We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers
Episodes
The Truth about Leadership Growth, Grit, and Resilience
27 Oct 2025
Contributed by Lukas
Behind every "professional journey" is a human being dealing with doubt, growth, and reinvention. Rick also offers candid insights into what people do...
Why Now Is the Best Time to Start a Business, Even in a Down Market
20 Oct 2025
Contributed by Lukas
In this episode, host Ramzi Marjaba sits down with Raphael Joseph, a former software engineer who became a sales engineering leader and is now the fou...
Risking Your Strong Leadership Role To Plunge into the Startup World
13 Oct 2025
Contributed by Lukas
Sometimes you just have to quit your job to start your own thing. And sometimes this job is a Leadership Role at a very well-respected organization su...
Building Professional Success On A Foundation Of Devastating Failure
06 Oct 2025
Contributed by Lukas
Whether you're an SE considering management, a leader looking to motivate your team, or someone curious about the intersection of sales and technical ...
Build a Genuine Connection By Having Interesting Communication
29 Sep 2025
Contributed by Lukas
You can be a good solution engineer but still suck at different aspects of the job. That's because there are too many skills that Solution Engineers n...
Stop Being an Amateur Solution Engineer, Join the Professionals
22 Sep 2025
Contributed by Lukas
For every sport, some people do it professionally, and others are amateurs. One of the bigger differences is that professionals get paid, amateurs don...
AI is the New Evolution Here. Use it, Don't Waste It
15 Sep 2025
Contributed by Lukas
AI is all around us these days. We either use it to get more productive, or we fall behind. That is what we will discuss with Phillip Swan
Unlock The Mystery That Is Procurement with Mike Lander
08 Sep 2025
Contributed by Lukas
Procurement is a black box for the majority of Solution Engineers and even Salespeople. Many salespeople treat Procurement as the enemy thinking that ...
7 Proven Behaviors to Drive Success in Technical Sales
01 Sep 2025
Contributed by Lukas
Ron Whitson joins us to discuss how we as Solution Engineers can build better relationships with customers and how we can help them make better decisi...
What Does a Great Solution Engineer Look Like?
01 Jul 2024
Contributed by Lukas
I’m always asked, “What does a great SE look like?” The problem is there isn’t one way to SE. Great SEs look like. The role is complex, and pe...
Learning To Sell Better From Being Sold Badly
24 Jun 2024
Contributed by Lukas
Join us as we welcome Harman Bamra, who shares his unique journey from studying literature and international affairs to becoming a Solution Engineer (...
Earning the Right to Ask Helpful Questions
17 Jun 2024
Contributed by Lukas
The episode features an experienced sales trainer Richard Harris, discussing the intersection of sales and sales engineering. Richard shares insights ...
Forget How, Focus on The Why!
10 Jun 2024
Contributed by Lukas
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 h...
Promote Yourself to The CEO of Your Life and Career
03 Jun 2024
Contributed by Lukas
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 imm...
How To Prepare for A Customer or Interview Demo
27 May 2024
Contributed by Lukas
This is how I teach my #SolutionEngineers to prepare for their customer demos or their Interview demos. show notes: https://wethesalesengineers.com...
Challenging Perspectives and Learning from Professional Disagreements
20 May 2024
Contributed by Lukas
Last week I mentioned the 10 mistakes that #SolutionEngineers make that drive Salespeople crazy. This week Wesley comes to the defense of these SEs. W...
Top 10 SE Mistakes that Drive AEs Crazy
13 May 2024
Contributed by Lukas
So I’ve been in sales for a while. A few years now, and I’ve worked with several SE either as a sales person, a mentor, or a coach. And we love to...
Work Behind The Curtin To Help Your Customers Better
06 May 2024
Contributed by Lukas
I caught up with Chris White on his Linkedin Live show a bit ago. This time he interviews me and we dig into what happens behind the scenes, or at lea...
Craving Cold Calls is a Matter of Perspective
29 Apr 2024
Contributed by Lukas
AI is coming for us all. According to our guest, Anthony Palmoze, he’s heard many SEs talk about BDR being the first to become obsolete. So we jump ...
Selling to Sellers and How Solution Engineers Can Add Valu
22 Apr 2024
Contributed by Lukas
I have my own opinions of what sales engineers should do, and how they should be involved in the sales process. My opinion is that they should be invo...
Navigating the Presales Landscape From Green Shoots to Growth
15 Apr 2024
Contributed by Lukas
Over the many years that I’ve been doing this podcast, we’ve talked about the skills required, how to manage the team, communication, relationship...
Generate Great Revenue By Using Solution Engineers As Marketing
08 Apr 2024
Contributed by Lukas
Solution Engineers have a lot on their plate, and I have the pleasure of adding one more thing to that plate...marketing show notes: https://wethes...
Expand Your Solution and Value Selling through Insight Selling
01 Apr 2024
Contributed by Lukas
There are so many different selling techniques. I’ve personally been trained in Solution Selling and Challenger Selling. Full disclosure, I love Sol...
Working With Customers To Realize Value Through Customer Success
25 Mar 2024
Contributed by Lukas
At the ground level, we all put our heads down and work. We demo, discover, and manage support calls. How we do all that is the tactical work. But wha...
Overcome the Boredom by Finding Something You Love
18 Mar 2024
Contributed by Lukas
Many of us go to university, wondering what we are supposed to study. Those of us who complete it then graduate, wondering what the job would entail. ...
To Secure Your New Job, Execute A Sales Process
11 Mar 2024
Contributed by Lukas
My guest for today is Chris Beaumont and he is a recruiter. We discuss how people should approach the job hunt, and what they can do to increase their...
Dealing with Stress as a Sales Professional
04 Mar 2024
Contributed by Lukas
Life does not exist without stress. There’s also added stress when you’re in the sales world. So I wanted to share the causes of stress as I see...
Merging Creativity with Science For Amazing Career Growth
26 Feb 2024
Contributed by Lukas
Engineers are not usually known as creative types. This is a strange notion for me as I think engineers are some of the most creative people. We might...
Going on a New Adventure and Becoming the Confidence Generator
19 Feb 2024
Contributed by Lukas
A big piece of Sales Engineering is Sales. Most engineers don’t like the sales part of Sales Engineering, but it’s what SEs have to excel at to be...
#304 Captivate Your Audience with a Few Simple Tricks
12 Feb 2024
Contributed by Lukas
In this engaging conversation, Jason Zeikowitz discusses his experience as a Salesforce Technical Trainer. From handling an array of situations from...
#303 Cracking AWS How To Become A Solutions Architect
05 Feb 2024
Contributed by Lukas
Mohamed, an experienced Solutions Architect, shares valuable insights about the hiring process and career progression at Amazon Web Services (AWS). He...
#302 Cross-Cultural & Continental Tweaking of the Solution Engineering Style
29 Jan 2024
Contributed by Lukas
Moving from India to the US takes some adjustment. Even if you know the technology, the people change, the requirements change and the way you interac...
#301 Pre-Sales Became The Swiss Army Knife of the Business World
22 Jan 2024
Contributed by Lukas
Sales Engineering is a transferable skill. Just because you’re in one industry today, does not mean you cannot move. Case in point Faraz who is toda...
#300 Taking a Step Back To Overcome Bad Decisions
15 Jan 2024
Contributed by Lukas
After 300 episodes, I bring the original cohost back. Binayak Kanungo, aka Bini, comes to join me again on the podcast to give us an update on his car...
#299 SE Best Career Progression to Achieve Your Goals
08 Jan 2024
Contributed by Lukas
Were you ever asked, “Where do you want to be in 5 years?” I believe I’ve been asked once, in an interview, and I had no idea what I wanted to d...
#298 It Depends - The Most Common Answer In Pre-Sales
01 Jan 2024
Contributed by Lukas
Many Sales Engineers are getting hit with layoffs, especially when there’s a new acquisition. This happened to our guest before he knew what Sales E...
#297 From Avoiding Sales Role to Becoming the First SE
25 Dec 2023
Contributed by Lukas
Most SEs have an aversion to sales, which is why many have been very hesitant to enter the SE world. But as soon as we learn more about it, we underst...
#296 Procurement The Other Side of The Sales Coin
18 Dec 2023
Contributed by Lukas
Having someone who worked on the procurement side, the vendor side, and the value-added reseller side in a condensed period allows us to ask many ques...
#295 Using the Athlete Mentality To Earn Your Dream Title
11 Dec 2023
Contributed by Lukas
We all have different paths into sales engineering. Some fell into it, and some fought for it. And once we get there, we find that not all sales engin...
#294 Unlocking Your Untapped Potential Energy To Operation in Your Genius Zone
04 Dec 2023
Contributed by Lukas
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 par...
#293 Published Pricing, An Evil Marketing or A Business Need?
27 Nov 2023
Contributed by Lukas
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 Ca...
#292 Presales Recruiting Challenges from a Leadership Perspective
20 Nov 2023
Contributed by Lukas
All sales engineers watching this show have been through the recruiting process in the past. Some have had great experiences, and some have been ghost...
#291 Surprises, Mistakes, and Challenges of Moving to Sales
13 Nov 2023
Contributed by Lukas
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, ...
#290 The Best Tip I've Ever Heard About Learning Something New
06 Nov 2023
Contributed by Lukas
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 f...
#289 Here's Why Account Planning Is Important for Sales Engineers
30 Oct 2023
Contributed by Lukas
Account Planning is something that Salespeople are responsible for. Many Sales Engineers try to stay away from that as it’s boring and many salespeo...
#288 Finding And Using Your Strengths To Succeed as a Sales Engineer
23 Oct 2023
Contributed by Lukas
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 ...
#287 How Self Awareness and Self Investment Propelled an Introvert to Senior VP
16 Oct 2023
Contributed by Lukas
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 grea...
#286 The Evolution of Solutions Engineering Pre and Post Pandemic
09 Oct 2023
Contributed by Lukas
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...
#285 Step by Step Process to Overcome the Job Market and Land Your Next Job
01 Oct 2023
Contributed by Lukas
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 t...
#284 Continuous Learning, Types of Learning, The Best Technique and Assessments
25 Sep 2023
Contributed by Lukas
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 ...
#283 Changing the Solution Engineer Role to the Requirements of the Customers
18 Sep 2023
Contributed by Lukas
Sales Engineering looks different in different companies. It looks different in the same company selling to different customers. And being able to ...
#282 11 Mistakes Tech Startup Founders Make In the Sales Engineering Process
11 Sep 2023
Contributed by Lukas
Startup Founders act as Salespeople, sales engineers, product managers, and many other roles. There lies the problem because some who have no sales ex...
#281 Preparing But Not Practicing Means You're Not Fully Prepared
04 Sep 2023
Contributed by Lukas
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...
#280 Getting Creative In Hiring Sales Engineers from Different Backgrounds
28 Aug 2023
Contributed by Lukas
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 fo...
#279 How Can Sales Engineers Recognize and Bust Through a Career Rut
21 Aug 2023
Contributed by Lukas
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 ...
#278 Even The Best Solution Engineers Bomb Sometimes
14 Aug 2023
Contributed by Lukas
Trevor Spires, an experienced Sales Engineer, characterizes the profession as full of highs and lows. In this episode, he discusses managing proof of ...
#277 The Best Career Path for Sales Development Reps
07 Aug 2023
Contributed by Lukas
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 ...
#276 Sales Engineering What Is It and How do You Become It
31 Jul 2023
Contributed by Lukas
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, ti...
#275 - The Small Steps Needed To Become a Solution Engineer
24 Jul 2023
Contributed by Lukas
In this episode we have Jonathan Davis, a Senior Solutions Engineer at Snyk. Jonathan emphasizes the importance of independent learning in technology....
#274 What Most Sales Engineer Leaders Agree as Best Onboarding Practices
17 Jul 2023
Contributed by Lukas
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...
#273 Challenges Being a Part of Life, You Have No Choice But To Overcome
10 Jul 2023
Contributed by Lukas
In this episode with Gleb Sinani, a Ukrainian developer who relocated to Poland following Russia's invasion of Ukraine in 2022, we gained insights int...
#272 Audience Questions - Get Comfortable being Uncomfortable and Differentiating Oneself
03 Jul 2023
Contributed by Lukas
In this episode we discussed how Sales Engineers can differentiate themselves, the potential impact of AI on their work, and the comparison between sa...
#271 Why Your PreSales Enablement Solution Sucks And How to Fix It
26 Jun 2023
Contributed by Lukas
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 an...
#270 Helping Hiring Managers Find a Great Quality of Hire
19 Jun 2023
Contributed by Lukas
In this episode, we have John Hodgson, the Owner and Director of Bright Dynamics, a staffing and recruiting company specializing in matching leaders w...
#269 Start A Side Hustle and Improve Your Life
12 Jun 2023
Contributed by Lukas
In this episode of We the Sales Engineers Podcast, Donald Kelly, Founder and Chief Sales Evangelist of The Sales Evangelist, explains the significance...
#268 Solving the Mystery Of Pre-Sales In Japan
05 Jun 2023
Contributed by Lukas
In this episode, join the conversation with Shivagni Dharne and Bryan Rios as they discuss various aspects of sales engineering in Japan. From the wor...
#267 Finishing What You Started Is Not Always the Right Move
29 May 2023
Contributed by Lukas
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...
#266 The Mentality For Becoming a 1% Top Earner
22 May 2023
Contributed by Lukas
In this episode, Sales Engineer professionals looking to transition into sales will find valuable insights and practical advice from Doug C. Brown. Do...
#265 Searching For the Right Role that You Can Be Great At
15 May 2023
Contributed by Lukas
Josh Price is the Manager for Solutions Engineering at Trella Health, an IT services and consulting company based in Atlanta. In this episode, Josh jo...
#264 StartUp Pre Sales Engineering and Trends from a Recruiting Consultant
08 May 2023
Contributed by Lukas
In this episode with Justin Ferber, Senior Consultant at The Search Experience, a recruitment consultancy specializing in building go-to-market (GTM) ...
#263 The Subtle and Not So Subtle Differences between SDR AE and SE
01 May 2023
Contributed by Lukas
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 ...
#262 Debating the First 3 Months for New Sales Engineers, Bootcamps and Trends
24 Apr 2023
Contributed by Lukas
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...
#261 Dissecting Sales Engineering Technical Needs, How We Get Paid
17 Apr 2023
Contributed by Lukas
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 discussi...
#260 Overcoming Burnout To Land and Excel At The Sales Engineering Role
10 Apr 2023
Contributed by Lukas
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 caref...
#259 How Side Hustles Can Help Your Career Amount
03 Apr 2023
Contributed by Lukas
“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 fo...
#258 Steps To Take If You Want to Become an Sales Engineer Leader
27 Mar 2023
Contributed by Lukas
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...
#257 New Adventures and a New Way of Sales Engineering
20 Mar 2023
Contributed by Lukas
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. ht...
#256 The Power Of Networking In Driving You to Your Wanted Destination
13 Mar 2023
Contributed by Lukas
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. https://we...
#255 Having the Support Structure to Help Figure Out if You've Stagnated
06 Mar 2023
Contributed by Lukas
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 professi...
#254 Strategies and Tactics to Finding Your New Job and Acing the Interviews
27 Feb 2023
Contributed by Lukas
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 ...
#253 Relationships Are Not Built Overnight, But They Start With A Question
20 Feb 2023
Contributed by Lukas
My guest for this episode is an introvert like me, but he is deeply fascinated with building relationships, especially in sales. He describes many cri...
#252 Transitioning From Military Officer to a Sales Engineer Leader
13 Feb 2023
Contributed by Lukas
In this episode of the Sales Engineering Podcast, my friendly chat with Gareth Jones will give a comprehensive answer to these questions and provide a...
#251 A Brief Introduction to The Purpose of Customer Discovery Calls
06 Feb 2023
Contributed by Lukas
In this episode of the Sales Engineering Podcast, we explore the different purposes of demos and discovery calls. We consider the different challenges...
#250 The Long Journey From Military Man to Solution Engineer
30 Jan 2023
Contributed by Lukas
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...
#249 What To Do and What To Avoid Important Teachings From My Managers
23 Jan 2023
Contributed by Lukas
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 tha...
#248 Never Apologize - 5 Steps to Convert a Pissed off Customer
16 Jan 2023
Contributed by Lukas
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 J...
#247 The Rules of the Sales Cycle And Presales Engagement
09 Jan 2023
Contributed by Lukas
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...
#246 My Thoughtful Answers to 15 Most Commonly Asked Questions
02 Jan 2023
Contributed by Lukas
We kick off 2023 with a bang through an episode that answers 15 frequently asked questions from clients, podcast listeners, and YouTube viewers. Quest...
#245 8 Tips for Keeping Your Customers Engaged in Presales Presentations
26 Dec 2022
Contributed by Lukas
Dan Caffarey returns to share several tips for keeping your customers engaged during pre-sales presentations. Dan uses his background as a Cambridge-q...
#244 Creating Guiding Principles and Supporting Behaviors
19 Dec 2022
Contributed by Lukas
In this episode, Aaron Moncur shares how he fell in love again with engineering through entrepreneurship. As he shares in the podcast, gaining more co...
#243 Presales Horror Stories from Professionals You May Know
12 Dec 2022
Contributed by Lukas
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 win...
#242 What Account Managers and Sales Engineers Need from Each Other
05 Dec 2022
Contributed by Lukas
Michael Griego is a world-class sales trainer and sales effectiveness management consultant based in California. In the last 20 years, he’s founded ...
#241 Becoming a DEO or a Do Everything Officer of Your Startup
28 Nov 2022
Contributed by Lukas
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,...
#240 The Ability to Shift Industries in the PreSales World
21 Nov 2022
Contributed by Lukas
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 enginee...
#239 The Benefits of the Traditionally Long Path To Sales Engineering
14 Nov 2022
Contributed by Lukas
James Connor McCann is a Pre-sales Consultant for CyberRes which is a dedicated business unit from MicroFocus, which specializes in cyber resilience s...
#238 Overcoming Lone Ranger Syndrome and Becoming a Great Team Member
07 Nov 2022
Contributed by Lukas
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 enginee...
#237 From SDR to Global Sales Engineer Manager in 5 Years
31 Oct 2022
Contributed by Lukas
Sarah Halley is currently the director of solutions engineers at Ungerboeck. After she graduated, she moved to South Africa and worked as a marketing ...
#236 Earning the Right From Customers To Dig Deep In Customer Discovery
24 Oct 2022
Contributed by Lukas
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 t...
#235 So What and Who Cares Enablement For Sales Engineers
17 Oct 2022
Contributed by Lukas
In this episode, we discuss what sales engineering enablement means, how it’s different from sales enablement, why both can influence and improve th...
#234 Pulling Macro Levers to Improve Your Job as an SE Leader
10 Oct 2022
Contributed by Lukas
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...