by Keith | Oct 28, 2024 | Podcast Episodes
In this episode of Altar of the Demo Gods, we dive into the journey of Senior Sales Engineer Ahmed Usmani and how his path from support engineer to sales engineering shaped his success in the industry. Ahmed shares key insights about the transition, the value of...
by Keith | Oct 23, 2024 | Career Development, Career Path, Sales Engineering, Sales Process
For many security researchers, transitioning to a sales engineer role can seem like a daunting leap. After years of technical work—whether reverse-engineering malware, analyzing threats, or developing security solutions—the idea of moving into a sales role can feel...
by Keith | Oct 21, 2024 | Career Development, Career Path, Client Engagement, Personal Development, Sales Engineering, Technical Sales
Sales engineering is a unique role that blends deep technical knowledge with the ability to engage and communicate with customers. Sales engineers act as the bridge between a company’s technical offerings and its customers’ business needs. This vital role ensures that...
by Keith | Oct 16, 2024 | Career Development, Client Engagement, Communication, Customer Engagement, Customer Retention, Personal Branding, Personal Development, Professional Development
In the competitive world of technical sales, having a strong command of emotional intelligence (EQ) can be a game-changer. While many professionals in the field focus heavily on mastering technical skills and product knowledge, the ability to understand and manage...
by Keith | Oct 14, 2024 | Career Development, Communication, Customer Engagement, Personal Branding, Personal Development, Professional Development
In today’s rapidly evolving business environment, the ability to sell is not just about product knowledge or technical expertise—it’s about connecting with customers on a human level. Soft skills in technical sales are increasingly recognized as the...
by Keith | Oct 14, 2024 | Podcast Episodes
In this episode of Altar of the Demo Gods, we dive deep into the critical role of soft skills in technical sales with special guest Evgeniy Kharam, author of Architecting Success: The Art of Soft Skills in Technical Sales. Evgeniy shares insights on why curiosity,...
by Keith | Oct 7, 2024 | Podcast Episodes
In this episode of Altar of the Demo Gods, Keith Wilson and John Morton dive deep into one of the most crucial yet often overlooked aspects of sales engineering: documentation. From discovery to the POC stage, they discuss how meticulous documentation not only...
by Keith | Oct 2, 2024 | Career Development, Career Path, Communication, Work Culture
A toxic work culture can destroy team morale, hinder productivity, and increase employee turnover. In sales engineering, where collaboration and technical expertise are essential, the effects of a negative culture can be disastrous. But how do you identify the signs...
by Keith | Sep 30, 2024 | Communication, Technical Sales, Work Culture
Creating a positive work culture is essential for any business, but it holds unique importance in the sales engineering world. In an environment where technical expertise must align with customer-centric selling, the culture you create can make or break your...
by Keith | Sep 30, 2024 | Podcast Episodes
In this episode of Altar of the Demo Gods, hosts Keith Wilson and John Morton dive deep into the importance of workplace culture in technical sales. They kick things off with a nostalgic look back at their childhood as part of the “DuckTales Generation,”...
