Podcast Episodes

In Episode 24 of "Altar of the Demo Gods," join hosts Keith Wilson and John Morton as they explore the transformative world of sales automation. This episode delves into the essentials of utilizing tools like Salesforce and HubSpot to streamline sales processes,...

In Episode 23 of "Altar of the Demo Gods," Keith Wilson and John Morton dive deep into the critical skills of time management for sales engineers. This episode is packed with actionable strategies and personal anecdotes to help you optimize your daily schedule and...

In Episode 22 of "Altar of the Demo Gods," hosts Keith Wilson and John Morton tackle the formidable challenge of public speaking, particularly within the context of technical sales and professional development. Learn from their personal experiences and insights on how...

In Episode 21 of "Altar of the Demo Gods," hosts Keith Wilson and John Morton delve into the crucial topic of customer retention for sales engineers and technical sales professionals. Discover practical strategies for maintaining strong customer relationships, the...

In Episode 20 of "Altar of the Demo Gods," Keith Wilson and John Morton delve into the world of channel partnerships, exploring the crucial role of Value-Added Resellers (VARs) in scaling sales operations and reducing transaction costs. Discover how to select the...

In Episode 19 of “Altar of the Demo Gods,” hosts Keith Wilson and John Morton dive into the crucial topic of team synergy, highlighting the power of collaboration between sales, technical, and product teams. Discover strategies for effective communication, building trust, and fostering a culture of cooperation that drives success in sales engineering. From navigating internal dynamics to ensuring customer satisfaction through seamless teamwork, this episode is packed with insights and practical advice for sales engineers and professionals at all levels. Tune in to learn how to leverage the collective strength of your team for unparalleled sales achievements.

Welcome back to “Altar of the Demo Gods,” where hosts Keith Willson and John Morton share their insights from the frontlines of technical sales. In Episode 18, we dive into the art of negotiation, debunking myths and revealing strategies to ensure both parties come out on top. Discover the importance of building trust, documenting progress, and setting clear expectations. Whether you’re a seasoned sales engineer or new to the field, this episode is packed with valuable tips to help you navigate negotiations with confidence and integrity. Tune in now and master the art of negotiation in technical sales!

Welcome to Episode 17 of “Altar of the Demo Gods” with your hosts, Keith Wilson and John Morton. Dive deep into the world of RFX responses as we share our personal experiences and strategies for tackling the dreaded RFI, RFP, and RFQ. Discover how to streamline the process, collaborate effectively, and extract valuable insights for your technical sales journey. Whether you’re new to the field or a seasoned professional, this episode is packed with actionable advice and a healthy dose of humor. Don’t miss our discussion on AI’s potential role in revolutionizing RFX responses and the importance of building a repository for future efficiency. Tune in now and elevate your sales engineering game!

In this episode of “Altar of the Demo Gods,” hosts Keith Wilson and John Morton dive into the world of solution design in technical sales. They discuss the importance of understanding customer needs, conducting gap analysis, and telling a compelling story during the solution presentation.

The hosts share insights on the process of architecture whiteboarding, building partnerships with customers, and the significance of clear communication and buy-in. They emphasize the value of providing a white-glove experience in technical sales and the power of architecture whiteboarding in solution design.

In this episode of Altar of the Demo Gods, hosts Keith Wilson and John dive into the crucial aspect of the sales process: the discovery process. They discuss the importance of understanding the customer, building relationships, and conducting thorough research. The hosts share insights on passive and active discovery, technical discovery, and the significance of documentation and checklists in the sales process.

Join Keith and John as they provide valuable advice and tips for sales engineers and anyone involved in the sales process. Subscribe to the Altar of the Demo Gods podcast for more episodes on sales engineering, objection handling, and designing solutions.

In this episode of Altar of the Demo Gods, hosts Keith and John dive into the art of handling objections in sales, with a focus on technical objections. They share their experiences and strategies for addressing objections effectively, emphasizing the importance of understanding the root cause and business value behind objections.

Key Takeaways:

– Building relationships and doing thorough homework can make overcoming objections easier.
– The “3 Whys” approach (Why do anything, Why my solution, Why now) can help navigate objections.
– Knowing when to walk away from a deal is crucial for maintaining a positive partnership.

Join Keith and John as they discuss real-life scenarios, share practical tips, and explore the nuances of objection handling in sales. Stay tuned for the next episode where they delve into the discovery process and gathering customer requirements.

In this episode of our podcast, we dive into the importance of understanding customer use cases and aligning products to those use cases. We discuss how sales engineers can do this in meetings with customers and also in the back end with product development. We also touch on the art of storytelling and how it applies to sales engineering. If you’re interested in learning more about these topics, make sure to tune in and subscribe to our channel for more insightful content.

In this episode, we dive deep into the power of storytelling and why it is so important in various aspects of our lives. From sales pitches to social engineering, storytelling has a profound impact on how we connect with others and convey our messages effectively. Join us as we explore the science behind storytelling and provide practical tips on how to enhance your storytelling abilities. Don’t miss out on this captivating conversation that will leave you with a new perspective on the art of storytelling.

In this episode, we dive deep into the power of storytelling in presentations. Our hosts share their love for storytelling and how it can enhance any presentation. They also discuss the importance of understanding your audience and tailoring your story to resonate with them. Plus, they provide valuable tips on planning and preparation for a successful presentation. Don’t miss out on this entertaining and informative episode! Leave us a review on iTunes or wherever you get your podcasts and share with your friends.

In this episode of the Altar of the Demo Gods Podcast, we dive into the art of building trust and rapport in sales. We discuss the importance of professional relationships and how they can turn into lasting friendships. Plus, we share tips on captivating your audience with presentation techniques. If you want to master the demo and take your sales game to the next level, this episode is a must-listen. Don’t forget to check out our previous episode on building trust and rapport, and stay tuned for more valuable insights in the next episode. Subscribe now and join the Altar of the Demo Gods community!

In this episode of Altar of the Demo Gods, Keith Wills and John Morton share their insights on building rapport and trust. They discuss the importance of being clear and consistent in your messaging, and how authenticity can make a difference in winning over clients. The hosts also give a sneak peek into the next episode, where they will be discussing how to master the demo. Tune in for some valuable advice from experienced sales engineers!

In this episode of “Altar the Demo Gods,” hosts Keith Wilson and John Morton are joined by guest Charles Herring to discuss the importance of training, building trust, and creating a strong sales pipeline. They also delve into the role of coaches, champions, and economic buyers in the sales process. With valuable insights and practical advice from experienced sales engineers, this episode is a must-listen for anyone in the sales industry. Tune in now and learn how to alter the demo gods in your favor!

In this episode of “Altar of the Demo Gods,” hosts Keith Wilson and John Morton are joined by guest Charles Herring to discuss the importance of training, building trust, and creating a strong sales pipeline. They also delve into the role of coaches, champions, and economic buyers in the sales process. With valuable insights and practical advice from experienced sales engineers, this episode is a must-listen for anyone in the sales industry. Tune in now and learn how to alter the demo gods in your favor!

In this episode of Altar the Demo Gods, sales engineers Keith Wilson and John Morton are joined by special guest Charles Herring, the Chief Technology Officer of startup WitFoo. Together, they share their advice and insights on various topics, including identifying coaches, champions, and economic buyers. They also discuss the importance of building trust and human connections in the sales process. Don’t miss out on this informative and engaging conversation! Tune in now and visit DemoGodsPod.com for more episodes.

In this episode of Altar of the Demo Gods, Keith Wilson and John Morton discuss the MEDIC framework for sales teams. They explain that MEDIC stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identified Pain, and Champion, and how it serves as a discovery framework for sales. They emphasize the importance of checking off these boxes throughout the sales process, not just in the beginning or before a proof of concept (POC). Tune in for valuable insights on effective sales strategies.

In this episode of Altar the Demo Gods, hosts Keith Wilson and John Morton discuss the world of sales engineering. They dive into the different types of products and services, such as SaaS and PaaS, and how they are consumed by customers. They also share behind-the-scenes details about recording the podcast and their experiences in the field. Tune in for valuable insights and advice from these experienced sales engineers.