#39 From Discovery to Demo with Julie Hansen

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

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#39 From Discovery to Demo with Julie Hansen

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

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Length:

50 minutes

Released:

Jan 14, 2019

Format:

Podcast episode

Description

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.

Released:

Jan 14, 2019

Format:

Podcast episode

Titles in the series (100)

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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Show 1 with Bill McCarel: Who Knew Listening Was Important by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
73 min listen
#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... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
35 min listen
#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. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
31 min listen
#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. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
43 min listen
#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. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
56 min listen
#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. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
54 min listen
#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... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
50 min listen
#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... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
55 min listen
#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... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
63 min listen
#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... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
46 min listen
#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. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
64 min listen
#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. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
56 min listen
#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... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
56 min listen
#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. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
52 min listen
#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. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
73 min listen
#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. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
57 min listen
#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. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
52 min listen
#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. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
69 min listen
#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. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
61 min listen
#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. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
64 min listen
#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... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
24 min listen
#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 by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
35 min listen
#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... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
53 min listen
# 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 by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
47 min listen
#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... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
56 min listen
#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. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
64 min listen
#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. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
64 min listen
#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. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
72 min listen
#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,... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
40 min listen
#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. by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
42 min listen

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Earning the Right to Ask Helpful Questions: The episode features an experienced sales trainer Richard Harris, discussing the intersection of sales and sales engineering. Richard shares insights on earning the right to ask questions, building trust with clients, and the concept of economic... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
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Forget How, Focus on The Why!: Our guest today is Devon Montgomery, a Lead Solution Engineer at Collibra. Devon's path to Solution Engineering is interesting. It’s not just that he was an SDR who got into Solution Engineering; what he was before and how he got there are also... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
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Promote Yourself to The CEO of Your Life and Career: Many of us let our careers happen to us. Imagine if a CEO of a company just LET whatever happens to his or her company happen. They would be fired immediately from their role. But we can go through our lives and careers without being intentional in... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
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How To Prepare for A Customer or Interview Demo: This is how I teach my #SolutionEngineers to prepare for their customer demos or their Interview demos. show notes: https://wethesalesengineers.com/show319 by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
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Challenging Perspectives and Learning from Professional Disagreements: Last week I mentioned the 10 mistakes that #SolutionEngineers make that drive Salespeople crazy. This week Wesley comes to the defense of these SEs. Wes and I discuss the dynamics and challenges faced by SEs and account managers in tech sales. Wes... by We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
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Discover this podcast and so much more

#39 From Discovery to Demo with Julie Hansen

#39 From Discovery to Demo with Julie Hansen

Description

Titles in the series (100)

More Episodes from We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers