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...

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,...

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...

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," reflecting on...

In Episode 41 of Altar of the Demo Gods, hosts Keith Wilson and John Morton dive deep into the role of integrity and ethics in sales. How can sales professionals maintain trust and transparency in their deals? What are the consequences of compromising on integrity,...

In this episode of Altar of the Demo Gods, Keith Wilson and John Morton dive deep into the essential elements of building trust and rapport in technical sales. They discuss why trust is more critical than ever in cybersecurity sales and how authenticity, integrity,...

In this episode of Altar of the Demo Gods, Keith and John dive deep into the critical importance of sales forecasting and why it's often the make-or-break factor for startups. Join us as John explains with passion why the inability to accurately forecast can spell the...

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...

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, causing...

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 technical sales, this...

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 posts, and more...

Welcome back to "Altar of the Demo Gods"! In Episode 34, hosts Keith Wilson and John Morton delve into the world of Salesforce (SFDC) and explore how Sales Engineers can leverage this powerful CRM tool to streamline their processes and boost efficiency. 🚀 In this...

Welcome back to "Altar of the Demo Gods"! In Episode 33, hosts Keith Wilson and John Morton dive into the concept of Customer Verifiable Outcomes (CVOs) and their importance in technical sales. 🎯 In this episode, we cover: - The basics of Customer Verifiable Outcomes...

Welcome back to "Altar of the Demo Gods"! In Episode 32, hosts Keith Wilson and John Morton dive deep into the art of discovery calls in technical sales. 🚀 In this episode, we cover: - The importance of discovery calls and meetings in sales engineering - Strategies...

Welcome back to "Altar of the Demo Gods"! In Episode 31, hosts Keith Wilson and John Morton are joined once again by the amazing Larci Robertson. 🌟 In this episode, we dive into: - Building and maintaining your personal brand on social media - Effective networking...

Welcome back to "Altar of the Demo Gods"! In Episode 30, hosts Keith Wilson and John Morton are joined by special guest Larci Robertson. Larci, a former Navy cryptologist turned sales engineer, shares her unique journey and valuable insights on transitioning from...

Welcome back to "Altar of the Demo Gods"! In Episode 29, join hosts Keith Wilson and John Morton along with special guest Jayden Belcher as they dive deep into the essentials of outbound sales and stakeholder identification. 🌟 In this episode, you'll learn: • The...

Welcome back to the Altar of the Demo Gods! 🎙️ In this episode, Keith Wilson and John Morton are joined by special guest Jayden Belcher to dive deep into the world of outbound campaigns, strategies, and best practices. Episode Highlights: 🔹Real-life stories and...

In Episode 27 of "Altar of the Demo Gods," Keith Wilson and John Morton continue their insightful conversation with Jayden Belcher, a sales development rep. This episode delves into the pivotal role of brand awareness in lead generation, exploring innovative...

Join Keith Wilson and John Morton in Episode 26 of "Altar of the Demo Gods" as they delve into the vital roles of Sales Development Representatives (SDRs) and Business Development Representatives (BDRs) in the sales process. Featuring guest Jayden, a senior SDR, this...

Dive into the fascinating world of Artificial Intelligence in Episode 25 of "Altar of the Demo Gods," where hosts Keith Wilson and John Morton unpack the revolutionary impact of AI in the sales engineering field. This episode bridges the gap between technology and...