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

#233 Exploring Almost Perfect Preparation to Overcome the Imposter Syndrome

03 Oct 2022

Contributed by Lukas

Kevin Naglich is the founder of Deliberate English. The company helps international sales engineers who have an intermediate or advanced level of Engl...

#232 Aiming to be Obsolete As A Solo Principle Sales Engineer

26 Sep 2022

Contributed by Lukas

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...

#231 From Professional Services to AWS Solution Architect

19 Sep 2022

Contributed by Lukas

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...

#230 Improving Presales Communication for Better Sales Outcomes

12 Sep 2022

Contributed by Lukas

Dan Caffarey worked as a business English and communication teacher for many years travelling around the world. His love for teaching and helping made...

#229 From Chocolate Selling to Selling with Love

05 Sep 2022

Contributed by Lukas

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,...

#228 Enabling Outside Voices To Focus on Identifying Your North Star

29 Aug 2022

Contributed by Lukas

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 wo...

#227 Picking the Amazing Brain of an SE Veteran

22 Aug 2022

Contributed by Lukas

Anthony Campanale is currently the Senior Solutions Consultant at Cheetah Digital. He has worked as a principal, SaaS, presales, associate, internet m...

#226 Scripting Your Way to Closing More Opportunities

15 Aug 2022

Contributed by Lukas

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 m...

#225 Moving Around the World To Optimize on Opportunities

08 Aug 2022

Contributed by Lukas

Kenneth Kutyn is the Solutions Consultant for Product Analytics and Experimentation at the company, Amplitude. After finding a problem in his previous...

#224 Enable A Learning Culture To Empower an Innovative Presales Sherpas

01 Aug 2022

Contributed by Lukas

Tanner Howell is the head of the sales engineering organization at a cybersecurity upskilling company, RangeForce. He is an experienced IT Professiona...

#223 Selling the Dream then Making Sure it Becomes a Reality

25 Jul 2022

Contributed by Lukas

Kris comes back to dig into more details about what he means by serving the process, not the salesperson.   Show notes: https://wethesalesengineers.c...

#222 Revealing the Pain of a Situation, Then Guiding to the Dream

18 Jul 2022

Contributed by Lukas

Kris Meulemans the Global Head of Customer Operations in Materialize. He is a Presales Leader with years of experience in multiple industries. He also...

#221 8 Years of Progress in the Sales Engineering Profession

11 Jul 2022

Contributed by Lukas

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 ...

#220 From One Product Sales Engineer to Multi-Solution SE

04 Jul 2022

Contributed by Lukas

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 e...

#219 Selling without Selling Out - How to Maintain Your Morals

27 Jun 2022

Contributed by Lukas

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 a...

#218 Successful and Unhappy - Why and How that Changed

20 Jun 2022

Contributed by Lukas

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 ...

#217 Building a Criteria Matrix to Uncover Great SEs

13 Jun 2022

Contributed by Lukas

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 J...

#216 The Benefits of Being Called Solutions Engineer

06 Jun 2022

Contributed by Lukas

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 ...

#215 What is the Value Hypothesis

30 May 2022

Contributed by Lukas

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 ...

#214 Learning Enough to Be Dangerous as a Skill

23 May 2022

Contributed by Lukas

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 epi...

#213 Finding The Right PreSales Role to Make You Happy

16 May 2022

Contributed by Lukas

So you're a sales engineer—what does that mean? Sales Engineering differs from company to company, industry to industry, and even individual to indi...

#212 Being Vulnerable To Build A Culture Of Feedback

09 May 2022

Contributed by Lukas

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 no...

#211 Managing Long Sales Cycles and Maintaining Motivation

02 May 2022

Contributed by Lukas

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 the...

#210 Striking a Balance Business Enablement And Technology Enablement

25 Apr 2022

Contributed by Lukas

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 enginee...

#209 Authentic Customer And Vendor Support As The Most Trusted Partner

18 Apr 2022

Contributed by Lukas

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 focu...

#208 The Definitive Buyer's Guide For Emerging Presales Solutions

11 Apr 2022

Contributed by Lukas

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, the...

#207 Mentorship Sucks, How to Overcome it

04 Apr 2022

Contributed by Lukas

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, howe...

#206 Building Trust Through Genuine Care for the Customer

28 Mar 2022

Contributed by Lukas

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...

#205 Sacrifice and Dedication Have a Great Payoff

21 Mar 2022

Contributed by Lukas

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 ...

#204 Support The Customer by Holding Something in Reserve

14 Mar 2022

Contributed by Lukas

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...

#203 Identifying Challenges, Fixing Problems and Snowballing the Results

07 Mar 2022

Contributed by Lukas

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 Cap...

#61 Non Verbal Communication for Sales Engineers

28 Feb 2022

Contributed by Lukas

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 gues...

#202 The Effective Habits of a Great Sales Engineer

25 Feb 2022

Contributed by Lukas

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 secre...

#201 Understanding Life Goals And How to Achieve Them

21 Feb 2022

Contributed by Lukas

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...

#200 20 Lessons Learned from 200 Episodes and Countless Conversations

14 Feb 2022

Contributed by Lukas

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 ...

#199 Be Known For Something or Stay Stationary

07 Feb 2022

Contributed by Lukas

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 Engineerin...

#198 Ghosting, Interviewing, and Hiring New Sales Engineers

31 Jan 2022

Contributed by Lukas

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 job...

#197 Changing the World for the Right People

24 Jan 2022

Contributed by Lukas

Paul Urfi is the Director of Solutions Engineering at Armory.io, an enterprise software company commercializing the open-source continuous delivery pl...

#196 Leadership, Happiness and Having an Impact

17 Jan 2022

Contributed by Lukas

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 a...

195 - Leading a New Team with a Personalized Approach

10 Jan 2022

Contributed by Lukas

  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 ...

#194 Forcing Tough Conversations to Move Up or Move Out

03 Jan 2022

Contributed by Lukas

Currently, there’s the Great Resignation happening. However, it’s been difficult retaining good talent for a while. Some individuals move companie...

#193 Slow Transition from a Cost Center Model for PreSales

27 Dec 2021

Contributed by Lukas

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...

#192 Selling with Authentic Enthusiasm

20 Dec 2021

Contributed by Lukas

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 s...

#191 Social Selling with the Social Sales Engineer

13 Dec 2021

Contributed by Lukas

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 t...

#190 The Perfect Career to Be there for Your Family

06 Dec 2021

Contributed by Lukas

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 ...

#189 Eliminating Proof of Value Encroachment on Closing Dates_audio

29 Nov 2021

Contributed by Lukas

  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...

#188 Amazing Interview Stories with a Principal Sales Engineer

22 Nov 2021

Contributed by Lukas

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 Princ...

#187 Discovering Your Career Home of Years of Nomading

15 Nov 2021

Contributed by Lukas

How do you explain what sales engineering is to someone completely new to the organization? Are introverts better than extroverts at becoming sales en...

#186 Dissecting the Untold Truth about Channel Sales Engineers

08 Nov 2021

Contributed by Lukas

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 ...

#185 Sales Engineers Can Be Found In the Strangest Places

01 Nov 2021

Contributed by Lukas

#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 ...

#184 Different Presales Skill Needs for Different Presales Teams

25 Oct 2021

Contributed by Lukas

Skills needed for SEs are much different than those in larger organizations, potentially. Also, different products being sold to IT could require diff...

#183 From Expert to Novice

18 Oct 2021

Contributed by Lukas

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 201...

#182 The Value of PreSales in the Eyes of a COO

11 Oct 2021

Contributed by Lukas

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 Sales...

#181 The Role of PreSales in a Startup Scale

04 Oct 2021

Contributed by Lukas

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...

#180 Using Social Selling to Empower Customers

27 Sep 2021

Contributed by Lukas

The Sales Engineering role has been through several revolutions. We have moved from being a technical resource to demo jockeys, to value sellers and n...

#179 Leveling Up Your Knowledge For Continuous Growth

20 Sep 2021

Contributed by Lukas

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 ha...

#178 The Important Battle of Sales Engineering Generating Visibility

13 Sep 2021

Contributed by Lukas

What would you do as a manager of 22 solutions consultants in your department? How would you handle their many pressing concerns and build relationshi...

#177 Making Mistakes and Learning From Horror Stories

06 Sep 2021

Contributed by Lukas

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...

#176 Get A Glimpse Into the Mind of the Interviewers

30 Aug 2021

Contributed by Lukas

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 ...

#175 The Challenges of Being a Solo Sales Engineer

23 Aug 2021

Contributed by Lukas

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 speaki...

#174 Working in Flat Cultures and With Strong Leaders

16 Aug 2021

Contributed by Lukas

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 h...

#173 Sacrificing Life to Slowly Construct Your Dream Career

09 Aug 2021

Contributed by Lukas

Thinking about giving presales a shot? If you are considering switching careers and wondering about the potential room for growth or longevity you cou...

#172 Athletes Watch Tape, Why Not Sales Engineers

02 Aug 2021

Contributed by Lukas

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 Manage...

#171 Mental Hurdles Sales Engineers Have to Overcome

26 Jul 2021

Contributed by Lukas

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 ...

#170 5 Skills That Are Not as Important as People Say

19 Jul 2021

Contributed by Lukas

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...

#169 Discussing Objection To Unlock a Win-Win Sale

12 Jul 2021

Contributed by Lukas

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 ...

#168 Influencing Strategies as a New VP of Sales Engineering

05 Jul 2021

Contributed by Lukas

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...

#167 Collaborating With Different Teams for Massive Revenue Enablement

28 Jun 2021

Contributed by Lukas

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 the...

#166 Prioritizing for Mental Sanity Comes From the Leadership

21 Jun 2021

Contributed by Lukas

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 sa...

#165 Avoid Disasters by Building a PreSales Enterprise Vision

14 Jun 2021

Contributed by Lukas

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.    

#164 Leading by Quitting and Starting A New Adventure

07 Jun 2021

Contributed by Lukas

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...

#163 A Tactical Presales Guide to Prepare for a Powerful Demo

31 May 2021

Contributed by Lukas

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 area...

#162 Hiring And Leading Adults For Massive Headcount Growth

24 May 2021

Contributed by Lukas

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 ...

#161 Empowering the Rise of the Modern Solutions Consultant

17 May 2021

Contributed by Lukas

Thomas Edwards is a Solutions Consultant and Enablement Specialist for Financial SaaS Solutions with expertise in automating and controlling the entir...

160 Civil Engineers Need Love Too

10 May 2021

Contributed by Lukas

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...

#159 Partnering With Marketing To Skyrocket Presales Reach

03 May 2021

Contributed by Lukas

Neeraj is the founder of Snackwyze. Snackwyze is a software product to help SaaS sellers create interactive walkthroughs, step-by-step guides, tours &...

#158 8 Forgotten Presales Skills To Catapult Your Professional Game

26 Apr 2021

Contributed by Lukas

There are some common skills that SEs should have. Demonstrations, asking questions, storytelling, whiteboarding, and so on. However, there are a few ...

#157 10 Noncommon Interview Mistakes that Derail Your Chances

19 Apr 2021

Contributed by Lukas

  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 wis...

#156 Salary and Workload Research Your Worth

12 Apr 2021

Contributed by Lukas

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. ...

#155 It's All About People, So Keep Them Happy

05 Apr 2021

Contributed by Lukas

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 “Per...

#154 Sales Engineering: Where Business and Technology Live in Harmony

29 Mar 2021

Contributed by Lukas

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 Engine...

#153 Dipped Your Toes, Why Come Back for More

22 Mar 2021

Contributed by Lukas

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 wit...

#152 Changing a Commodity Sale to a Solution Sale

15 Mar 2021

Contributed by Lukas

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,...

#151 Working Together Through The Middle of the Funnel

08 Mar 2021

Contributed by Lukas

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’...

#150 The Basics of Sales Engineering

01 Mar 2021

Contributed by Lukas

Sales Engineering is so nuanced, and with 150 episodes published, we’ve talked about many topics. We’ve talked about storytelling, relationship bu...

#149 Differentiate Yourself with SPEED

22 Feb 2021

Contributed by Lukas

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 firs...

#148 Improving your Relationship with Sales

15 Feb 2021

Contributed by Lukas

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 ...

#147 An Outsider's View Of the Amazing Sales Engineering World

08 Feb 2021

Contributed by Lukas

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 ...

#146 Aptitude, Attitude, and Technical Know-How

01 Feb 2021

Contributed by Lukas

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 ...

#145 Putting Yourself in a Position to Get Lucky

25 Jan 2021

Contributed by Lukas

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 engineerin...

#144 The Career Experiences of a 15 Year SC Vet

18 Jan 2021

Contributed by Lukas

Mike Orth is a Data Center Architect of Software-Defined Solutions and a presenter for Dell Technologies. He helps salespeople, customers, and partne...

#143 Developing A Sales Organization From Thin Air

11 Jan 2021

Contributed by Lukas

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 compan...

#142 Level Up Your Value by Rocking the Tech Stage

04 Jan 2021

Contributed by Lukas

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 ...

#141 A Customer's Perspective to Sales Engineering

28 Dec 2020

Contributed by Lukas

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...

#140 Having the Need to Get Better

21 Dec 2020

Contributed by Lukas

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 o...

#139 The Challenges Of Buying And How To Streamline The Process

14 Dec 2020

Contributed by Lukas

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 sh...

#138 Earned Secrets: Selling to Your Past Self

07 Dec 2020

Contributed by Lukas

Jon Scott is the founder of ScopeStack.io and they provide a way to automate the creation of a Statement of Work. He started is because he hated the m...

#137 Surviving Adversity and Coming Out on Top

30 Nov 2020

Contributed by Lukas

Joshua Smith is currently the Senior Sales Engineer at Varonis, a cybersecurity company pioneering in data security and analytics. In this episode, he...

136 Infographic v.s No Infographic to Stand Out

23 Nov 2020

Contributed by Lukas

John Hodgson is an independent presales specialist recruiter working mainly in the enterprise software application and SaaS space in the UK. Join us i...

#135 Advancing to Something ... Different

16 Nov 2020

Contributed by Lukas

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 ...