales Engineering is not an easy profession. SEs have to deal with many people, from Sales, management, to customers. It is especially harder when the sales team was recently known as an implementation-only team. This is where Andre Peixoto finds himself, managing a brand new Sales Engineering team that was, until recently, an implementation team.  We discuss what are the challenges that Andre and his team have had to overcome, and what he sees as the future of his team as they are growing and shifting into a true Sales Engineering organization. Full show notes:
27/12/202144 minutes 28 seconds
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#192 Selling with Authentic Enthusiasm

Jason Cutter is a Sales Success Architect & Keynote Speaker and Author of the book Selling With Authentic Persuasion. He has spent the past 17 years selling and leading sales teams. He’s seen the perennial problems facing salespeople and has helped individuals and teams move past their insecurities and find success in sales. Hopefully, in this episode, he can help you do the same as a sales engineer.  
20/12/202149 minutes 15 seconds
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#191 Social Selling with the Social Sales Engineer

The world is a changing! It's getting harder and harder to meet customers face to face, but easier and easier to touch them indirectly. This week we talk to Patrick Pissang, the author of The Social Sales Engineer. We discuss why he wrote this book, and how Sales Engineers can turn into Social Sales Engineers.   Full podcast at
13/12/202155 minutes 59 seconds
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#190 The Perfect Career to Be there for Your Family

Sales Engineering is the perfect role for a mother or a father. We get to set our own time, on our own schedule, and be there for our family. We also get to be great at something.   Show notes:
06/12/202147 minutes 8 seconds
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#189 Eliminating Proof of Value Encroachment on Closing Dates_audio

  One of the most important and most challenging steps toward completing a POC or proof of concept is getting a technical win. As sales engineers, we're expected to fulfill the customer's requests but at the same time also guide them through the complexities of the buying process. Is there a way to make it easier for you and your customers? Find out as we talk to a lifelong sales engineer as he shares his learnings on how to evaluate sales procedures, increase technical close ratios and reduce the length of sales cycles in this episode of We the Sales Engineers.
29/11/20211 hour 2 minutes 6 seconds
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#188 Amazing Interview Stories with a Principal Sales Engineer

What are the three biggest ingredients of a successful SE? Find out on this week’s podcast, as we bring on Mike Atkinson of Armis. Mike is the Principal Solution Architect at Armis, and a cybersecurity leader with broad experience in consulting practice management, presales engineering, project management, security policy, network design, and troubleshooting. He has interviewed over 200 sales engineers over the course of his career and he is also an experienced speaker and co-founder of the Chicago Security Meetup.   Shownotes:
22/11/202156 minutes 39 seconds
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#187 Discovering Your Career Home of Years of Nomading

How do you explain what sales engineering is to someone completely new to the organization? Are introverts better than extroverts at becoming sales engineers? Let’s find out in today’s episode with Amir Ibrahim. Amin Ibrahim is a PreSales leader with seventeen years of experience in tech and currently helps companies smash sales targets by building strong teams and amazing careers. He is the Senior Director, Value & Solutions at Hootsuite, and is passionate about building, whether it's new teams, roles, sales motions, or ways to use technology. Shownotes:
15/11/202152 minutes 53 seconds
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#186 Dissecting the Untold Truth about Channel Sales Engineers

I’m joined today by Kyle MacArthur, a Presales Strategist with 16 years of experience consulting with Fortune 500 customers in both the USA and the UK and has worked across industries including Retail, Banking, Insurance, Telecommunications and more
08/11/202146 minutes 8 seconds
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#185 Sales Engineers Can Be Found In the Strangest Places

#SalesEngineering is a weird role. We don't go to school or university to learn about it. Most people who do it started their careers doing something else. Today we talk to Andrew who finds SEs in the strangest of places as well. Check out the shownotes:
01/11/202138 minutes 3 seconds
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#184 Different Presales Skill Needs for Different Presales Teams

Skills needed for SEs are much different than those in larger organizations, potentially. Also, different products being sold to IT could require different skills. We discuss these topics with our guests.   shownotes:
25/10/202149 minutes 34 seconds
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#183 From Expert to Novice

Joel Duffield is the Lead Solutions Consultant at Vidyard and has been a listener of We the Sales Engineers podcast since its humble beginnings in 2018. Now he is an SE Lead! We talk about his journey Shownotes:
18/10/202154 minutes 16 seconds
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#182 The Value of PreSales in the Eyes of a COO

Salespeople usually have more visibility in their organizations. When a CEO or CTO wants to give kudos to a Sales team, they usually mention the Salesperson's name, and if they want to be more inclusive, they would say "and team". I have always been curious about this, so we decided to talk to a COO to see what his view is about Sales Engineering Full show:
11/10/202155 minutes 56 seconds
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#181 The Role of PreSales in a Startup Scale

Being a founder-based seller can be tough. For one, you’ve got to wear multiple hats, and two, it becomes harder to take track of all the things you’re running. What we see most founders struggle in is handing that baton to sales roles, especially presales. In today’s episode, we talk to Joseph Fung on why that is so, what founders can do to get out of that sales role fast, and how sales engineers can make many founders and company owners’ lives so much easier and better. show notes:
04/10/202148 minutes 55 seconds
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#180 Using Social Selling to Empower Customers

The Sales Engineering role has been through several revolutions. We have moved from being a technical resource to demo jockeys, to value sellers and now we are moving into the social world. That is what we discuss with our guest.   Shownotes:
27/09/202147 minutes 56 seconds
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#179 Leveling Up Your Knowledge For Continuous Growth

Many people I work with expect promotions or expect opportunities to just land in their lap. Throughout my career, I've noticed that the people who have opportunities simply fall in their lap, they have been preparing for them for years. This is what this show is all about. How our guest, Andy Ryan, started learning about a new industry before there was even a role in that industry. When a role opened, it fell in his lap. The question is, would it have fallen in his lap if he had not learned about it and prepared for it?   Full show notes:
20/09/202142 minutes 23 seconds
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#178 The Important Battle of Sales Engineering Generating Visibility

What would you do as a manager of 22 solutions consultants in your department? How would you handle their many pressing concerns and build relationships and at the same time give feedback for each person on your team? This episode pretty much sums up what we would do if we could change the role of presales within an organization. Also, Tony shares how he was able to move the role of presales from a subservient role under the sales division into more or a partnership and beyond. shownotes:
13/09/202150 minutes 42 seconds
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#177 Making Mistakes and Learning From Horror Stories

We are not perfect. Mistakes can be made. Some small ones that we can just brush off, others that are big. Big enough that causes someone to lose on a guaranteed job. We talk to Vaibhav Malik who although he did everything right, one mistake caused him the job. Luckily he learned from it and found another job that he is excited about. Check out the full show notes:
06/09/20211 hour 3 minutes 21 seconds
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#176 Get A Glimpse Into the Mind of the Interviewers

Akshat Srivastava is one of the co-founders of SE Nation and a friend of the show. We discuss his blog post about interviewing the interviewer during a job search, to make sure we are a good fit.
30/08/20211 hour 3 minutes 11 seconds
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#175 The Challenges of Being a Solo Sales Engineer

As a beginner SE, it can be quite difficult and overwhelming not knowing where to start. Do I study technical first, or do I train in sales and speaking with customers? In this podcast, my guest and I discuss the five different phases of sales engineering, how my guest, Samuel West got started as an SE and what he’s learned being a solo sales engineer at the company he works with. We also go into how to scale as a solo SE and how we can help close more deals at the end of a quarter. Samuel Joseph West has been a technical sales engineer for the past five years specializing in cybersecurity software. He also works with the SE community to try and help bring more people into the role of SE and try to keep developing that role. Shownotes:
23/08/202156 minutes 52 seconds
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#174 Working in Flat Cultures and With Strong Leaders

What differentiates someone as a good leader? This can happen before the person is even promoted to a leadership role. Today we talk to Sonu and see his story and he became the reluctant SE Manager.   Show notes:
16/08/202154 minutes 3 seconds
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#173 Sacrificing Life to Slowly Construct Your Dream Career

Thinking about giving presales a shot? If you are considering switching careers and wondering about the potential room for growth or longevity you could have in this role, then this episode is for you. Today, we chat with Supriya Yerramilli as she shares how she decided to become a sales engineer and her journey preparing and getting herself into that role.  Suriya Yerramilli changed careers from public accounting to working successfully in the tech space. Her previous experience working as a product specialist, full-stack developer, instructor at General Assembly in coding programs such as Python Programming, Front-End Web Development, and Software Engineering Immersive has led her to her dream role as a sales engineer. Shownotes: 
09/08/202141 minutes 42 seconds
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#172 Athletes Watch Tape, Why Not Sales Engineers

A major aspect of Sales Engineering is performing a demo. Some managers have time to go through their SEs demos, but most of the Sales Engineer Managers have other urgent issues that need their attention. That’s where Kerry comes in. He has reviewed countless demos and coached so many SEs, and today we will talk about what he looks for in a demo and how we can improve it.   Shownotes:
02/08/202153 minutes
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#171 Mental Hurdles Sales Engineers Have to Overcome

Over the course of my career as a Sales Engineer, and while interviewing other SEs on the podcast or coaching and training some of them, I’ve found that our role just keeps on evolving. While we are required to have excellent technical knowledge product and sales skills, there’s a lot more to it than you think, that even new, aspiring, or even experienced SEs still get wrong to this day.  So, in today’s podcast, my co-host Binayak Kanungo and I explore the top five mental hurdles most Sales Engineers run into throughout their SE career and how to overcome them.   shownotes:
26/07/202126 minutes 32 seconds
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#170 5 Skills That Are Not as Important as People Say

I often ask people who are new to sales engineering what their career plans are. Most of them answer to learn coding or public speaking, but rarely do they have a deeper reason or motivation behind learning them. It’s because most job descriptions for Sales Engineers list certain skills and qualifications such as multitasking and persuasion, but these skills are not as necessary as you think. That is why in this episode, I want to focus on the valuable skills that can help you become an indispensable SE and advance your SE career (without you even realizing it). We will examine situations where you can apply deep work and focus and show alternative skills you can learn to set yourself apart from other SEs. shownotes:
19/07/202117 minutes 13 seconds
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#169 Discussing Objection To Unlock a Win-Win Sale

As a sales engineer, it’s not enough to have exceptional technical knowledge about the products. It also needs to have an in-depth understanding of the customers and how the product can help solve their pain points and challenges. One way to do that is to master handling objections. How do the SE and the sales rep go handle a sales conversation where the sales team and the prospects walk away happily in the sale? Is it possible to create a win-win situation for both parties involved despite the customers’ many objections?   That’s exactly what we’re talking about in today’s podcast with Amazon's #1 International best-selling author and America's #1 expert in revenue expansion and sales optimization, Doug Brown. He is the founder and CEO of Business Success Factors, a company offering business training, and, the web-based company that accelerates sales, and has advised companies such as Intuit, CBS Television, Procter & Gamble, Enterprise Rent-A-Car, Nationw
12/07/20211 hour 3 minutes 10 seconds
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#168 Influencing Strategies as a New VP of Sales Engineering

Moving jobs is stressful enough, but moving as a VP of Sales Engineering, owning a continent, is a different kind of stress. We discuss that with Greg Holmes, how he managed the move and handled working with a new team.   full show notes:
05/07/202148 minutes 46 seconds
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#167 Collaborating With Different Teams for Massive Revenue Enablement

Over my years of being a Sales Engineer, I’ve come to know and am still learning about new terms and roles that help in the organization. One of these roles is around enablement, sales enablement, or revenue enablement. Many are still uninformed about this role and often have it confused with marketing, channel sellers, or customer success managers. As you’ll learn in today’s episode, revenue enablement does not fall into any of these roles, but it’s orchestrating and collaborating across all these channels to have effective customer conversations as well as address the needs of all departments throughout an organization. We invited John Moore aka The Collaborator to shed more light on this topic. Show notes:
28/06/20211 hour 8 minutes 21 seconds
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#166 Prioritizing for Mental Sanity Comes From the Leadership

In this podcast, Peter discusses his role and life at VMware Canada, how he empowers his team to maintain their mental health, and how he keeps his sanity working as a sales leader and technical director. full show:
21/06/202151 minutes 49 seconds
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#165 Avoid Disasters by Building a PreSales Enterprise Vision

What is the right way to grow your Presales Organization. Many do it as an afterthought whereas our guest today has a process in place for it.    
14/06/202152 minutes 2 seconds
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#164 Leading by Quitting and Starting A New Adventure

Gary Sloper, a former PreSales Leader at Oracle saw a trend in the market that encouraged him to leave his job and start his own business. What did he see? And how does his business help the customer? We chat about it today. shownotes:
07/06/202146 minutes 19 seconds
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#163 A Tactical Presales Guide to Prepare for a Powerful Demo

In this episode, Chris discusses how to prepare for a demo - from the discovery to setting up the right systems, practice, and figuring out which areas to focus on. Discover how to go from a demo jockey to giving skilled, engaging presentations focused on helping customers with their technical challenges and solving problems. Show notes:
31/05/20211 hour 1 minute 45 seconds
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#162 Hiring And Leading Adults For Massive Headcount Growth

As an SE leader, how can you effectively lead and develop your team to be better Sales Engineers while developing your own social and technical sales skills? You must enjoy taking on new challenges, testing your mental and physical limits, love coaching and training people in your team, as well as figure out how to ensure the growth of the prospect business and share with them the best way to perform better. Michael Townsend shares his experiences as a Sales Engineering leader with us in this podcast, as well as the habits you need to build to excel as a sales engineering manager. Show notes:   This show is sponsored by: Learn how you can stay on top of your proof of value, and make sure that you and your customers are working together to be successful. Book your demo:
24/05/20211 hour 11 minutes 5 seconds
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#161 Empowering the Rise of the Modern Solutions Consultant

Thomas Edwards is a Solutions Consultant and Enablement Specialist for Financial SaaS Solutions with expertise in automating and controlling the entire financial close process for large firms. As a Chartered Management Accountant (ACMA CGMA), he has a strong background in finance and accounting. Thomas started The Modern SC blog to share his thoughts about the Solutions Consultant role, was previously a Solutions Consultant Manager where he looked at automating many of the mundane SC work. Full Show Notes: This show is sponsored by: Learn how you can stay on top of your proof of value, and make sure that you and your customers are working together to be successful. Book your demo:
17/05/20211 hour 3 minutes 48 seconds
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160 Civil Engineers Need Love Too

If you’ve been following this podcast long enough, you’ll know that I built this to create a community of Sales Engineers all over the world so we can all grow and learn together. But how many of you belong to an organization catered specifically for your profession? Ken Lambert, the current President of the North American Association of Sales Engineers (NAASE), aims to bring Sales Engineers and technical sales reps across North America in one organization to enable members to connect, create Certified Sales Engineers and advocate on behalf of the profession. The organization provides members with opportunities to network on industry-specific forums, webinars, and blogs. Moreover, through its membership, a certificate is awarded to Sales Engineers that designate them as skilled, life-long learners who are passionate about client success. In this podcast, we talk about why he founded NAASE, the commonalities and differences between Sales Engineers working for software and non-softwar
10/05/202140 minutes 37 seconds
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#159 Partnering With Marketing To Skyrocket Presales Reach

Neeraj is the founder of Snackwyze. Snackwyze is a software product to help SaaS sellers create interactive walkthroughs, step-by-step guides, tours & demos from screen recordings in seconds.   Before starting his own company, he was the Product Marketing Lead at Cisco for 8 years.   In this episode, Neeraj tells us what his role is as a product marketer, how it’s different from corporate marketing and somewhat similar to sales engineering, how he founded his own company, and what Sales Engineers can learn from product marketing as a skill.   Obviously Awesome: How to Nail Product Positioning so Customers Get It, Buy It, Love It --- (Affiliate)   Course: The Road to Sales Engineer (   This episode is sponsored by Consensus: go to to register for the demofest. use code df21marjaba to register for free and Succ
03/05/202159 minutes 59 seconds
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#158 8 Forgotten Presales Skills To Catapult Your Professional Game

There are some common skills that SEs should have. Demonstrations, asking questions, storytelling, whiteboarding, and so on. However, there are a few that will level up your game. In this episode, we're going to talk about 8 skills that are mostly ignored or rarely talked about that you could definitely take advantage of if you want to advance in your career. What’s great about them is that you can apply them to just about any area in your life, outside of work. But if you worked on 2 or 3 of these skills a year, imagine how exceptional you could be as a Sales Engineer. Course: The Road to Sales Engineer ( If you listen to the podcast version, you'd head that this episode is sponsored by Consensus: go to to see how you can automate your demos and speed up the sales cycle and Success: Go to to see how you can stay on top of your proof of value, and make sure that you
26/04/202129 minutes 53 seconds
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#157 10 Noncommon Interview Mistakes that Derail Your Chances

  Have you ever had an interview which you felt really good about, and then you went home and never heard back from that company again? Don't you wish you knew what went wrong or whether there was something you missed in the interview process? We're very familiar with the common dos and don’ts, such as “don't be late, look presentable, smile and act natural”, etc. But what if there was still something extra that you could do to impress your hiring manager and get the job?   In today's podcast, Bini and I discuss the uncommon mistakes most Sales Engineers commit whenever they go for an interview. Knowing about them beforehand can help you prepare for an interview and increase your chances of being a more solid and qualified candidate. Without further ado, here they are below. Tune in until the end to find out the last three! Shownotes:
19/04/20211 hour 1 minute 34 seconds
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#156 Salary and Workload Research Your Worth

As employees of the corporate world, talking about how much we make, the perks of the jobs, and how much we work to get that payment is frowned upon. Employers don’t want the employees to know what the other person is getting paid. On many occasions throughout my career, a manager gives me a raise only to follow up by saying, please don’t tell anyone about how much you are making.    The goal for today’s interview is to eliminate all that. We talk to John Cook, the Senior Marketing Manager at Consensus, who did a lot of research into the subject. In 2020, he released the Sales Engineer Workload and Compensation Report based on this research.    Today, we chatted about the 2021 report that he is currently working on! Shownotes:
12/04/20211 hour 5 minutes 20 seconds
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#155 It's All About People, So Keep Them Happy

There are a few topics that should be discussed more when it comes to Sales Engineering and Presales but really are not. One of those topics is “Personality”.    That’s where Aileen McNabb comes in. Aileen is a Sales Engineer and Sales Engineer Director who left the corporate world to start her own company to help Sales Engineers not only get better at their jobs but also get happier.    In addition to talking about Sales Engineering understanding their personality, we talk about them understanding the personality of the people they are talking to. Whether it is a Salesperson, customer, husband, or wife, it is good to understand their personality so we can tailor our discussions in a way that relates to them.
05/04/20211 hour 8 minutes 2 seconds
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#154 Sales Engineering: Where Business and Technology Live in Harmony

What I've learned over the years of being an SE, is that you have to consistently push yourself to learn and adapt if you wanna be a good Sales Engineer. It's not enough for you to learn one product or stay there, you need to keep learning and growing and experiencing new things in order to really deliver your best work. In today's episode, we're going to answer the question: How can you constantly push yourself to become a great Sales Engineer?    Our guest Jose takes us through his journey from graphic design to IT to finally Sales Engineering and how each industry prepared to become great at his role now as a solution architect. He also shares with us what it means to learn in a circular fashion, the importance of culture in any organization, and the role SEs play along with their AEs or salesperson.    full shownotes: https://wethesalesenginee
29/03/20211 hour 11 minutes 59 seconds
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#153 Dipped Your Toes, Why Come Back for More

Is Sales Engineering right for you? And is it possible to become a Sales Engineer without prior technical experience? In today’s podcast, I talk with Tony Moze about what to expect or prepare for when switching from different careers into Sales Engineering. Tony, coming from a healthcare and psychology background, just recently discovered his interest in the tech side of things and wants to explore Sales Engineering. We hope that by the end of our conversation, you get a glimpse of what it’s like being in a Sales Engineering role and consider it as a possible career even if you’re from a totally non-technical background   shownotes:
22/03/20211 hour 3 minutes 8 seconds
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#152 Changing a Commodity Sale to a Solution Sale

Doc Ballje is a Subject Matter Expert and Solutions Architect in the printing industry. One would not think that the print industry as a complex sale, more as a commodities sale. Doc is able to actually move it from being a commodity to a solution and closing the deal.
15/03/20211 hour 18 seconds
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#151 Working Together Through The Middle of the Funnel

Chris White is an accomplished author, trainer, coach, teacher, and Sales Engineering leader. he’s joining us once again to share with us what he’s learned over the past years training salespeople and SEs alike and how both roles can work best together to deliver outstanding results for the company   show notes:
08/03/202157 minutes 11 seconds
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#150 The Basics of Sales Engineering

Sales Engineering is so nuanced, and with 150 episodes published, we’ve talked about many topics. We’ve talked about storytelling, relationship building, demonstrations, proof of concepts. However, throughout all these episodes we rarely talked about the basics. That is what this episode is about. shownotes:
01/03/202142 minutes 38 seconds
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#149 Differentiate Yourself with SPEED

As we go through our careers, we need to differentiate ourselves. The status quo is ok for some, but these are the people at risk of being let go first in the event of a pandemic or any other reason. So let's talk about how we differentiate ourselves. Full Show notes:
22/02/202125 minutes 6 seconds
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#148 Improving your Relationship with Sales

we'll go over with: the expectations salespeople have of SEs, the expectations SEs have of salespeople, and how to set realistic expectations so it's a win-win situation for both sides of the team.   full show notes:
15/02/202140 minutes 43 seconds
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#147 An Outsider's View Of the Amazing Sales Engineering World

In this episode, we talk about Matt Elsom's history, how he started as a Salesperson and worked with “unofficial” Sales Engineers. We learn about the Sale and Sales Engineer’s culture and relationships, how things have changed. We also learn what Matt has found about the Sales Engineering community. show notes for this episode are at:
08/02/20211 hour 1 minute 22 seconds
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#146 Aptitude, Attitude, and Technical Know-How

Faraz Syed is currently the Senior Director in GTM/Sales of Professional Services at Genesys and has over 25+ years of experience specializing in GTM and strategic leadership with a background in software sales, technical sales, and customer success.  Faraz shares with us the three areas you need to continuously work on if you want to improve your work as a Sales Engineer.   shownotes:
01/02/20211 hour 5 minutes 27 seconds
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#145 Putting Yourself in a Position to Get Lucky

In today’s episode, Bini interviews me about my experience working in a hybrid role, how I got into doing more of the sales side of sales engineering, and what made me want to start the We The Sales Engineers Podcast in the first place. Show notes:
25/01/202158 minutes 10 seconds
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#144 The Career Experiences of a 15 Year SC Vet

Mike Orth is a Data Center Architect of Software-Defined Solutions and a presenter for Dell Technologies. He helps salespeople, customers, and partners with HCI and IT infrastructure and is currently based in Limerick, Ireland. shownotes:
18/01/202155 minutes 16 seconds
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#143 Developing A Sales Organization From Thin Air

Steve Benson, the CEO of Badger Maps,  shares with us what it's like to lead remote sales teams, why he chose to merge CSA and SE roles in his company, the challenges of training and coaching remote salespeople, and what companies can do to enable their remote salespeople to perform better.
11/01/202147 minutes 26 seconds
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#142 Level Up Your Value by Rocking the Tech Stage

Our guest, Oscar Santolalla, is the author of the book ‘Rock the Tech Stage: How the Best Speakers in Tech Present Ideas and Pitch Products, and is also a podcast host himself, having his personal podcast Time to Shine, where he talks about all things public speaking and is the host of the company podcast at UbiSecure called “Let’s Talk about Digital Identity”, connecting identity and business. shownotes:
04/01/202148 minutes 39 seconds
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#141 A Customer's Perspective to Sales Engineering

Meet Jeff Lewis, not a Sales Engineer, but a customer who works with Sales Engineers. Listen to our conversation with Jeff as he gives his insights on what he thinks Sales Engineers can do to serve their customers better and some things they should probably stop.
28/12/202049 minutes 30 seconds
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#140 Having the Need to Get Better

Russ gives us a no holds barred answers on how he realized he needed to step up his game as a Sales Engineer, how Sales Engineers can put themselves out there, and how to become a better SE leader.
21/12/202057 minutes 55 seconds
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#139 The Challenges Of Buying And How To Streamline The Process

In this episode, Garin helps us understand the buyer’s journey and what that means for us Sales Engineers. We also talk about how sales teams can shorten B2B sales cycles and drive sales more effectively by equipping the right people promoting their solution and improving the customer’s buying experience. 
14/12/202045 minutes 36 seconds
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#138 Earned Secrets: Selling to Your Past Self

Jon Scott is the founder of and they provide a way to automate the creation of a Statement of Work. He started is because he hated the manual creation of the SOWs and was pulled to solve it.   shownotes:
07/12/202048 minutes 10 seconds
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#137 Surviving Adversity and Coming Out on Top

Joshua Smith is currently the Senior Sales Engineer at Varonis, a cybersecurity company pioneering in data security and analytics. In this episode, he talks about how he was able to bounce back after losing a job due to the pandemic and the highs and lows of starting out in a new company and industry. Show sponsored by Check out for a free month
30/11/202056 minutes 10 seconds
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136 Infographic v.s No Infographic to Stand Out

John Hodgson is an independent presales specialist recruiter working mainly in the enterprise software application and SaaS space in the UK. Join us in our conversation as he shares with us his perspective as a recruiter for presales professionals and answers all our burning questions!
23/11/20201 hour 2 minutes 44 seconds
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#135 Advancing to Something ... Different

It’s always tough looking for a new job. But there are some things you can do to make it easier for yourself. Our guest today is no stranger to the podcast, and if you’ve been tuning in long enough then he might not even need an introduction. Nevertheless, I wanted to interview Binayak Konungo on this episode because he just moved to a new company and I thought it might be nice for you, the listener to get an insider look at how he did it.   shownotes:
16/11/202041 minutes 10 seconds
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#134 Upgrade Your Career Through a Side Hustle

Tim Brömme and Jan-Erik Jank are presales professionals and leaders with a passion for technology, people, and leadership. They are also hosts of the Sales Excellence Podcast, a podcast for Software B2B Sales & Presales. In this episode, we chat about how they started podcasting, what they love about it, and what they want to improve upon.   shownotes:
09/11/20201 hour 1 minute
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#133 8 Questions to Ask Yourself for a Better Resume

When someone is writing their resume, the most common thing is to just write down what their role entails, however, the focus should be more about what they have done for that company and what they can do for the next company. So here are 8 questions you should ask yourself while building your resume
02/11/202024 minutes 35 seconds
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#132 The Basics of The Proof of Concept

In this episode, Tony Matos drops in to discuss what is a proof of concept, when we use it, and how we can put ourselves in a position to win the deal through a POC shownotes:
26/10/20201 hour 5 minutes 42 seconds
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#131 From a GoFor to Proactively Helping Customer

SEs are an underutilized resource. One major obstacle we need to overcome is going from a GoFor to proactively help customers, which adds value for our organization, and trust from our AEs.
19/10/202047 minutes 38 seconds
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#130 A Crazy Path Into Sales Engineering

James Kaikis is a solutions engineering leader at SalesForce and co-founder of the Presales Collective. He has spent most of his presales career in startups, and before that worked in leadership roles in various industries - athletic, facility, recreation, and hospitality. As the host of PreSales Podcast, he is dedicated to growing the Sales Engineering and solution consulting community together by providing resources, knowledge, network, and mentorship to develop long, impactful careers.
12/10/202039 minutes 3 seconds
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#129 Keeping up with an Insanely Changing Sales World

One of the first books that helped me become a better Sales Engineer and made me change the way I did my demos, it was Demonstrating to Win, and we’re very lucky to have the author of that book on our podcast today. Bob Riefstahl shares with us how we as Sales Engineers can give more impactful demo presentations, how much the selling landscape has changed and how we can adapt and thrive in it, and why he believes salespeople should be able to do demos.    show notes:
05/10/202048 minutes 21 seconds
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#128 Optimizing Your Resume in a Competitive World

We sit down with Dr. Amanda Rico to discuss how you can effectively leverage your resume and LinkedIn profiles to build your online presence, stand out and get noticed by recruiters, and advance in the hiring process.   Shownotes:
28/09/202050 minutes 6 seconds
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#127 How a Sales Engineer Raised Funds to start Vivun

In today’s episode, we chat with Matthew Darrow, who has spent a huge chunk of his career as a Sales Engineer before starting his own company. It was a blast learning about his experiences from starting out as the youngest SE to becoming the VP of pre-sales almost overnight, the strategies he and his team used in raising money to fund the startup, and the influence of having great mentors and a support system on building and leading his own team today.   show notes:
21/09/202056 minutes 58 seconds
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#126 Knowing Your Career Destination and Reverse Engineering the Path

In today’s podcast, we get to see how having a background in pre-sales can be beneficial in leading a startup or founding your own company. Join me in my chat with Larson Stair, a former Sales Engineers, as he gives us a peek behind the non-traditional path he took towards becoming a CEO. Shownotes:
14/09/202038 minutes 38 seconds
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#125 The Similarities Between Sales Engineering and Being a CEO of a Startup

In this episode, Jeroen Corthout shares his perspective on building a startup – from leaving his secure job as an Account Manager to leading his own company to build their online presence to getting customers the unusual way (without a dedicated sales team).   Shownotes:
07/09/202047 minutes 56 seconds
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#124 No Sales Engineer Left Behind

Since the start of the lockdown, many people were effected through a loss of job. We started #NoSELeftBehind initiative to help SE highlight their strengths and hopefully get a job.
31/08/202033 minutes 21 seconds
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#123 The Basics Of Personal Branding

Do you need personal branding as a Sales engineer? Our guest today gives us enough compelling reason to believe so. Join us in our conversation as William Arruda lets us in on the benefits of having a personal brand and how we can use it to become more successful within our company and line of work. If you’re wondering how you can make yourself stand out in a world that’s gone completely virtual, you surely won’t want to miss this episode.
24/08/20201 hour 2 minutes 49 seconds
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#122 Digging Deep into a Great Sales Engineer and Account Executive Relationship

How can Sales Engineers improve their relationship with their partner in sales, and vice versa? We've got Rob Curley and Steve Foster on the podcast this week to discuss what makes a SE-salesperson relationship click, and what doesn't. Join us in our insightful conversation as our guests describe each other's strengths, their work ethic, and what makes them work so well as a team.  show notes:
17/08/20201 hour 24 seconds
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#121 From Accidental SE to the Founder of We The SEs

This week’s episode is quite interesting because Benny and I take a backseat from hosting while Akshat Srivastava of SENY “picks my brain” and makes me a guest on my own show. Stay tuned as he interviews me about my personal and professional life, my career trajectory as an SE, why I started the We The Sales Engineers podcast, and what the future holds for We the SE. Watch out for the Bonus Rapid Fire Round at the end, you don’t wanna miss it!
10/08/202056 minutes 48 seconds
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#120 6 Ways to Increase your Influence In your Company

In this podcast, we’ve had the pleasure of conducting a live webinar with our guest, Freddy Mangum, who is not a sales engineer (he’s in the C-suite level in fact), but he is highly passionate about the technical sales profession and believes that technical sales professionals are underrepresented within their companies. Today he shares with us his insights on how sales engineers can leverage their influence within their organization and impact the business.   show notes:
03/08/20201 hour 1 minute 57 seconds
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#119 Other-Centered Selling

Scott Cassidy is the VP of Aslan Training & Development, a sales company that’s been around since 1996, specializing in helping inside sales reps, sales leaders, and they’ve been helping some of the largest companies from a customer service perspective to some of the largest financial firms.  
27/07/20201 hour 5 minutes 10 seconds
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#118 The Creativity of Sales Engineering

As Sales Engineers, we often focus on the process – learning how to get better at sales, qualifications, discovery skills, demos, but rarely do we associate creativity to help us… until this podcast
20/07/202051 minutes 22 seconds
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#117 Show Your Value: From an Extra Body to Solution Architect Manager

Figuring out your career path as a sales engineer is not a walk in the park. Sometimes it takes a lot of pivoting and perhaps even forging your own to get to a role where you feel the most fulfilled. In this podcast, our guest Owen McClave shares with us his journey from starting out as an individual contributor to becoming a solution architect manager. We dive deep into why and how he took the driver’s seat that led him to pivot throughout his career, some tips for sales engineers during job interviews, and the importance of recognizing and showing your value.   shownotes:
13/07/202052 minutes 51 seconds
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#116 A Song of Fire and Gold

Rob Falcone is the author of Just F*ing Demo, and he joins us on the show to discuss his history, how he got to Sales Engineering and then Director of Sales Engineering, and what pushed him to write his book.    Show notes:
06/07/202058 minutes 17 seconds
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#115 How Leaders can Help Their SEs Progress

A leader can make a huge difference in someone’s career. Leaders can take an active role in pushing a Sales Engineer forward to achieve their goal, a passive role in doing that, or an active role in holding them back. Our conversation with Gary is all about pushing SEs forward.   Shownotes:
29/06/202058 minutes 24 seconds
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#114 Serving your Sales Engineers

Mike Shore drops by to discuss how SE Managers can coach their teams to build better relationships with their Account Managers, hold them accountable, and win together. show notes:    
22/06/202058 minutes 34 seconds
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#113 Becoming a Technology Evangelist

If you’re good at your job, you get to write your own ticket. Have you heard of that? Well, we’ve got proof. Mark Green discusses how he got to become a Technology Evangelist, why, and what that actually is.   Shownotes at:
15/06/202050 minutes 1 second
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#112 Avoiding being a Demo Jockey

Some Sales Engineers get a bad rep. SEs are demo jockeys, SEs are not motivated to sell since they have a high base. Sometimes SEs are thought of as a fill-in AE since AEs are thought off as just order takers. Also, people think that SEs are developers. That is it part of their job to create custom products for their customers.
08/06/202036 minutes 27 seconds
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#111 Following Your Interest into Specialization

Gee started his career in software design, more specifically DevOps. He has now come to support DevOps as a Specialized SE for his organization. This episode we will talk about that, how he works with Account SEs, and selling in the pandemic age.
01/06/202057 minutes 19 seconds
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#110 The Unspoken Aspects of Sales Engineering

Are Sales Engineers limited in terms of function to Discovery calls, demos and Proof of concepts? There are so many other things we do that no one ever talks about.
25/05/202045 minutes 48 seconds
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#109 Why Sales Engineers Should Move to Sales

Tucker Snedeker started his corporate career as a Sales Engineer. After 10 years he moved into Sales. We discuss why he did the move, and why he enjoys about it and what he doesn’t. We also discuss how he likes to work with SEs. 
18/05/202059 minutes 30 seconds
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The 3 + 1 Rules of Sales Engineering Leadership

SE Manager is viewed as a first line manager, in charge of the care and feeding of SEs that report to them, it’s a position.
11/05/20201 hour 7 minutes 59 seconds
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#107 Fighting for the Discovery Call

"You Miss 100% of the shots you don't take" - Michael Jordan - I think What do you do if you are being left out important pieces of the sales process? You fight to be a part of it. If you don't ask to be a part of something, you will never be included. That's what Kirk did. He fought to be part of the discovery process. We will discuss how and why. We will also discuss how that helped him and his organization.
04/05/202043 minutes 41 seconds
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#106 Storytelling to Speed up Sales Cycles

Feedback can be hard to take but it’s important to remember that you will always be biased towards yourself.  Trust others to have your best interests at heart when they’re providing you feedback.  Similarly, you must have the best interests of others when you’re giving them feedback.  
27/04/20201 hour 3 minutes 17 seconds
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#105 Making an Impact as a Global SE Leader

Are leaders born or bred? For today, this doesn’t matter, what matters is that if you are a leader currently, or you think you may want to be a leader in the future, this is the show for you.  Peter Polizzi, currently the VP Global Sales Engineering at Splunk visits the show to give the perspective of a tested leader on leadership. What does it mean, who can be a leader, what type of qualities should you have, what does he look for in the leaders he wants on his teams? All of this and more are all within.   Show notes:
20/04/202055 minutes 5 seconds
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#104 A New Challenge Everyday

Facing new challenges can be scary, but if you know you want to face it, then face it, and you’ll be better for it.  Today’s show has a relatively new SE, Tobias Metz from Cisco Systems shares his views on what SEing was before he started vs. now and shares quite a bit about what he has learned coming from a more process-oriented side of the business to where he is now. show notes:
13/04/202046 minutes 4 seconds
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#103 It's All in the Pudding

Like a fine wine or an aged cheese, some things require time before they achieve greatness. Vik Arya, CEO and Co-Founder of, has had many years of experience honing his craft as an SE and SE Leader.  Now, Vik has found a valuable niche as an enabler of SE Teams to be more effective in how they deliver proof of concepts (PoCs). This show gives us a CEO’s perspective on the importance of the discovery, understanding customers, your own value and overall the importance of a methodical approach to not only lead a company but to deliver great PoCs.   Show Notes:
06/04/202051 minutes 40 seconds
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#102 Selling to a Very Technical Audience

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 Ramzi) which presents its own fair share of challenges.
30/03/202057 minutes 55 seconds
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#101 Moving from the Dark Side

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.  
23/03/202044 minutes 23 seconds
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#100 Cast A Big Shadow!

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 this show you do not want to miss.
16/03/20201 hour 3 minutes
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#99 The Importance of Discovery

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: what it is, how to do it well, and why it’s important. There’s something for everyone in this show no matter your experience level.  Enjoy!
09/03/20201 hour 3 minutes 8 seconds
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#98 Enabling Sales Enablement

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 Sales Enablement is all about, learning what it means to be a player-coach, the lessons learned from working one job in how it can lead to the next, and so many other things - enjoy!
02/03/202054 minutes 20 seconds
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#97 Inspiring Fierce Loyalty

Liz Whitaker-Freitas is a Sales Engineering Manager at Splunk, one of the leaders in managing and interpreting big data for organizations in today’s data-driven economy. Today’s show covers Liz’s unique journey into sales engineering and SE Management
24/02/202054 minutes 21 seconds
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#96 Inch Deep, a Mile Wide: a Generalist's Story

Bryan Young is an experienced SE who works for Cisco, one of the largest technology conglomerates in the world. Today we cover some of the unique perspectives of an SE who has to know so much about a constantly changing technology stack.
17/02/202057 minutes 48 seconds
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#95- The 6 Habits of Highly Effective Sales Engineers

Chris White is an accomplished author, trainer, coach, teacher and Sales Engineering leader.  He penned “The Six Habits of Highly Effective Sales Engineers”, an amalgamation of over a decade of experience in the field where Chris is able to articulate the importance of a number of key habits that will lead any SE to success. Today’s show covers the 6 main habits plus some bonus ones that you’ll only find here!
10/02/20201 hour 13 minutes 7 seconds
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#94 Launching your Career as a Sales Engineer

Description: Starting as a Sales Engineer is a daunting task. There is not a manual, and in many cases, there is no mentoring. You are supposed to figure out on your own. In Jacob’s case, he asked for a coaching call and agreed to get it recorded.
03/02/202038 minutes 23 seconds
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#93 What not to Say in a Demo

There are a lot of things that are said during demos, some are canned, some are improvised, but all are always geared to get you and your audience in agreement and towards a sale.  Not all words are equal however, and there are some words and phrases that can be detrimental to your success. Today we discuss some words and phrases to avoid when you’re demoing.
27/01/202027 minutes 40 seconds
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#92 Putting Yourself in Positions to Move Ahead.

Many Salespeople have their origins in being Sales Engineers first including our guest, Ricardo Guzman. Drawing on how he was treated as a Sales Engineer, he treats his SEs differently and also uses his technical knowledge to speed up the sales cycle.
20/01/202043 minutes 57 seconds
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The Diversity of Role of Sales Engineers

Bini, my cohost, just started reading Mastering Technical Sales by John Care. We wanted to discuss a bit about it, and discuss the diversity in the role of Sales engineers.
13/01/202049 minutes 50 seconds
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#90 Why Do We Demo?

Demonstrations are the keystone foundation of a Sales Engineer’s Career. Some SEs demo on a daily, weekly or monthly basis. Some companies actually hire demo engineers separate from Sales Engineers. But why do we demo?
06/01/202020 minutes 6 seconds
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#89 Working on a Lean Sales Engineering Team

Working for a company that provides fremium products to consumers as well as a paid product to business can be tricky. We discuss how do SEs use it to their advantage.
30/12/201955 minutes 14 seconds
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#88 Conversations on the Forums

Folks are having great conversations on We The Sales Engineers Forums. Join in!
23/12/201925 minutes 21 seconds
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#87 Sales Engineering and Leadership

Sales Engineering is a weird role, you can get SE of the quarter today and be let go the next. But you can bounce back and become the Global Director of Sales Engineering at a direct competitor. So the conversation today covers a wide variety of topics
16/12/20191 hour 11 minutes 55 seconds
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#86 Network Neighborhood: What is a Sales Engineer?

what it’s like to be a sales engineer. What’s the job description? How is a sales engineer compensated? What do IT engineers on the buying side of things get wrong about sales engineers? What makes a good sales engineer? How can a sales engineer gently explain to an account rep that there’s actually nothing to sell the customer?
09/12/201956 minutes 17 seconds
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#85 Top 10 Mistakes I see in Resumes

Resumes are  needed to grab attention, and it is our responsibility to make as easy as possible for the recruiter or hiring manager to understand what we have to offer with as little pain as possible
02/12/201922 minutes 36 seconds
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#84 The Effects of a Great SE Manager

Sid works for a Value Added Reseller, and that is one of the topics that we discuss, so stay tuned if you are curious about that topic since it is rarely discussed on this show.
25/11/201937 minutes 34 seconds
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#83 Take a Step Back to Move Forward

Sometimes it’s important to take a step back before you move forward. And that is exactly what Marwan did. He took a look at himself and decided he needed some more experience. The opportunity presented itself and he took it which is amazing.
18/11/201940 minutes 5 seconds
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#82 Sales Engineering Enablement - The SE Toolkit

The Sales Engineer is not an island. Contrary to popular belief, we need a lot of people behind us to be successful. From Product Managers to support engineers, we cannot do it alone. If we are lucky, we have someone like Marjorie working to make sure we have everything we need to be successful.
11/11/201936 minutes 48 seconds
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#81 Sales and Sales Engineering Skill Overlap

There is so much that Salespeople and Sales Engineers do that are common. We both have to work with customers, although what we do with the customers are different. However are there any responsibilities we can take over? Why would that help Sales Engineers if that happens?
04/11/201949 minutes 19 seconds
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#80 Internship Connections Can Lead to Jobs

University is a good place to start preparing for someone’s career. The best way to do that is through co-op or internships. That was a major part of the discussion with Binayak Kanungo, aka Bini. We discuss how being an intern secured him a job as a Sales Engineer after he graduated, and what he loves about Sales Engineering.    show notes at:
28/10/201953 minutes 7 seconds
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#79 Preparing for SE Interviews

Some Sales Engineers move jobs every couple of years, others once in a blue moon. So what do we need to do in order to be ready for all the different interviews that we face, from recruiters to VPs of all different kinds.
21/10/201924 minutes 14 seconds
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#78 From India to the US- Becoming a Sales Engineer

As a fresh new SE, Pravin still remembers vividly the reasons he wanted to become an SE, and the process he went through to become one. He was rejected multiple times, but every time he used the feedback he received to improve in his interviews and as a Sales Engineer before he ever became one.
14/10/201939 minutes 25 seconds
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#77 Learning from Salespeople

How many Sales Engineers look at their Salesperson during a customer call and think, I can do that job better than he can. But is that all there is to be a salesperson? Jason finds out by becoming one. Turns out there are things that salespeople do that SEs do not see, and many will not want to do.   Shownotes:
07/10/201944 minutes 44 seconds
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#76 Prerequisites to Negotiating a Salary

Negotiating a Salary starts with the first meeting, however before the salary is agreed upon with the hiring manager, there are a few prerequisites needed in order to maximize what we can ask for. Show notes:
30/09/201923 minutes 35 seconds
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#75 25 years of passionate sales engineering

How can a human being remain passionate about what they are doing for 25 years? Not only that, how can they keep learning. Technology is moving at a breakneck pace, how do we keep up? That is the topic of conversation with Dwayne DeSylvia   show notes at:
23/09/201944 minutes 26 seconds
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#74 Creating a New Dream Role

As Sales Engineers, we should be putting ourselves out there. That is what Sly did with his youtube channel, and he was able to create a new role at a company specific for him just by marketing himself.   show notes:    
16/09/20191 hour 11 minutes 6 seconds
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#73 The 6 Road Warrior Energy Habits

Sales Engineers travel all the time, and in many cases, our health is not really an important aspect that we think about when we do. This interview is with someone who was in that boat but has been able to change both his physical health and his mental health.
09/09/20191 hour 23 minutes 40 seconds
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#72 Preparing For Customer Conferences

John White just got back from VMworld. So I decided to completely exhaust him and talk about customer conferences. Since this was a live session we were able to take some questions as well.    Show Notes at   youtube at    
02/09/201958 minutes 44 seconds
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#71 Transferable Skills, from Business Owner to Sales Engineer

Sales Engineering encompasses so many different facets of a business. We have to know technology, be able to explain that to customers in an engaging fashion, work closely with people who may or may not have the same goals as us, and work in a world where the job is constantly changing.   Show notes at
26/08/201948 minutes 7 seconds
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#70 Being the Number 1 SE at a Startup

Sam Pena went from a customer, where he advocated for his vendor, to being a Sr. Director of Sales Engineering at a Startup. He was the number 1 SE there and is actively working on building the SE department. We discuss all that and more.   show notes at
19/08/20191 hour 5 minutes 38 seconds
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#69 Who Wants to be a Leader

Leadership is not a one-way street. You can lead up the team, or down the team. That is one topic I discuss with Stephen Morse. The second topic we dig into is who would be a good leader.   Show notes are at
12/08/201957 minutes 45 seconds
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#68 The Perfect Demo Environment

Product demonstrations are more than just product demonstrations. In order to truly show the product, the perfect environment is needed.   Show notes at:
05/08/20191 hour 12 minutes 6 seconds
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#67 Sales Engineers, CEOs, and Mentors

How do Sales Engineers go into sales operations and come out as CEOs? What are some of the things that SEs do that help them prepare to become CEOs? Greg Dickinson will answer these questions. Show notes can be found at:
29/07/201951 minutes 58 seconds
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#66 Why Start Sales Engineers of New York

Sales Engineers and Account Managers don't always see eye to eye, and the best way to improve that relationship is to learn how others do it. That is why meetups are great.    Show notes @:    
22/07/201946 minutes 46 seconds
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#65 Sales Engineers Interview Process

What is the SE interview process? I’ve had several interviews for sales engineering jobs, especially when I wanted to move on from my last role. The basics were the same, the execution turned out to be different. Here are my experiences.  show notes at:  
15/07/201923 minutes 36 seconds
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#64 Sales Engineering Skills that Mold the Greatest SEs

There isn't a single quality that is what makes or breaks a great sales engineer. There is also not one action that will push a Sales Engineer into greatness. We will discuss those here.  Show notes are at:  
08/07/201930 minutes 3 seconds
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#63 Key Account Planning for Sales Engineers

Key account planning is something that Sales Engineers should be participating in more often for a multitude of reasons. This l be discussed in this episode. I will also be discussing why Account Managers would want Sales Engineers to participate in account planning.      
01/07/201923 minutes 30 seconds
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#62 Working with and for Value Added Resellers

Working for a Value Added Reseller is very different than working for a Vendor. That is why I wanted to have Moni Assi on the show as he has worked for both, and can explain the differences between the two. show notes @ 
24/06/201944 minutes 24 seconds
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#60 Accidental Sales Engineer to Company Owner

Don Carmichael, owner of and I have a conversation about presales, qualifications of a presales engineer, and the different customers we might face.   Show notes:
10/06/20191 hour 12 minutes 38 seconds
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#59 Sales Engineers will be Uncomfortable

If Sales Engineers are comfortable, that means they might be missing some aspects of the job. Being uncomfortable is normal, and there are many different situations where we are uncomfortable.   Show notes are at
03/06/201930 minutes 35 seconds
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#58 Sales Engineering Skills that No One Talks About

Sales Engineers need to have many different skills. Many of them are known, demonstrations, speaking, and technologically. However, here's a list of skills that no one talks about.   show notes at
27/05/201930 minutes 26 seconds
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#57 How Sales Engineers can help in Negotiation

Negotiation is not really part of the Sales Engineer's daily requirement, but as my manager says, every meeting with the customer is a negotiation, so here are some basic concepts. show notes:
20/05/201947 minutes 28 seconds
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#56 The Intangibles of Sales Engineering

There are some well-known attributes that Sales Engineers do on a day to day basis. There are also some that go above and beyond - I call them "The Intangibles" show notes:
13/05/201923 minutes 32 seconds
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#55 How Can Sales Engineers Get Better at Humor?

Humor is such an essential part of Sales Engineering, getting people to connect with you, entertaining while presenting or demoing. I discuss how we can get better at it with Andrew Tarvin. shownotes:
06/05/201948 minutes 12 seconds
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#54 Great Discovery Leads to Great Demos!

Lots of demos are useless due to the fact that a proper discovery was not conducted. That is why Peter Cohan and I dig deep on that subject and you get to see a brief role play as I try to discover Peter's pain!
29/04/201957 minutes 18 seconds
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#53 Achieving Success as a Sales Engineer

Differentiating your product/services from the competition, achieving success as Sales Engineers, obtaining soft skills, and coming up with Career goals are points of discussion on this podcast episode. Show notes are at:
22/04/20191 hour 9 minutes 38 seconds
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#52 Building Your Career

A short podcast discussing taking control of one's career and some steps to help figure out the career path and the next steps. I go through my own example of how I figured out what I want to do with my career and what my next steps are. Show notes are at
15/04/201919 minutes 56 seconds
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#51 Location, Family, and Organizations affecting Decisions

Is 2 years too much to study the market before making the next career move? Not if you like what you do. My guest, Craig Waters, tells me about his decision making progress to working for the government, to Sales Engineer, and then Product Management. Show notes are at:
08/04/201943 minutes 49 seconds
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#50 What is a Customer Success Engineer?

How and why did Bill go from Support Engineer to Sales Engineer to a Gload Customer Success Leader? What is Customer Success? Bill also talks about his process of picking out the company that he wants to work with and the different types of Salespeople and SEs   Show notes are at
01/04/201954 minutes 38 seconds
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#49 Discovery and Demonstration Role Play

I spent some time with Peter Cohan where I performed a short discovery for X.AI followed by a demonstration. In this episode, you will hear Peter critique my demo, provide tips and tricks, and discuss common mistakes he witnesses. Podcast show notes available here:    
25/03/201938 minutes 27 seconds
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#48 RFPs,Building Relationships Remotely and Demonstrations

How does a Sales Engineer build a relationship with a customer when they are not geographically co-located? And what makes a demonstration great? These are topics that Edward Kingscote and I discuss on today’s podcast. Podcast show notes available here:  
18/03/201957 minutes 45 seconds
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#47 How Sales Engineers and Account Managers can Work Together

Art started his career as a Mechanical Engineer and worked his way up to own his own company. This means I get to ask him some questions about how Mechanical Engineers can transition into the SE role, but the majority of the conversation was about how Sales Engineers and Account Managers can work together to become a more effective sales team. Visit us at If you'd like to reach out and say hi, I'm @WeTheSEs on Twitter and Ramzi Marjaba on Linkedin
11/03/201955 minutes 38 seconds
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#46 How to Move from Product Management to Sales Engineering

How does a non-technical person get a job as a Product Manager the then move into Sales Engineering or Sales Engineering Management? This is something I discuss with Eric Watson who without an engineering degree was able to get a PM role. He also later transitioned to Sales Engineering, so we will discuss that, and the pitfalls of Sales Engineering. 
04/03/20191 hour 3 minutes 22 seconds
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#45 10 Mistakes I've done as a Sales Engineer

People make mistakes and so do Sales Engineers. Here are 10 mistakes I've done as a Sales Engineer, and what I've learned from them.
25/02/201942 minutes 18 seconds
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#44 Career Path to Sales Engineering and Beyond with Salim Manji

We discuss Salim's career path from graduating university to Sales Engineering and beyond.
18/02/20191 hour 4 minutes 5 seconds
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#43 Pitching, Whiteboarding and Storytelling with Mark the Joy Machine Green

My discussion with Mark included whiteboarding instead of presenting, pitching instead of demoing, and storytelling as a means to show the value of a solution.
11/02/201950 minutes 56 seconds
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#42 How to Demonstrate Software so People Buy It with Brian Geery

Interview with Brian Geery to discuss what makes a good demonstration, how can the account manager be involved, and creating demonstration checklists
04/02/20191 hour 4 minutes 23 seconds
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#41 New and Experienced Perspective of Sales Engineers

Nick Korte and John White discuss their career path into sales engineering, changes in perspective since starting, soft skills and more
28/01/201957 minutes 54 seconds
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#40 Service Providers have Sales Engineers too with Nilesh Solanki

We discuss Nilesh's path to Sales Engineering, how his previous jobs help him with the SE role, overlay sales, training, and demonstration.
21/01/201957 minutes
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#39 From Discovery to Demo with Julie Hansen

Julie Hansen and I discuss what is needed from Sales Engineers before a demonstration, some tips on how to perform the demonstration and what it should contain.
14/01/201949 minutes 55 seconds
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#38 Partners, Account Managers and Sales Engineering with Thomas Bieser

Interview with Thomas Bieser where we discuss working with partners, account managers, the proper discovery, MEDDIC and more.
07/01/201956 minutes 53 seconds
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#37 Lifetime Achievement Goal Setting

Goal Setting is something we do not generally do as Sales Engineers, so I discuss the method of goal setting that has worked for me. 
31/12/201828 minutes 54 seconds
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#36 The Pros and Cons of Sales Engineering

I discuss the pros and cons of the sales engineering role.
24/12/201829 minutes 30 seconds
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#35 Telling Stories with Rui Lamy

With over 15 years of experience as a Sales Engineer, Rui discusses his role as a channel Sales Engineer supporting customers world wide, as well as demonstrations and storytelling.
17/12/20181 hour 16 minutes 53 seconds
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#34 Sales Engineer Straight out University with Jappreet Bath

Juppreet Bath has been a Sales Engineer for many years now, we discuss how he got the job out of university, commodities vs solution sales, Proof of concepts, and outlook changes
10/12/201851 minutes 45 seconds
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#33 Introvert and Extrovert Sales Engineers with Neil Lynch

  My discussion with Neil was jam packed with info from training, to the pillars of being an SE, the ability to improv, SE Management and more.
03/12/20181 hour 4 minutes 18 seconds
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#32 Framing and Presentations with Adam O'Brien

Adam and I discuss doing framing and preparing a presentation, a whole list of books, and getting better every day.
26/11/20181 hour 4 minutes 14 seconds
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# 31 Working with Customers with Greg Holmes

Greg Holmes, Director of Sales Engineering, joined me today to discuss the SE Soft skills, flexibility with customers, and ensuring customer success
19/11/201859 minutes 31 seconds
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#30 Software Engineering vs Sales Engineering with Michal Plachta

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
12/11/201857 minutes 6 seconds
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#29 Knowledge and Listening with Anthony Taok

We discuss how Anthony went from a customer to a Sales Engineer, his view on what makes an SE good or bad.
05/11/201855 minutes 17 seconds
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#28 Mentoring and Mistakes with Wesley Toman

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.
29/10/20181 hour 12 minutes 48 seconds
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#27 Self Awareness is the Key to Success with Daryn Mason

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.  
22/10/20181 hour 3 minutes 33 seconds
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#26 Post Sales Leading to Pre Sales Opportunities with Moni Assi

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.
15/10/201845 minutes 8 seconds
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#25 Becoming an SE with Me

Many aspiring SEs are asking me how they can get an job as an SE. This episode is dedicated to them.
08/10/201830 minutes 58 seconds
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#24 Buying Holes with Anthony Iannarino

Anthony Iannarino, an author, speaker and sales leader joins me today to discuss the Account Manager/SE relationship, and the different levels of value.
01/10/201854 minutes 28 seconds
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# 23 Getting an SE Job with David Majetic

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
24/09/201847 minutes 25 seconds
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#22 Controlling your Career Path with Bob Emberley

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.
17/09/201855 minutes 45 seconds
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#21 Working for Startups vs Big Organizations with Jason Sheffield

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.
10/09/201856 minutes 16 seconds
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#20 Moving from Canada to Dubai for an SE role with Mamoun Malkawi

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.
03/09/20181 hour 11 minutes 50 seconds
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#19 Sharing Pains with Tim O'Connor

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
27/08/201854 minutes 36 seconds
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#18 From Musician to Sales Engineer with Brian Mazzaferri - Final

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.
20/08/20181 hour 8 minutes 59 seconds
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#17 Looking for the Gain as well as the Pain with John Care

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.
13/08/201842 minutes 56 seconds
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#16 Sales Engineers are Unicorns with Steven Shaffer

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.
06/08/20181 hour 12 seconds
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#15 What’s an Independent Sales Engineer with Andrew Tesla

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.
30/07/20181 hour 12 minutes 55 seconds
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#14 The SE Role from an Account Manager's Perspective with Mike Emmert

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.
23/07/201855 minutes 39 seconds
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#13 LinkedIn Strategies for a better Career with Tim Mills

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.
16/07/201851 minutes 57 seconds
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#12 Resume Strategies with Tim Mills Part 1

Tim Mills owns a 3rd party recruiter company called Teambuilder consulting based out of Ottawa. Tim provides many tips on how an SE can improve his resume
09/07/201834 minutes 52 seconds
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#11 Win the Presentation Game with David Hutchison

David Hutchison, or Hutch has his own company, where among other things, he helps people give presentations. I’m not talking about powerpoint slides, in this instance, a presentation is any meeting you have with your customer. Hutch is full of energy, and full of info and he gave lots of it here on this podcast
02/07/201852 minutes 57 seconds
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#10 How and Why Customers Buy with John Haldi

John has had an intersting career, from being a developer, to Sales Engineer, to stock trader, back to being an SE. He has a lot of insite about why customers buy, and the training that SE's should get but most never do.
25/06/20181 hour 4 minutes 27 seconds
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#9 Breaking into an SE Role with Andrew Curtis

Andrew Curtis has been with iCIMS for a very long time and have scaled up the career ladder there successfully. We will discuss the reason he has been with the company for so long, we dig in a bit more into how one can move from another position to an SE position, and we talked about discovery calls in a bit more depth.
18/06/201850 minutes 10 seconds
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#8 Product Manager vs Product Marketing Manager with Harshad Kolte

Harshad Kolte is a former engineer (once an engineer, always an engineer) who was able to switch to a marketing position after getting his MBA. He's worked with sales team in the past, and he discusses what he does to help the sales team sell better, and what he thinks a good SE does.
11/06/201839 minutes 41 seconds
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#7 Herding Cats with Todd McCullough

Having a long career in the sales organization as a Sales Engineer and Manager, and in the Engineering organization gives Todd a different perspective. 
04/06/201856 minutes 8 seconds
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#6 From 2nd Layer Support To Consultant Systems Engineer with Mohamed Barkhad

Mohamed started off in support and developed his certifications as he moved to different roles with different companies. We discuss his career path and how he makes the best use of his time while being a good consulting systems engineer.
28/05/20181 hour 1 minute 16 seconds
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#5 The SE Role From a PM Perspective with Ralph Daniels

Interview with Ralph Daniels who provides a PM's perspective to the role of the Sales Engineer based on his interactions with many sales teams.
21/05/201851 minutes 42 seconds
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#4 Overcoming Fear with Anum Faizan

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.
14/05/201835 minutes 23 seconds
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#3 Building Relationships with Hikmat El Ajaltouni

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.
07/05/20181 hour 2 minutes 36 seconds
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#2 The Roles of the Sales Engineers with Chandan Mohapatra

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.
03/05/201845 minutes 36 seconds
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Show 1 with Bill McCarel

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.
30/04/20181 hour 12 minutes 38 seconds