Effective communication is a core competency that is crucial in various aspects of life, including professional settings. This is evident in the podcast transcript, where the hosts emphasize the importance of communication in the role of a sales engineer (SE). They discuss how it is the number one core competency they look for when hiring SEs.
Effective communication involves more than just being able to speak clearly or write coherently. It encompasses the ability to convey ideas, thoughts, and information in a way that is easily understood by others. It involves active listening, asking questions, and being able to articulate concepts and solutions.
In the podcast, the hosts mention two key aspects of communication that they specifically look for in SEs. The first is being coachable, which implies the willingness to learn and adapt. This is important because SEs often need to collaborate with various stakeholders, such as sales teams, customers, and technical teams. Being open to feedback and continuously improving communication skills is crucial in building effective relationships and delivering successful demos or presentations.
The second aspect is curiosity, which goes hand in hand with effective communication. Curiosity drives individuals to ask questions, seek understanding, and actively engage in conversations. This trait enables SEs to gather information, uncover customer needs, and tailor their communication to address specific challenges or requirements. It also helps them stay updated with industry trends and advancements, allowing them to communicate effectively about the products or solutions they represent.
The hosts also highlight the importance of listening, using the analogy of having two ears and one mouth. This emphasizes the need for active listening, where SEs should focus on understanding the needs and concerns of their audience before responding or providing solutions. Active listening enables SEs to gather relevant information, clarify doubts, and ensure that their communication is aligned with the customer’s needs.
Effective communication is not limited to verbal interactions. It also includes non-verbal cues such as body language, tone of voice, and facial expressions. SEs need to be aware of these non-verbal cues and ensure that their communication is consistent across all channels, whether it be face-to-face meetings, phone calls, or written communication.
In conclusion, effective communication is a core competency that is essential for success in the role of a sales engineer. It involves being coachable, curious, and actively listening to others. SEs who possess these traits can build strong relationships, understand customer needs, and effectively convey information and solutions. By prioritizing effective communication skills, SEs can enhance their ability to engage with stakeholders, deliver impactful demos, and contribute to the overall success of their organization.
Active listening is key.
Active listening is a crucial skill for sales engineers (SEs) to master. In a podcast transcript, the importance of active listening is emphasized by the speaker, who compares himself to Tom Brady in terms of looks and highlights the need for effective communication skills. The speaker emphasizes the need for SEs to listen twice as much as they talk, actively ingesting and reflecting on the information shared by others.
The podcast guest shares a personal experience of being advised by an SE manager about the difficulty of being quiet and listening. This feedback resonated with the guest and he took it to heart, recognizing the value of asking the right questions and then listening attentively to the responses. He emphasizes that mastering the skill of embracing the awkward silence while listening can lead to a successful career.
The podcast guest and host discuss the power of silence and the discomfort it often creates in conversations. They suggest that by allowing the other person to fill the silence, SEs can gain valuable insights and establish a stronger connection with the customer. The ability to be comfortable in silence is seen as a valuable skill that can set SEs apart from others.
While active listening is seen as the most important aspect of communication, the podcast also touches on the significance of technical competency in the product or industry. However, the speaker emphasizes that it is not about bombarding the listener with technical jargon, but rather about distilling complex information into simple and articulate explanations. The ability to convey technical concepts in a way that anyone can understand is highly valued.
In conclusion, the podcast highlights the importance of active listening in the role of an SE. Effective communication involves actively listening, being coachable, and curious. SEs who prioritize active listening can build strong relationships, understand customer needs, and effectively convey information and solutions. Additionally, the podcast briefly touches on the importance of adaptability and demoing skills, further emphasizing the role of effective communication in the success of an SE. By honing their active listening skills, SEs can enhance their ability to engage with stakeholders, deliver impactful demos, and contribute to the overall success of their organization.
Sales process is critical.
Furthermore, the podcast emphasizes the significance of understanding the sales process in the role of an SE. The sales process serves as the backbone of the SE’s work, guiding their actions and objectives throughout the customer journey. Before engaging in a meeting or demo, it is crucial for SEs to conduct research on the organization and gather information about the customer’s needs and pain points. This preparation allows the SE to approach the meeting with a clear objective and a plan for the next steps.
During the meeting, the SE should gather valuable metrics and insights about the customer’s problem and the key stakeholders involved. By understanding the sales process and the desired outcome of the meeting, the SE can effectively tailor their presentation and address the customer’s specific needs. This not only showcases the SE’s technical expertise but also demonstrates their ability to provide a solution that aligns with the customer’s goals.
The podcast also highlights the importance of public speaking skills in the role of an SE. While most interactions may be one-on-one or with a small group of individuals, there are instances where SEs may need to present to a larger audience. Public speaking skills enable SEs to confidently convey information, engage the audience, and effectively communicate the value of their product or solution. While not as critical as active listening or understanding the sales process, public speaking skills can enhance an SE’s ability to make a compelling presentation and leave a lasting impression on potential customers.
In conclusion, the podcast underscores the critical role of the sales process in the work of an SE. By actively listening, understanding customer needs, and aligning their solutions with the sales process, SEs can effectively engage with stakeholders, deliver impactful demos, and contribute to the success of their organization. Additionally, the podcast briefly touches on the importance of public speaking skills, which can further enhance an SE’s ability to communicate effectively and make a lasting impression. Overall, the podcast highlights the importance of effective communication and understanding the sales process in the role of an SE.
Public speaking is valuable.
Public speaking is a valuable skill that can greatly benefit professionals in various fields, including those in the role of a field CTO or those involved in training others at a higher level. The podcast emphasizes that public speaking is not about simply reading from a script or delivering a robotic speech. Instead, it is about being able to confidently speak in front of a larger audience and effectively convey messages that are broad and impactful.
The podcast acknowledges that public speaking is a skill that is highly sought after and can greatly contribute to career growth and trajectory. It is seen as a valuable skillset for individuals who want to evolve as SEs and become thought leaders in their field. However, it is also noted that public speaking is not necessarily a trait that is required for success in the SE role. While it can certainly help in career advancement, it is not specific to the role itself.
The podcast hosts discuss their own experiences with public speaking. One host mentions that he started public speaking early in his SE career as a way to brand himself and stand out. He acknowledges that not everyone is comfortable with public speaking and that it is a common fear for many people. In fact, there is a saying that people are more afraid of public speaking than they are of death. Despite this, the host believes that public speaking has helped his career but is not necessarily specific to the SE role.
The podcast also touches on the importance of communication skills in general and how they can be developed. The hosts discuss the value of role-playing as a way to practice and improve communication skills. Role-playing allows individuals to simulate real-life scenarios and practice their communication techniques in a safe and controlled environment. It helps individuals to think on their feet and analyze situations in real-time, which is a valuable skill for SEs who often find themselves in front of small groups and need to be able to adapt and respond effectively.
The hosts also draw parallels between communication skills and sports. They compare the practice and training required in sports, such as football, to the practice and training required in communication skills. Just as athletes need to learn and run through plays, SEs need to practice and develop their communication skills through role-playing and other exercises. The more they practice, the more comfortable and reflexive their communication skills become.
In conclusion, the podcast emphasizes the importance of public speaking and effective communication skills in the role of an SE. While public speaking may not be a specific requirement for success in the SE role, it can greatly enhance an individual’s ability to communicate effectively and make a lasting impression. The podcast highlights the value of practicing and developing communication skills through role-playing and other exercises, drawing parallels to the training and practice required in sports. Overall, the podcast underscores the critical role of effective communication and understanding the sales process in the success of an SE.
Practice reduces amygdala hijacking.
The podcast episode discusses the concept of amygdala hijacking and its impact on high-stress situations, such as selling. The amygdala is the central part of the brain that controls fight or flight responses. When it becomes activated, it can hijack rational thinking and decision-making processes.
The podcast hosts compare the stress of selling to combat situations, highlighting the importance of managing amygdala hijacking in both scenarios. They emphasize that practicing and preparing for high-stress situations can help ease the amygdala response and allow individuals to rely on muscle memory and training.
Role-playing is mentioned as an effective training method to prepare for high-stress situations. By simulating real-life scenarios and practicing responses, individuals can become more comfortable and confident in their abilities. The hosts share their personal experiences of feeling excited and confident when their amygdala response is triggered during role-playing, indicating that they have practiced and prepared for such situations.
The podcast also briefly touches on the importance of technical competencies and foundational training in the sales process. While technical skills are easier to find training for, the hosts suggest that practicing demos and pitch presentations are equally important. They encourage individuals to practice their pitches with friends, family, and even strangers to refine their communication skills.
The hosts mention a book called “Great Demo” as a resource for learning about demoing techniques. They note that there are not many books specifically written on the topic of demoing, but stress the importance of learning the product, understanding the problem it solves, and effectively communicating its value.
In terms of the sales process, the hosts discuss their personal experiences of learning through asking questions, observing sales meetings, and following a strategic training method called MEDIC. They mention that there are various sales-specific training programs, such as Sandler training, that can provide further guidance on the sales process.
In conclusion, the podcast emphasizes the importance of practice in reducing amygdala hijacking and enhancing communication skills in the role of an SE. It highlights the value of role-playing, demoing, and understanding the sales process in becoming a successful SE. By practicing and refining these skills, individuals can become more confident, effective communicators, and better equipped to handle high-stress situations.
Email us for questions/comments.
Additionally, the podcast encourages listeners to reach out with any questions or comments they may have. The hosts provide their email address, demogodspod@gmail.com, and invite listeners to email them directly. This invitation demonstrates the hosts’ willingness to engage with their audience and address any concerns or inquiries they may have.
By offering this opportunity for communication, the podcast fosters a sense of community and encourages listeners to actively participate in the discussion. It allows for a two-way conversation, where listeners can provide feedback, ask for clarification, or share their own experiences and insights.
The use of email as a means of communication is practical and convenient. It allows listeners to reach out at their own convenience and provides a written record of the conversation for future reference. Email also allows for more detailed and thoughtful responses, as opposed to the limitations of a live conversation or social media interaction.
The podcast also provides an alternative means of contact by directing listeners to their website, DemoGodsPod.com. This website likely contains additional information, resources, and ways to connect with the hosts and other listeners. By offering multiple avenues for communication, the podcast ensures that listeners can reach out in a way that is most comfortable and accessible to them.
In conclusion, the podcast encourages listeners to engage with the hosts by emailing them with any questions or comments they may have. This invitation demonstrates the hosts’ commitment to fostering a sense of community and actively engaging with their audience. By providing multiple avenues for communication, the podcast ensures that listeners can reach out in a way that is convenient and accessible to them. Overall, this emphasis on communication reflects the podcast’s dedication to creating an interactive and informative listening experience.