Sales Engineering University

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Link to video on the YouTube counterpart to this series here.

PLEASE forgive my horrible "uhhs". I hate them, too, and this audio is uncut from the video, which is also uncut. Apologies!

In this first of 2 video lectures, I hit the high points of "demos", and what the word really means. Why demo at all? Can you close without one? Do you even _have_ a sales methodology, Bro?

We find that qualification rules everything, and what the earmarks of a lazy rep are. Is it a Pilot? A PoC? A bird, a plane?

An SE is in a powerful place to give out power, and that puts you in a leadership role to making your reps successful-even if they don't know you're doing it!

What about making the prospect _think_ they're in charge-the one who is qualifying the other? But don't give too much power to the prospect and let them drive, or else they will play their 'veto' card.

More of Pat's triads, and "Never give them enough information to say 'No'"...

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Link to video on The Sales Engineering University: here

This lecture is loosely based on the agenda below. I just jot down the order of topics as you see, then just record. This is how I give talks, demo software, do voice-overs, etc. This style isn't for everyone.

Are you a well-kept secret?
-HR/recruiters are lazy and under-capable
-How/where would someone, or a search program, find you?
-What would they find?
--Social media search
--Google blunt search
--Reasons you would be a risk?
-Why ‘branding’ and ‘image’ are crucial
Do SEs need more than skill?
-Job keywords/resume only get you noticed-no INTEREST generated
-The soft skills - are you annoying or unpresentable?
--How to say “No” w/out saying "No"...
--How to say “You’re wrong” w/out saying "You're wrong"...

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There was no #010 for this audio format. It was visual instruction. It is still at The Sales Engineering University here, and the video that this audio came from is here.

This lecture is loosely based on the agenda below. I just jot down the order of topics as you see, then just record. This is how I give talks, demo software, do voiceovers, etc. This style isn't for everyone.

Did they contact you?
-Hiring company/manager
-Hiring contractor/headhunter
-Your network
-3rd party/offshore//middleman
Did you contact them?
-Job keyword alerts
-LinkedIn/network contacts
-Targeted company
--What is ‘targeted’
--How targeting/hunting works
-You are a well-kept secret, but does that serve you?

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This was a viewer's question. The video on The Sales Engineering University: https://www.youtube.com/watch?v=1jMM4E7EKNM

There was an episode #010, but it was about setting an Intuous Tablet, so not viable for this audio series. 

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Just another read of my research for the book. Seems to get more reactions when I stick to the academic stuff, though... direct 'teaching'... we'll see...

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A painful cold read of one portion of a chapter of a book on Sales Engineering I'm writing, wherein we look at the evolution of "sales" as a proper vocation.

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NOTE: There is a 15-second pause at the front, which is where the intro video played on the original recording. This is the audio portion of a video done (poorly) here. I am VERY sorry for the "uhms"

Last of a 4-part episode that goes over the basics of Sales Engineering. Started out as a 2-parter, but ran long, what with trying make things bite-size...

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Seems it was a 4-parter... !

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Again, please don't freak out about the quiet intro. These are the audio from a video series on YouTube. I'll be moving to just  audio once these are all uploaded... 

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This episode is the audio from this video...

In the first chapter of two, we take a high level look at what a Sales Engineer can do for you to change your culture forward to a Sales- and Customer-focused one.

Subsequent parts of this small series will address each of the components shown here separately, namely: Exec/Decision Makers, PDM (Product Development Managers), Sales & Sales Management, Engineering & Development (QA, support, etc.), and of course Prospects & Customers.

It is hard for companies selling technology to see how they can move from being a technology-centric culture to one that puts Customer Service at the top. Most who are simply used to doing that way can't see how focusing on Sales and the Customer will pan out to enable revenue. 

I share my experience helping companies understand exactly WHY this should be done NOW, HOW this is done (what customer-focused communication looks like), and how a Sales Engineer fits into all this as a catalyst for change, and why every company out there needs a Sales Engineer.

Each of these parts is not short, and can be likened to about an hour session I would do when training a group, or at a show. Some are relatively short. 

I did not speed through these as fast as I could for a few reasons. For one thing, even though I write out most of what we talk about, some like to take notes, and find pausing a video annoying. In making videos like these, I have to consider the common denominator, and not leave anyone behind. 

I apologize in advance if this more thoughtful pace is too slow for you. I think there is a way to play videos at multiples faster than they were recorded on YouTube, so I invite you to explore that option if you need to.