by Keith | Sep 2, 2024 | Podcast Episodes
n this episode of Altar of the Demo Gods, Keith Wilson and John Morton delve into the art of competitive analysis—a crucial skill for any sales engineer or technical seller. Learn how to identify your competitors, understand their strengths and weaknesses, and develop...
by Keith | Aug 26, 2024 | Communication, Technical Sales, Travel
Traveling is an inevitable part of the job for many sales engineers. Whether you’re attending a conference like Black Hat, meeting clients, or troubleshooting on-site, efficient and stress-free travel can make a big difference in your productivity and sanity....
by Keith | Aug 26, 2024 | Podcast Episodes
In this episode of Altar of the Demo Gods, Keith Wilson and John Morton discuss the chaos caused by a major cybersecurity incident that disrupted global travel. John shares his personal experience of being stuck in Aruba when the “Crowdstruck” event hit,...
by Keith | Aug 19, 2024 | Sales Tools, Technical Sales
In the world of sales engineering, understanding how to quantify the value of your product or service is crucial. This is where value frameworks and ROI (Return on Investment) calculators come into play. These tools not only help in building compelling business cases...
by Keith | Aug 19, 2024 | Podcast Episodes
Welcome to Episode 36 of “Altar of the Demo Gods”! This week, hosts Keith Wilson and John Morton, along with returning guest Charles Herring, CTO of WitFoo, dive deep into the world of value frameworks and ROI calculators. If you’re in sales or...
by Keith | Aug 16, 2024 | Client Engagement, Communication, Customer Engagement, Marketing, Sales Engineering, Sales Tools, Technical Sales
In the competitive world of sales engineering, content creation is a powerful tool that goes beyond the technical pitch. By creating engaging and informative content such as blog posts, white papers, and use cases, sales engineers can build trust, demonstrate...
by Keith | Aug 14, 2024 | Customer Engagement, Professional Networking, Sales Engineering, Technical Sales
User groups are an invaluable resource for sales engineers looking to create compelling sales collateral. These groups, composed of current customers, provide a platform for sharing experiences, discussing best practices, and generating valuable content. Leveraging...
by Keith | Aug 12, 2024 | Sales Engineering, Sales Tools, Technical Sales
In the world of sales engineering, having the right tools at your disposal can make or break a deal. While technical expertise and communication skills are critical, the importance of having well-crafted sales collateral cannot be overstated. Sales engineers who...
by Keith | Aug 12, 2024 | Podcast Episodes
Welcome back to “Altar of the Demo Gods”! In Episode 35, hosts Keith Wilson and John Morton are joined by Charles Herring, CTO of WitFoo, to dive into the world of sales collateral. Discover how to effectively use white papers, use case studies, blog...
by Keith | Aug 9, 2024 | Customer Relationship Management, Sales Process, Sales Tools, Technical Sales
Effective collaboration between sales engineers and account executives is essential for closing deals and driving sales success. CRM tools like Salesforce and HubSpot play a crucial role in facilitating this collaboration by providing a centralized platform for...
