Sales Burrito

It's the launch of season three of SalesBurrito. On this episode we're gonna give you the permission to because failure is always an option. Failure does not mean you failed in your job it just means you learn something that you can pivot from applying agile methodology. As you learn from your failures you will also be more successful in your career as a sales engineer. On this episode we give you some insight into how we've dealt with failure in our careers. We share how you can take that harness what we've learn for your own good. So tune in to the inaugural launch of season three and let us know your feedback. We are on all the social media platforms @SalesBurrito. --- Send in a voice message: https://anchor.fm/salesburrito/message Support this podcast: https://anchor.fm/salesburrito/support

Life comes at you fast sometimes. We have been away for an extend break, but for good reasons and we share our update and why Sales Burrito while now back had to take a small siesta. --- Send in a voice message: https://anchor.fm/salesburrito/message Support this podcast: https://anchor.fm/salesburrito/support

We all our sales engineers in this career, but when you work for a vendor your goals and outlook often differ from your counterpart sales engineer working for a value added reseller. In this episode we discuss some of the differences and view points from each side of the table so we can find common ground to all be successful in our careers. --- Send in a voice message: https://anchor.fm/salesburrito/message Support this podcast: https://anchor.fm/salesburrito/support

Most professionals have some form of professional training, schooling, or certification to validate your ready for your chosen profession. For Sales Engineers our trial is by fire and we are often thrown into the deep end to swim or sink. Being able to "launch" career in real time and soar while striving to meet the expectations placed on you requires discipline and a plan of attack. We share some insights and tricks of the trade to help you get off the ground running on this episode of Sales Burrito. --- Send in a voice message: https://anchor.fm/salesburrito/message Support this podcast: https://anchor.fm/salesburrito/support

When you get your new quota for the year, you need a plan to attack your customer base to accelerate expansion, grow your new customers, and tap new markets. Having a key account plan for the critical targets is key. Guess what it isn't just the account manager responsible, we as sales engineers own the responsibility too and we take on this topic today on Sales Burrito. --- Send in a voice message: https://anchor.fm/salesburrito/message Support this podcast: https://anchor.fm/salesburrito/support

While we often think that sales engineers are the same everywhere, the cultural part of the different areas of the globe makes it different. On this episode we are honored to have Linus Svennson joining us as a guest discussing managing and building high performing SE teams in the EMEA market. --- Send in a voice message: https://anchor.fm/salesburrito/message Support this podcast: https://anchor.fm/salesburrito/support

There will come a time when your boss, CEO, or other senior executive will join your sales call. This can be a boiler room experience and a good sales team will harness this horsepower to their advantage over creating a nervous situation. We will cover how to leverage these situations to your advantage on this episode of Sales Burrito. This episode is sponsored by Skill Share. Leverage our promo to get 40% off your annual subscription today - https://salesburri.to/skillshare40off * Includes promotional advertisements which pay a royalty to Sales Burrito --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/salesburrito/message Support this podcast: https://anchor.fm/salesburrito/support

Often times people confuse an SE Leader and a SE Manager as one in the same. A manager goes through the motions of management, a leader is dynamic, leads by example, sets the vision, and is the tip of the spear for the culture of the sales engineering organization. On this episode, we dive into the qualities and traits that one needs to have to be able to truly call themselves a Leader. --- Send in a voice message: https://anchor.fm/salesburrito/message Support this podcast: https://anchor.fm/salesburrito/support

This week we talk through how to sell WITH your customer not TO your customer. There are a few things you can do to help you navigate the sales process building a joint sale with your customer that can change your success. One of them is to use the right terminology and get access early to the key decision business makers by leveraging your technical champions for access to the above the line budget holders. This episode inspired by the excellent book from Skip Miller - Selling Above and Below the Line. --- Send in a voice message: https://anchor.fm/salesburrito/message Support this podcast: https://anchor.fm/salesburrito/support

Not that anyone wants to be fired, but there are some ways to get fired for not being aware of your place in the sales organization. As a counter point to our episode on getting hired, we want to educate you on what it will take to get you fired from your job in sales on today's episode of Sales Burrito. --- Send in a voice message: https://anchor.fm/salesburrito/message Support this podcast: https://anchor.fm/salesburrito/support

The reason we execute a POC is to win a customer towards purchasing our product or solution.  In the context of a POC, we as the Sales Engineers are looking to secure the technical win.  How you get the technical win can be achieved through a POC and learning the ABCs how to be successful in a POC we discuss today on Sales Burrito.

On this episode of Sales Burrito we stake our our position and teach you how to take the gamble out maximizing your value in the salary negotiation phase of accepting that new job offer.

Everyone in sales comes across the need to get their customer to understand The Three Whys.  We cover what they are and how to address them on this episode of Sales Burrito.

The hiring season is here as we start 2021 and as we kick off Season 2 of Sales Burrito we take on the key question you need to ask in your job interview to get hired.

2020 has been… Well we will let you make that call really, but for Sales Burrito our inaugural season has been a great success and we wanted to take this opportunity to reflect on the show this year and discuss where we are going in 2021.

On this episode of Sales Burrito, we will provide you a roadmap to success for anyone who wants to work in a new field but feels that he or she lacks the experience to do so. You know that change is inevitable and often can be painful to endure. But if there’s one thing we know about GREAT sales engineers, change makes us stronger at what we do.

Your reputation is your brand and building your brand is key.  On this episode of Sales Burrito, we have a special guest Joshua Stenhouse joining us discussing just how he built his brand through blogging and social media engagement.

This time of year is often called the MAGIC quarter.  Understanding how and why customers buy, is key to winning and being successful in your career.  In this episode, we dive into the mindset of customers and discuss what you need to know and what skills to master.

Most of the time we always focus on the Pros of being a SE, but let's be honest there are cons as well that come with the job.  We share our views and take on the pros and cons of being a SE on this episode of Sales Burrito.

In this special episode we take on the questions from our listeners in an open ranging Ask Me Anything style discussion with your co-hosts Enrique and Dave.

The old saying goes, when you are good at your job, you get to write your own ticket. The career path to becoming a rockstar Sales Engineer isn’t always a straight line or even a predictable path.  Our special guest today, David Stevens, shares his unique experience in Macgyvering his career.

On this episode of Sales Burrito, we are going to talk about demo and yes: WHEN and WHEN NOT to do them and HOW MUCH to show. As sales engineers time is one of the most important valuable possessions we all have. This is why we have our special guest, Peter Cohan the author Great Demo joining us.

Mastering Technical Sales is the pursuit we all strive to accomplish in our careers as Sales Engineers.  Luckily for those of us in the industry, there are people like our special guest today, who have literally written the missing manual on how to master the skills needed to lay the foundation for a successful career.

Ever wonder what it would be like to be the first sales engineer at a new startup?  On this episode of Sales Burrito we will share our experiences having been in this role more than once in our careers.   We share the insights and tribal knowledge that helped us grow from these lonely beginnings to success in our careers on this episode of Sales Burrito.

On this episode of Sales Burrito, we are going to talk about IT Managers and how they are ONE OF THE BEST candidates to become a killer sales engineer. It is probably one of the few reasons why Dave and I have been extremely successful hiring and mentoring sales engineers. We will explain why we believe IT Managers are great sales engineers.

On this episode of Sales Burrito, we talk about ERRATIC sales reps and managers that often make things tough for you the sales engineer. Being erratic means not even or regular in a pattern or movement: someone that is unpredictable. Their inconsistency in running their business is such that disrupts the well-being of a sales engineer in more ways than one. We have a special guest, Michael "Pesh" Poeschl sharing his perspective on this topic and how to overcome such behavior.

The importance of career networking shouldn't be discounted when you're in the midst of a job search. Networking should become a part of your daily work and career-related endeavors. Your extended career network should be in place for when you need it, both for job searching and for moving up the career ladder.  In this episode we discuss how to build a network and to put to work for you. Joining the Sales Burrito podcast this week is our special guest Brandon Meyer, CISSP (https://www.linkedin.com/in/bmeyer99) who shares his story of how networking has helped him in growing his career. Book discussed in the episode: Un#@%! Yourself: Get Out of Your Head and into Your Life (Gary John Bishop, Hardback) - https://amzn.to/33xAOaQ Un#@%! Yourself: Get Out of Your Head and into Your Life (Gary John Bishop, Audio Book) - https://amzn.to/33xAOaQ

In this episode we discuss what exactly is a customer champion, why you need one and how to identify and build a strong champion to help you win your deals. Co-hosts: David Siles (@dsiles) Enrique Barreto (@TechnieHank) Follow us on social media everywhere at @salesburrito. Subscribe to our podcast on your favorite listening platform or visit us at salesburrito.com to stay in the loop on future episodes that drop weekly on Wednesday at 11am Eastern.

In this episode we take on how selling in the pandemic has impacted sales engineering discussing: How has selling changed during COVID What has stayed the same and what has changed Tips  adapting to the virtual selling How to be successful and still drive deals to technical win Tools that we have found that give you that edge in this new mode of selling Follow us on social media @salesburrito

Welcome to the inaugural episode of Sales Burrito - the premier podcast for today's sales engineers by sales engineers co-hosted by Enrique Barreto and David Siles. In this episode we introduce our audience to why we started the podcast, a little background on Enrique and Dave and why we are passionate about bringing this podcast to the community.  We cover what exactly a Sales Engineer is today and give a preview into what will be coming up on future episodes.  Tune and listen weekly as we drop knowledge chips with a side of humor in fresh new episodes delivered on Wednesday..