The Alter of the Demo Gods podcast explores different roles within the field of sales engineering. Hosted by Keith Wilson and John Morton, the podcast aims to provide advice and insights from their years of experience as sales engineers. While their previous podcast focused on cybersecurity, this new venture delves into the world of sales engineering.
The hosts begin by discussing their personal goals for the podcast. Keith expresses his desire to explore sales engineering roles outside of cybersecurity, as he has been heavily focused on that area. John shares a similar sentiment, mentioning that exploring new areas of sales engineering can help listeners discover opportunities they may not have considered before.
They highlight the fact that sales engineering is not limited to the realm of software or technology. They give examples of technical sales in industries such as water systems and medical equipment. Keith mentions the movie “The Pursuit of Happyness,” where the protagonist sells bone density machines to doctors, showcasing the hybrid nature of sales engineering that combines technical knowledge with sales skills.
The hosts also touch upon the pharmaceutical industry, where nurses often work as sales engineers alongside sales representatives. This demonstrates the wide range of roles available within sales engineering and the potential for lucrative careers.
They acknowledge that their discussion has been largely centered around software sales due to their personal experiences and network. However, they express their hope to attract a diverse audience and explore different types of sales engineering roles beyond their own expertise.
In conclusion, the Sales Engineering podcast aims to explore the various roles within sales engineering. The hosts seek to provide valuable insights and advice to listeners, encouraging them to consider different avenues within the field. By covering both sales and engineering aspects, they hope to create a comprehensive resource for individuals interested in sales engineering.
Sales engineers play a crucial role in driving revenue for organizations by aligning sales and technology. They are responsible for explaining the technical details of the products or services being sold to help achieve sales quotas and goals. Some key skills for a sales engineer include presentation skills, both in creating and delivering demos, and a strong understanding of the product or service being sold.
Sales engineers play a crucial role in driving revenue for organizations by aligning sales and technology. They are responsible for explaining the technical details of the products or services being sold to help achieve sales quotas and goals. The Sales Engineering podcast aims to explore the various roles within sales engineering and provide valuable insights and advice to listeners.
One of the key skills for a sales engineer is presentation skills, both in creating and delivering demos. This is important because in the tech industry, demonstrations are often a fundamental aspect of selling products or services. Being able to effectively present and showcase the features and benefits of a product or service can greatly influence potential customers and drive sales.
Additionally, a strong understanding of the product or service being sold is crucial for a sales engineer. They need to be knowledgeable about the technical aspects, functionalities, and capabilities of the product or service in order to effectively communicate its value to customers. This understanding allows them to address any technical questions or concerns that potential customers may have, ultimately increasing their confidence in making a purchase.
The Sales Engineering podcast aims to provide a comprehensive resource for individuals interested in sales engineering. The hosts cover both the sales and engineering aspects of the field, offering insights and advice based on their own experiences. By sharing their knowledge and expertise, they hope to educate and inspire listeners, particularly those who are new to the field.
In conclusion, sales engineers play a vital role in driving revenue for organizations by bridging the gap between sales and technology. They possess key skills such as presentation abilities and a strong understanding of the product or service being sold. The Sales Engineering podcast serves as a valuable resource for individuals interested in sales engineering, offering insights and advice to help them succeed in the field.
Sales engineer role has evolved.
The role of a sales engineer has evolved over time, adapting to the changing needs and demands of the market. In the podcast transcript, the hosts discuss various aspects of the sales engineer role and highlight the skills and qualities required to excel in this field.
One of the key responsibilities of a sales engineer is to give demos of products and present slideshows. This requires the ability to effectively communicate and engage with an audience. Sales engineers must be able to present in front of a room full of people and adjust their presentations to suit the needs of the audience. They need to be skilled at both creating and delivering presentations.
Another important aspect of the sales engineer role is the ability to understand and work towards objectives, key results, and initiatives (OKRs). Sales engineers are responsible for achieving sales revenue quotas and must have a clear understanding of how to measure and attain these goals. They need to be self-driven and able to figure out how to achieve their objectives. Incentives, such as commissions, serve as rewards for meeting these goals.
Networking is also a crucial skill for sales engineers. Building and maintaining personal connections with potential clients is essential for success in this role. Sales engineers need to be able to engage with people on a personal level and establish relationships that can lead to sales opportunities.
The role of a sales engineer has also become more balanced between sales and engineering. Sales engineers need to possess both sales skills and technical expertise. They must be able to switch between sales-oriented tasks, such as networking and prospecting, and technical tasks, such as coding and understanding software systems. The ability to balance these skills and know when to use them is crucial for success in the field.
The podcast hosts also discuss how the sales engineer role has changed over time. One of the hosts mentions that he currently works in a cybersecurity education program but has previous experience as a sales engineer. This highlights the adaptability and versatility required in the role. Sales engineers need to be able to evolve and adapt to new challenges and responsibilities.
In conclusion, the role of a sales engineer has evolved to encompass a wide range of skills and responsibilities. Sales engineers play a vital role in driving revenue for organizations by bridging the gap between sales and technology. They possess key skills such as presentation abilities and a strong understanding of the product or service being sold. The Sales Engineering podcast serves as a valuable resource for individuals interested in sales engineering, offering insights and advice to help them succeed in the field.
Technical sales requires simplifying complexity.
Technical sales requires simplifying complexity. This is evident in the podcast transcript where the hosts discuss the role of sales engineers and how it has evolved over time. The hosts, Keith and John, highlight the importance of being able to explain complex technical concepts in a simple and understandable manner to customers.
Keith, who has a background in education and creating courses, emphasizes the skills he has developed in asking questions and teaching people. He recognizes the need to break down complex information and provide a good explanation to ensure understanding. He acknowledges that subject matter experts can sometimes forget how overwhelming the information can be for someone who is new to the field.
John, the true subject matter expert of the podcast, shares his experience as a sales engineer and how the role has become more sales-focused over time. He mentions that in the beginning, there was an uneven balance between technical knowledge and sales skills. However, he believes that there is now a balance between the two, with the technical aspects becoming easier to understand with advancements in technology.
Both hosts emphasize the importance of being able to communicate complex information simply. They believe that this is the key to success in technical sales. Keith compares it to Sesame Street, where things are explained simply and based on the situation. John shares a personal anecdote about a new sales rep who felt overwhelmed and how he simplified things for him by focusing on where he is currently and where he wants to be.
The hosts also address the question of why a technical person is needed in sales. They explain that business-to-business sales of technical products are different from other types of sales. The complexity of the products, such as medical, cybersecurity, and machinery, requires a sales engineer who can understand and explain the technical aspects to customers.
In conclusion, the role of a sales engineer has evolved to encompass a wide range of skills and responsibilities. Sales engineers play a vital role in driving revenue for organizations by bridging the gap between sales and technology. They possess key skills such as presentation abilities and a strong understanding of the product or service being sold. The Sales Engineering podcast serves as a valuable resource for individuals interested in sales engineering, offering insights and advice to help them succeed in the field.
Complex products, long sales cycles.
One of the key points discussed in the podcast is the complexity of the products being sold in sales engineering. The speaker highlights that sales engineers are selling complex systems that often require a significant investment from the customer. These products are generally more expensive, and as a result, the sales cycles are longer.
The speaker mentions that a good software sales cycle can take around three months to close, which is considered a relatively short timeframe. However, in enterprise sales, the sales cycle can extend to a year or even two years. This emphasizes the complexity and length of the sales process in this field.
The complexity of the products being sold is a significant factor in the longer sales cycles. The sales engineer needs to thoroughly understand the product or service they are selling in order to effectively communicate its value to potential customers. They must be able to explain the technical aspects of the product and address any concerns or questions that may arise.
The podcast also touches on the balance between sales discipline and technical knowledge. The sales engineer needs to have a deep understanding of the technical aspects of the product, but they also need to be skilled in sales techniques and strategies. This balance is crucial in successfully closing deals and driving revenue for the organization.
The role of a sales engineer has evolved over time, and the podcast highlights the importance of being a customer evangelist. The sales engineer acts as a bridge between sales, engineering, and product teams, advocating for the customer and helping them understand the value of the product. This customer-centric approach is essential in building trust and establishing long-term relationships with customers.
In conclusion, the podcast emphasizes the complexity of the products being sold in sales engineering and the longer sales cycles that come with it. It highlights the importance of finding a balance between sales discipline and technical knowledge and the evolving role of sales engineers as customer evangelists. The Sales Engineering podcast provides valuable insights and advice for individuals interested in pursuing a career in sales engineering.