Podcasts about sales engineers

In this episode of the Goats of Growth, candidate 3 shares his unique journey from a technical background in computer science to a successful sales career. He discusses the challenges of transitioning from a sales engineer to a full sales role, the importance of mentorship, and how he adapts to the ever-changing landscape of sales, particularly with the rise of technology and AI. He emphasizes the significance of daily habits, continuous improvement, and the need to believe in the products one sells. Finally, he also reflects on his motivations for pursuing a career in sales and offers valuable advice for aspiring sales professionals. What to expect and when: 00:00 Introduction to the Goats of Growth 00:40 Candidate Background and Sales Journey 03:10 Transition from Sales Engineer to Sales Rep 04:38 Finding Your Zone in Sales 06:10 Learning from Mentors and Peers 08:46 Measuring Growth and Overcoming Challenges 09:54 Adapting to Technology and AI in Sales 11:12 Seeking Insights for Success 12:56 Advice for Aspiring Sales Professionals 13:47 Daily Habits for Sales Success 15:15 Ideal Job Description and Compensation Expectations 18:01 Motivation for a Career in Sales 21:13 Current Motivations and Future Aspirations

What does it really take to secure applications across a hybrid, multi-cloud environment? In this episode of Audience 1st, I sit down with Adolfo Lopez, Sales Engineer at AlgoSec, who brings a practitioner's lens to the cloud security conversation. From his experience as a network engineer to helping organizations operationalize cloud security today, Adolfo walks us through what most teams overlook—and how to get it right. We cover: Why visibility into application flows is foundational for multi-cloud security What enterprises miss when they treat the cloud like a lift-and-shift extension of on-prem Why security must be application-centric—not infrastructure-led The critical role of policy discovery, orchestration, and automation How AlgoSec ACE helps teams answer the question: “What will break if I make this change?” If your team is working across AWS, Azure, GCP, and on-prem—and struggling to manage risk, connectivity, and policy alignment, this episode breaks it down practically and tactically. To get a demo of AlgoSec, visit: https://www.algosec.com/lp/request-a-demo

In this episode, I talk with Brian Chandler, a Principal Solution Engineer who's been on Dynatrace's team for over 10 years. Brian shares a sneak peek into this role and what keeps him here (spoiler: one of the reasons is our founding team that has never left and kept innovating the product since 2005).He also shares how he started fresh out of college through our Professional Development Program, why he once left the company, what made him come back, and what impact one can have on sales and customers in this role.If you want to know what makes a great tech career at the crossroads of Engineering and Sales (and how to find one you actually enjoy), this episode might be for you. Where to find us:      Connect with Sue Quackenbush on LinkedIn  Connect with Brian Chandler on LinkedInDiscover the opportunities at Dynatrace and take your career to the next level: careers.dynatrace.com

Check out the TIES Sales Showdown at www.tx.ag/TIESVisit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

Wie hat sich der Vertrieb über die Jahrzehnte verändert? Welche neuen Herausforderungen bringt das digitale Zeitalter mit sich? Und wie gelingt es, Kundenbeziehungen auch in Zeiten des Wandels erfolgreich zu gestalten? In dieser Folge von Automate Tomorrow – Der Balluff Podcast spricht Anna-Lina Bader mit Jürgen Sprießler, Sales Engineer bei Balluff, der seit über 36 Jahren im Vertrieb tätig ist. Er hat den Wandel hautnah miterlebt – von den ersten Fax-Geräten bis zu modernen CRM-Systemen – und teilt seine wertvollen Erfahrungen. Erfahrt, warum eine enge Kundenbeziehung nach wie vor der Schlüssel zum Erfolg ist, wie sich die Erwartungen der Kunden verändert haben und welche Fähigkeiten ein erfolgreicher Vertriebler heute mitbringen sollte. Außerdem gibt Jürgen spannende Einblicke in die Zukunft des Vertriebs und verrät seine besten Tipps für junge Vertriebler.

Welcome to another engaging episode of The SaaS CFO Podcast, where host Ben Murray sits down with Arjun Pillai, the visionary co-founder and CEO of Docket. Arjun takes us on a journey through his impressive 13-year career in the realms of sales tech, martech, and data tech. Having founded multiple companies and successfully exited them, Arjun offers a wealth of experience and insights that he's now channeling into his new venture, Docket. This episode is a treasure trove for anyone interested in the confluence of entrepreneurship and innovative technology. In their conversation, Arjun and Ben delve into the nuts and bolts of Docket's pioneering product - an AI sales engineer designed to assist B2B sales teams. As Arjun highlights, this tool aims to elevate the capacity of salespeople by enabling them to efficiently handle intricate product inquiries and competitive challenges, all while drawing from the best practices within their company. The dialogue also touches on key aspects of startup funding, AI technology, and creating a robust go-to-market strategy, making it essential listening for aspiring entrepreneurs and industry leaders. Join us as we explore Arjun's transition from a successful engineer to a seasoned entrepreneur, uncovering the lessons learned and the paths paved along the way. With Docket's promising trajectory in the AI sales landscape and Arjun's insightful perspectives, this episode promises to deliver invaluable knowledge and inspiration for listeners across the board. Tune in for a conversation that bridges innovation and strategy in the ever-evolving world of SaaS. Show Notes: 00:00 "AI Solutions for Sales Challenges" 04:26 Streamlining Sales Through Real-Time Support 09:03 CFOs Exploring GTM AI Strategies 11:19 AI Startups: Balancing Cost and Efficiency 16:00 Early Success Driven by Strong Fundamentals 19:38 Scaling GTM: Key Sales Metrics 22:58 "Prioritize Feedback For New Features" 24:02 Connect via LinkedIn or DocketAI Links: SaaS Fundraising Stories: https://www.thesaasnews.com/news/docket-raises-3-million-in-funding https://www.thesaasnews.com/news/docket-ai-raises-15-million-in-series-a Arjun Pillai's LinkedIn: https://www.linkedin.com/in/rarjunpillai/ Docket's LinkedIn: https://www.linkedin.com/company/docket-inc/ Docket's Website: https://www.docketai.com/ To learn more about Ben check out the links below: Subscribe to Ben's daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben's SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben's SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

Are you ready to discover how a company can truly put the customer first and inspire a community through music? In this episode of Thrive LouD with Lou Diamond, we dive into the remarkable journey of Sweetwater, a company that has become a pillar in the music and audio industry. Our guest, Justin Dunbar, the Director of Customer Experience at Sweetwater, shares the story of the company's growth from its humble beginnings in the back of a VW bus to becoming a billion-dollar business with a unique focus on customer relationships. Key highlights of the episode include: The Origin Story: Learn about Chuck Surack's vision in the late '70s that led to the creation of Sweetwater and how the company's foundation in customer experience has remained strong to this day. Building Connections: Justin explains the important role of sales engineers and how they create personalized experiences for Sweetwater customers by sharing their expertise and passion for music. Handling a Pandemic Surge: Discover how Sweetwater adapted during the COVID-19 pandemic to accommodate an influx of new customers, particularly in the booming podcasting and home studio markets. Community Engagement: Justin shares Sweetwater's impact on the local community in Fort Wayne, Indiana, through charitable initiatives, music education, and support for local nonprofits. To delve deeper into Sweetwater's offerings and learn how they can elevate your musical journey, visit Sweetwater.com and explore their extensive range of products, expert advice, and remarkable customer service. Join us on this episode to understand why Sweetwater is not only a leader in audio equipment but also a champion of customer experience and community engagement. TIMESTAMPED OVERVIEW 00:00 Building Customer-Centric Music Experiences 05:52 Tailored Sales Engineer Matching 09:14 Sweetwater's Personal Touch Experience 12:29 Sweetwater's Impact on Fort Wayne 13:56 Sweetwater's Boom During COVID 17:24 Sweetwater's Unmatched Audio Gear Sales 24:12 Sweetwater's Employee Wellness Culture 25:40 Sweetwater's Expert Community & Innovation Follow Us:

Con motivo de la 32ª edición del gran evento anual en España organizado por la Asociación nacional de la industria tecnológica Aslan, hemos realizado una tertulia centrada en la ciberseguridad y la IA. Sobre cómo la inteligencia artificial ha revolucionado todo y las amenazas y oportunidades que ofrece. Sobre ello han hablado Fernando Feliu, Executive Managing Director de Virtual Cable; Iván Mateos, Sales Engineer de Sophos; Alejandro Reyeros, Manager Channel Systems Engineer de Fortinet; y Eduardo Brenes, Territory Manager de Sonicwall.

Send us a textIn this insightful episode, Clint Biggs shares his extensive experience in test engineering sales, discussing the critical intersection of technical expertise and customer relationships. With over 30 years in the industry, Clint provides valuable insights into sales engineering, team collaboration, and career development for engineers.Main Topics:Test Engineering Across IndustriesSales and Engineering CollaborationBuilding Professional RelationshipsSales Engineer Compensation and IncentivesEffective Communication StrategiesValue-Based Service DeliveryClint Biggs is the Senior Vice President of Sales and Marketing at Testeract, a company specializing in automated test systems. Since March 2023, he has driven revenue and market growth, notably overseeing the merger of SOLUbit into Testeract.Previously, as President of SOLUbit, Inc. (October 2015 – May 2024), Clint led significant growth, expanding the team and tripling revenue. The company served industry leaders like Agilent Technologies and Intel, providing solutions across mechanical, electrical, and software engineering disciplines.At National Instruments, Clint held leadership roles over a 23-year tenure, including Principal of Key Accounts & Sales Excellence and Department Manager for Americas Services & Support, where he led over 250 engineering professionals.He holds a Bachelor of Science in Computer Science from Park University, graduating Magna Cum Laude. Clint is recognized for his leadership development, strategic growth, and aligning engineering with market needs.Links:Clint Biggs - LinkedInTesteract WebsiteAbout Being An Engineer The Being An Engineer podcast is a repository for industry knowledge and a tool through which engineers learn about and connect with relevant companies, technologies, people resources, and opportunities. We feature successful mechanical engineers and interview engineers who are passionate about their work and who made a great impact on the engineering community. The Being An Engineer podcast is brought to you by Pipeline Design & Engineering. Pipeline partners with medical & other device engineering teams who need turnkey equipment such as cycle test machines, custom test fixtures, automation equipment, assembly jigs, inspection stations and more. You can find us on the web at www.teampipeline.us

In this episode, I sit with the Head of Cloud Security Engineering at Check Point Software. Brian McHenry joined Check Point after over a decade and a half at F5 focused on WAF. Brian has been a practitioner, a Sales Engineer, and a Product Manager. Hear why Brian left F5 and joined Check Point and what he started in NY in 2016.

Join me, Tony Mormino, on HVAC TV as we take a comprehensive look into the life of a sales engineer in the HVAC industry. In this episode, guest Kasey Mitchell, PE, an Account Executive at Insight Partners in Georgia, sheds light on the often misunderstood role of sales engineers. From navigating the transition from technical engineering to dynamic sales roles, to building crucial industry relationships—Kasey shares invaluable insights that demystify the daily responsibilities and the impact of sales engineers on project successes. Whether you're considering a career shift or looking to enhance your understanding of this pivotal role, this episode is your gateway to mastering the art of sales engineering. Tune in to discover how sales engineers bridge the gap between engineering solutions and customer needs, ensuring project and personal success

In this episode, Jack Cochran (General Manager, PreSales Collective) and Matthew James discuss the human qualities of presales leadership with special guest Ron Whitson. Ron shares insights from his 30-year career in the industry, discusses his book "A Friendly Human in Presales," and explores how leaders can effectively transition from being top individual contributors to successful team leaders. To join the show live, follow the PreSales Collective's LinkedIn page. PreSales LIVE airs bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT. Links Follow the Hosts & Guest Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Ron Whitson: https://www.linkedin.com/in/ronwhitsonse/ Links and Resources Mentioned PreSales Collective Slack: https://www.presalescollective.com/slack Ron's Book "A Friendly Human in Presales": https://a.co/d/gJIwWE7 She Means Biz Podcast:  https://open.spotify.com/show/3zx8BmZ9PrURuASJbAemDu?si=26772c8356854348 Talking Too Loud with Chris Savage Podcast:  https://open.spotify.com/show/21btwSaqoaF8SDxmwcLMIQ?si=37aa691ee80b4a0f  Timestamps 00:00 Welcome and Introductions   03:54 What are you Listening to?   07:23 Ron's Journey to PreSales Leadership   13:56 Transitioning from IC to Leader   16:12 Coaching vs. Telling 19:11 One Plus One is More than Two 21:17 Importance of One-To-Ones   26:02 Coaching your Team to be Different than You   31:15 Practice Humility Key Topics Covered 1. Leadership Transition Moving from individual contributor to leader Common challenges and mindset shifts IBM's leadership training program insights 2. Essential Leadership Qualities Empathy and humility in leadership Balancing directness with support Creating space for team growth Regular one-on-one communications 3. Effective Team Development Coaching approaches vs. direct instruction Building trust and relationships Removing roadblocks for team success Understanding personality types 4. Practicing Humility as a Leader Provide room for your team to take the spotlight Be open to different ways of doing things Listen more and speak less

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

Tertulia con Roberto Torres, Field CTO de Hewlett Packard Enterprise; Miguel Pleite, Director Técnico de Pure Storage; Miguel Balsa, Sales Engineer de Dynatrace; y Roberto Moral, Director de Cloud & IA para el Sur de Europa de Cisco.

In today's episode, Jack Cochran (General Manager, PreSales Collective) and new co-host Matthew James discuss the evolution of PreSales Collective and key industry trends for 2025. They announce the expansion of local PSC chapters, tease upcoming leadership conferences, and explore controversial topics like AI in pre-sales and team structure debates. The episode offers insights into career development opportunities beyond traditional paths and emphasizes the importance of community involvement in shaping the future of pre-sales. To join the show live, follow the PreSales Collective's LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT.   Follow the Hosts Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/  Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/    Links and Resources Mentioned Follow the PreSales Collective's LinkedIn Page: https://www.linkedin.com/company/presalescollective Join PreSales Collective Slack: https://www.presalescollective.com/slack  PreSales Collective newsletter: https://www.presalescollective.com/newsletter Simon Sinek's "A Bit of Optimism" podcast episode with Trevor Noah: https://simonsinek.com/podcast/episodes/trevor-noah-makes-my-brain-hurt/  Jack's YouTube video on microphone quality: https://youtu.be/B6nl64Sv7pw?si=wtOud1fS27ryqavI    Timestamps 00:00 - Welcome 01:26 - PSC Unlimited 02:34 - Show Kickoff 05:20 - Regional Community Leader Launch 12:24 - In-Person Leadership Conference Teaser 16:12 - Changes to PreSales LIVE & PreSales Podcast 18:02 - What Have You Been Listening To? 22:03 - Topics for 2025 28:16 - How to Get Involved in the PSC   Key Topics Covered 1. PreSales Collective Updates Launch of PreSales Live show New regional community leader program Upcoming leadership conferences (announcement pending) Slack community surpasses 16,000 members 2. Industry Trends for 2025 Presales influence within organizations Career paths and organizational changes Moving beyond demo-centric roles AI and automation in presales Team structure debates (pre/postsales integration) 3. Getting Involved Regional Community Leader opportunities Content creation and speaking opportunities Local chapter participation Blog writing and podcast guest appearances

To cloud or not to cloud? That's the question many businesses are grappling with when it comes to their communication platforms. While the cloud offers numerous advantages, it also brings risks that may not align with your company's risk tolerance. Fortunately, there's another option. In this episode of AVANT Technology Insights, John Paullin, Sales Engineer and Senior Analyst at AVANT, is joined by Jeremy Wubs, Chief Operating Officer of Sangoma, to explore a lesser-known solution: the hybrid communication model. Discover what this model entails, its key benefits, who's adopting it, and more—all in this insightful discussion.  

Send us a textAn In-Depth Conversation With Tech Powerhouse Jason Kauffman on The Wireless WayJoin host Chris Whitaker in this compelling episode of The Wireless Way as he sits down with seasoned technology consultant Jason Kauffman. With a rich background spanning from SMBs to Fortune 50 companies, Jason delves into his extensive experience in unified communications, contact centers, IOT, cloud, mobility, cybersecurity, and more. Discover how Jason's career evolved from landscaping to becoming an industry leader with over 108 certifications. They also explore pressing issues like AI in cybersecurity, the complexities of BYOD policies, and the future of technology. Filled with personal anecdotes and industry insights, this episode is not to be missed.00:00 Introduction and Mystery Guest Teaser00:14 Meet Jason Kauffman: A Tech Powerhouse01:30 Jason's Personal Side: Food Enthusiast and Family Man07:03 Jason's Career Journey: From Landscaping to Tech Leadership14:13 The Role of AI in Modern Technology16:19 Cybersecurity in the Age of AI18:57 The Role of AI in Enhancing Efficiency19:53 Cybersecurity Threats and AI21:40 The Shift to BYOD and Its Challenges26:38 Content Creation and Knowledge Sharing32:14 Final Thoughts and Future PredictionsSupport the show

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan discuss the critical intersection of sales and technical resources with seasoned IT and engineering professional Keith Textor. They explore the nuances of role delineation between sales and technical teams, the importance of a well-defined sales process, and strategies for shaping customer objectives and managing expectations. The conversation dives into the art of leveraging technical expertise to drive business outcomes, the challenges of Product Led Growth (PLG), and effective ways to recognize and reward technical contributions. With valuable insights and real-life examples from their experiences, they provide a comprehensive guide to enhancing collaboration between sales and technical teams for improved customer success.ADDITIONAL RESOURCESConnect and learn more about Keith Textor:https://www.linkedin.com/in/keithtextor/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:05] Role Delineation: Sales vs Technical Resourcess[00:02:49] Understanding Customer Requirements[00:06:33] Effective Demonstrations and Building Champions[00:14:59] Navigating Remote Sales Dynamics[00:27:22] The Importance of Sales Process and Qualification[00:39:09] Navigating Company Dynamics[00:39:49] Understanding the Right Audience[00:40:19] Challenges in Selling CAD Software[00:42:13] Driving Organizational Change[00:46:47] The Role of Sales Engineers[00:48:36] Aligning Sales Process with Customer Needs[00:56:32] Recognizing Technical Contributions[01:10:27] Leveraging Telemetry for Customer SuccessHIGHLIGHT QUOTES[00:26:13] "Your first job is to go sit down with your sellers, go introduce yourself, and get into as many meetings, as many demos, as many things you can."[00:49:32] "If your process allows for things like that to happen, you're never going to scale."[01:03:52] "There's a risk/reward difference in personalities."

In this episode of ASSEMBLY Audible, Jennifer Pierce meets with longtime ASSEMBLY Show attendee and industry expert, Shawn Major, Sales Engineer with ATI Technologies for a conversation about the innovative assembly technology and trends exhibited at this year's show. One major theme? Fastening technology is becoming smarter, more cost-efficient, increasingly connected, and deeply integrated with Industry 4.0 principles. That's just the tip of the iceberg in this episode. Join us as we explore how the advancements showcased at the ASSEMBLY Show push the boundaries of what's possible in product assembly.Sponsored By:

In this Tech Sales Insights episode, Randy Seidl is joined by Chuck Smith, VP of Business Development at IBM Infrastructure Group and Sales Community Advisory Board member. Chuck shares insights on IBM's infrastructure services, their pivot to 'as a service' models, and the importance of product-market fit and positioning. The discussion also covers Chuck's career trajectory, the role of sales engineers, and the evolving sales culture at IBM. Chuck emphasizes the value of networking, and maintaining personal relationships, and offers practical GTM tips for sales professionals. Sponsored by Sandler, this episode provides a deep dive into the strategies shaping IBM's market approach.KEY TAKEAWAYSIBM's GTM Strategies: Discussions about IBM's focus on modernizing through AI and Hybrid Cloud technologies with an emphasis on go-to-market (GTM) strategies.As-a-Service Model: Chuck details IBM's transition towards offering flexible “as-a-service” models to meet modern business needs.Importance of Partners: Emphasis on the critical role of channel partners in driving sales and customer relationships.Sales Enablement: The significance of sales enablement and training for successful GTM execution.Cultural Shifts: Tackling cultural shifts within IBM to support an annuity-based sales model as opposed to traditional transactional models.Career and Mentorship: Chuck shares insights on career growth, emphasizing the importance of mentors and maintaining professional networks.QUOTESOn Sales and Customer Relationships: "Salespeople are your customers. Always ensure you're supporting them to the fullest."Regarding IBM's Strategy: "IBM is much more modern than many perceive, given our investments in AI and Hybrid Cloud."On As-a-Service Models: "Adopting an 'as-a-service' model helps IBM offer cloud-like experiences for on-premise infrastructure."Sales Insights: "Know the company you're selling to, understand their business needs, and remember you're selling yourself."Market Positioning: "The value proposition is critical. Understand what you're replacing or improving for the client."Tech-Sales Synergy: "Pre-sales resources, like sales engineers, are often the unsung heroes. They are vital to closing deals."Career Advice: "Keep your professional network in tune, and never take it for granted."Find out more about Chuck Smith through the link/s below:https://www.linkedin.com/in/chucksmith3/This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

In this episode, Sarah Arnstein, Sales Engineer and AVANT's resident SASE expert, sat down with Sangita Patel, Senior Director of Global Product Marketing at CATO to explore the SASE selection process in depth. They dive into key differences among various SASE providers in the market and offer actionable insights for stakeholders starting the conversation to determine the right technology fit for their company.

Technical skills open doors, but are soft skills sealing the deal? In this episode, Evgeniy Kharam reveals how communication and connection lead to success in technical sales.    From vulnerability to voice control, Evgeniy shares how to connect with clients and sell more effectively in tech.   Evgeniy Kharam has authored “Architecting Success: The Art of Soft Skills and Technical Sales”, to teach the art of soft skills, and the importance of building connections through vulnerability.   Impactful Moments: 00:00 - Introduction 01:08 - Meet Evgeniy Kharam  02:21 - Ski & Snowboard Cybersecurity Conference 06:22 - Impact of Events and Community Building 10:19 - ‘Architecting Success' 10:36 - Sales Engineers' Evolving Role 25:58 - POCs and Soft Skills 28:01 - Your Voice: A Key Soft Skill 31:28 - Connect with Evgeniy   Links: Connect with our guest, Evgeniy Kharam: https://www.linkedin.com/in/ekharam/ Check out Evgeniy's Book, “Architecting Success: The Art of Soft Skills in Technical Sales: Connect to Sell More“ here: https://a.co/d/0xJSyew Check out our upcoming events: https://www.hackervalley.com/livestreams Join our creative mastermind and stand out as a cybersecurity professional: https://www.patreon.com/hackervalleystudio Love Hacker Valley Studio? Pick up some swag: https://store.hackervalley.com Continue the conversation by joining our Discord: https://hackervalley.com/discord Become a sponsor of the show to amplify your brand: https://hackervalley.com/work-with-us/  

No episódio de hoje, vamos discutir o preocupante aumento de ferramentas baseadas em inteligência artificial disponíveis na dark web. Segundo uma pesquisa recente da Trend Micro, criminosos estão aproveitando IA Generativa para lançar ataques em larga escala com mais facilidade e precisão, usando táticas como deepfakes e golpes de engenharia social. Para falar sobre esse assunto eu recebo hoje aqui no Podcast Canaltech o Daniel Zan, Sales Engineer da Trend Micro. E mais: Quanto cada investidor do X perdeu com a gestão de Elon Musk; YouTube lança ferramenta parental para monitorar atividade de adolescentes; Daylist | Playlist do Spotify que muda ao longo do dia chega ao Brasil; Meta notifica usuários brasileiros sobre coleta de dados para treinar IA; VPN pode ser usada de forma legal no Brasil, dizem advogados. Acesse o site do Canaltech Receba notícias do Canaltech no WhatsApp Entre nas redes sociais do Canaltech buscando por @Canaltech nelas todas Entre em contato pelo nosso e-mail: podcast@canaltech.com.br Entre no Canaltech Ofertas Este episódio foi roteirizado e apresentado por Gustavo Minari. O programa também contou com reportagens de Bruno De Blasi, André Lourenti Magalhães e Guilherme Haas. Edição por Natália Improta. A trilha sonora é uma criação de Guilherme Zomer e a capa deste programa é feita por Erick Teixeira.See omnystudio.com/listener for privacy information.

Arjun Pillai's journey from a small village in Kerala, India, to becoming a successful serial entrepreneur in Silicon Valley is nothing short of remarkable. With a deep passion for problem-solving and an unyielding entrepreneurial spirit, Arjun has built and sold multiple companies, navigating the challenges of bootstrapping, fundraising, and acquisitions along the way. His latest company, Docketai, has attracted funding from top-tier investors like Mayfield Fund and Foundation Capital.

Nathan Sherrard shares insights from his Cisco Live US sessions on today's show. We discuss the current state of IPv6 adoption, adoption challenges, and the strategic importance of transitioning to IPv6. Nathan rounds out the show with IPv6 topics worth keeping an eye on. Episode Guest: Nathan Sherrard, Sales Engineer, Cisco Nathan Sherrard is a... Read more »

Nathan Sherrard shares insights from his Cisco Live US sessions on today's show. We discuss the current state of IPv6 adoption, adoption challenges, and the strategic importance of transitioning to IPv6. Nathan rounds out the show with IPv6 topics worth keeping an eye on. Episode Guest: Nathan Sherrard, Sales Engineer, Cisco Nathan Sherrard is a... Read more »

Guest: Evgeniy Kharam, Co-Founder, Security Architecture [@secarchpodcast]On LinkedIn | https://www.linkedin.com/in/ekharam/Website | https://www.softskillstech.ca/____________________________Host: Sean Martin, Co-Founder at ITSPmagazine [@ITSPmagazine] and Host of Redefining CyberSecurity Podcast [@RedefiningCyber]On ITSPmagazine | https://www.itspmagazine.com/sean-martinView This Show's Sponsors___________________________Episode NotesIn this episode of The Redefining CyberSecurity Podcast, host Sean Martin speaks with Evgeniy Kharam about the essential role of soft skills in the technology and cybersecurity sectors. While many discussions in this field tend to center on hard technical skills or the latest cyber threats, this episode shifts the focus to the often-overlooked soft skills that can drive success.Evgeniy Kharam, who is also an author and holds a key position in his company, shares insightful perspectives from his newly released book 'Architecting Success: The Art of Soft Skills in Technical Sales.' According to Evgeniy, effective communication and connection are foundational elements not just for sales engineers and teams, but for anyone working in any field, including cybersecurity. He notes that regardless of how advanced one's technical skills might be, the ability to connect with people, convey ideas clearly, and build lasting relationships is crucial.One of the primary points that Evgeniy discusses is the changing landscape for sales engineers. He mentions that the role has evolved significantly over the years. Previously, sales engineers primarily focused on giving demos and technical presentations. Today, they are expected to be deeply involved in the sales process, understand procurement intricacies, and effectively communicate technical merits and business values. HostSean Martin addresses the barriers that often exist within organizational cultures, where roles are tightly defined, and stepping outside of one's designated lane can be frowned upon. Evgeniy suggests that this old-school mentality needs to shift. Everyone in a company—from engineers to marketers and beyond—is involved in sales in some way. From making a strong first impression to ensuring clear and intentional communication, soft skills can enhance every aspect of organizational interaction.The duo also touches upon the importance of continuous self-improvement. Evgeniy advises that one of the best ways to practice soft skills is outside the workplace. Whether making a cashier smile or engaging in meaningful conversations with strangers, these efforts contribute to refining one's ability to connect and communicate effectively.Sean Martin concludes the episode by highlighting that everyone is, in essence, always selling something—whether it's a product, a service, or simply themselves. The more refined these soft skills, the better positioned anyone will be to achieve success in their respective fields. For those interested in taking a deeper dive into this topic, Evgeniy's book is a must-read, offering practical tips and strategies to help professionals hone their soft skills and, ultimately, architect success.About the BookIn today's crowded marketplace, technology alone isn't enough. Architecting Success equips sales professionals and anyone in tech and science to unlock their full potential through the power of soft skills.Architecting Success: The Power of Soft Skills in Technical Sales. Connect to Sell More is a practical guide for architects, sales professionals, and anyone in the technology and science sectors to enhance their effectiveness. The book begins by exploring the historical dynamics between sales and technical teams, emphasizing how soft skills can bridge the gap between these traditionally siloed groups. It highlights how focusing on mentoring, problem-solving, listening, teamwork, and empathy can connect to increase sales.Here is a call to action for technical sales professionals to embrace and cultivate their soft skills. By engaging and reflecting, readers can unlock their full potential and achieve personal and professional excellence in the competitive world of technical sales.___________________________SponsorsImperva: https://itspm.ag/imperva277117988LevelBlue: https://itspm.ag/attcybersecurity-3jdk3___________________________Watch this and other videos on ITSPmagazine's YouTube ChannelRedefining CyberSecurity Podcast with Sean Martin, CISSP playlist:

Guest: Evgeniy Kharam, Co-Founder, Security Architecture [@secarchpodcast]On LinkedIn | https://www.linkedin.com/in/ekharam/Website | https://www.softskillstech.ca/____________________________Host: Sean Martin, Co-Founder at ITSPmagazine [@ITSPmagazine] and Host of Redefining CyberSecurity Podcast [@RedefiningCyber]On ITSPmagazine | https://www.itspmagazine.com/sean-martinView This Show's Sponsors___________________________Episode NotesIn this episode of The Redefining CyberSecurity Podcast, host Sean Martin speaks with Evgeniy Kharam about the essential role of soft skills in the technology and cybersecurity sectors. While many discussions in this field tend to center on hard technical skills or the latest cyber threats, this episode shifts the focus to the often-overlooked soft skills that can drive success.Evgeniy Kharam, who is also an author and holds a key position in his company, shares insightful perspectives from his newly released book 'Architecting Success: The Art of Soft Skills in Technical Sales.' According to Evgeniy, effective communication and connection are foundational elements not just for sales engineers and teams, but for anyone working in any field, including cybersecurity. He notes that regardless of how advanced one's technical skills might be, the ability to connect with people, convey ideas clearly, and build lasting relationships is crucial.One of the primary points that Evgeniy discusses is the changing landscape for sales engineers. He mentions that the role has evolved significantly over the years. Previously, sales engineers primarily focused on giving demos and technical presentations. Today, they are expected to be deeply involved in the sales process, understand procurement intricacies, and effectively communicate technical merits and business values. HostSean Martin addresses the barriers that often exist within organizational cultures, where roles are tightly defined, and stepping outside of one's designated lane can be frowned upon. Evgeniy suggests that this old-school mentality needs to shift. Everyone in a company—from engineers to marketers and beyond—is involved in sales in some way. From making a strong first impression to ensuring clear and intentional communication, soft skills can enhance every aspect of organizational interaction.The duo also touches upon the importance of continuous self-improvement. Evgeniy advises that one of the best ways to practice soft skills is outside the workplace. Whether making a cashier smile or engaging in meaningful conversations with strangers, these efforts contribute to refining one's ability to connect and communicate effectively.Sean Martin concludes the episode by highlighting that everyone is, in essence, always selling something—whether it's a product, a service, or simply themselves. The more refined these soft skills, the better positioned anyone will be to achieve success in their respective fields. For those interested in taking a deeper dive into this topic, Evgeniy's book is a must-read, offering practical tips and strategies to help professionals hone their soft skills and, ultimately, architect success.About the BookIn today's crowded marketplace, technology alone isn't enough. Architecting Success equips sales professionals and anyone in tech and science to unlock their full potential through the power of soft skills.Architecting Success: The Power of Soft Skills in Technical Sales. Connect to Sell More is a practical guide for architects, sales professionals, and anyone in the technology and science sectors to enhance their effectiveness. The book begins by exploring the historical dynamics between sales and technical teams, emphasizing how soft skills can bridge the gap between these traditionally siloed groups. It highlights how focusing on mentoring, problem-solving, listening, teamwork, and empathy can connect to increase sales.Here is a call to action for technical sales professionals to embrace and cultivate their soft skills. By engaging and reflecting, readers can unlock their full potential and achieve personal and professional excellence in the competitive world of technical sales.___________________________SponsorsImperva: https://itspm.ag/imperva277117988LevelBlue: https://itspm.ag/attcybersecurity-3jdk3___________________________Watch this and other videos on ITSPmagazine's YouTube ChannelRedefining CyberSecurity Podcast with Sean Martin, CISSP playlist:

Industrial Talk is onsite at PowerGen and talking to Justin Semas, Sr. Sales Engineer with Arrow Engine and Compression Company about "Custom power generation solutions for remote assets". Scott MacKenzie and Justin Seamas discussed the latest advancements in power generation, including innovations in the oil and gas industry and Aero Engine's unique approach. They also discussed tailored customer support and solutions, particularly in remote areas where the grid is not expanded. Finally, they emphasized the importance of connecting with industry experts for collaboration and innovation. Action Items [ ] Connect with Justin on LinkedIn for more information on Aero Engine's inline engine solutions for power generation. [ ] Share contact details for Justin and Aero Engine on the Industrial Talk podcast for listeners to follow up. [ ] Encourage any companies with innovative solutions or those wanting to be interviewed on the podcast to connect with Scott on Industrial Talk. Outline Power generation and rotating equipment at Power Gen conference. Justin Seamas, Arrow Engine, discusses innovation and problem-solving at POWERGEN 2024. Scott MacKenzie interviews Justin, highlighting his company's progress and industry insights. Speaker 1 highlights Aero Engine Company's long history in power generation, from natural gas engines to rotating equipment. Providing energy solutions for remote areas. Justin discusses providing tailored customer support for natural gas solutions. Justin explains how Arrow Engines provide power for remote oil pumping operations, using gas from the well to generate electricity. Justin highlights the efficiency and certification of Arrow Engines, which can run 365 days a year, making power for the pump jack. Power generation and engine technology with Justin from Aero Engine. Scott MacKenzie and Justin discuss the maturity of the oil industry and potential changes in the future. Justin mentions distributors and OEMs moving engines around as needed, and an older engine being rebuilt 20 times and still in operation. Justin discusses various use cases for their engines, including power generation and hydraulic power units. Justin highlights the adaptive generator and power take-off features of their engines, and how they can be used in different applications. Justin from Aero Engine shares insights on power generation and technology innovation. If interested in being on the Industrial Talk show, simply contact us and let's have a quick conversation. Finally, get your exclusive free access to the Industrial Academy and a series on “Marketing Process Course” for Greater Success in 2024. All links designed for keeping you current in this rapidly changing Industrial Market. Learn! Grow! Enjoy! JUSTIN SEMAS' CONTACT INFORMATION: Personal LinkedIn: 

In this cybersecurity-focused episode, Dave is joined by two cybersecurity experts,  Andrew Leggett, Director of Cybersecurity at DelCor, and Bobby Verchota, Sales Engineer at security operations center Arctic Wolf.  During the conversation, they highlight specific steps Arctic Wolf takes towards ending cyber risk, how association professionals at all levels understand their role in cybersecurity and the benefits of taking a layered approach to security in your organization. 

Send us a Text Message.How do you weigh the decision to stay or leave church tech ministry? Yoshi Haddad has transitioned out from his post as the Director of Production at Houston's First Baptist Church to become a Sales Engineer at LD Systems. He joins us this week to discuss his thoughts on the transition and we have some laughs along the way with a disaster story, tech takeaway and an ATM moment you can't miss. In this episode you'll hear: 1:00 Moral failures at church 6:00 Yoshi Haddad joins us! 17:45 Yoshi's production background 24:30 How Yoshi decided to leave church tech ministry 34:00 Who is responsible for burnout?37:00 Speaker shoot out! 42:15 Disaster Story 45:40 Tech Takeaway 47:25 ChurchTech Confessional Resources for your Church Tech MinistryDoes your church have used gear that you need to convert into new ministry dollars? We can make you an offer here. Do you need some production gear but lack the budget to buy new gear? You can get Certified Church Owned gear here.  Connect with us: Follow us on FacebookHang out with us on InstagramSee all the ways we can serve your church on our WebsiteGet our best gear sent to your inbox each Monday before it goes public via the Early Service

In this episode, host Charlie Osborne is joined by Shakel Ahmed, Security Engineering Team Lead at Pentera, and Tom Sams, Sales Engineer at Pentera. Together, they discuss the threat of leaked credentials, including why it's such a successful attack vector, how user behavior plays a role, and the ongoing fallout of the Snowflake breach. Cyber Strong is a Cybercrime Magazine podcast series brought to you by Pentera, the leader in automated security validation. Learn more about our sponsor at https://pentera.io.

I'm always asked, “What does a great SE look like?” The problem is there isn't one way to SE. Great SEs look like. The role is complex, and people do it differently.  So, let's delve into the role's complexity and break it down through an evaluation form I created. I cover various aspects such as working with account managers, discovery, demos, proof of value, and technical know-how. I also emphasize the importance of customer relations and leadership skills. Finally, I have some news…   show notes: https://wethesalesengineers.com/show324

From building machines to building Apple iPhones, Roman Piszcz (Founder of Quotebeam) has a lot of experience in creating products and helping businesses find real solutions. It was from his personal passion for creating a better way for companies to purchase products. This week on Workforce 4.0, host Ann Wyatt sits down with Roman and Nikki Gonzales to discuss in more detail about his passion for entrepreneurship, what it means to hire "intraprenuers" and how start up companies can leverage the interviewing process to identify and hire leading talent. Roman and Nikki also share their unique perspectives on the benefits of remote work, how automation and machine learning apps empower people to focus on more meaningful work and why providing tools for ownership is crucial to organizational success in the digital era. In This Episode:-03:06 Roman's Journey and QuoteBeam's Origin -18:03 Exploring The Spirit of Entrepreneurship -29:59 Evaluating Candidates Via An Interviewing Question About Climate Change -31:03 Unlocking Interview Tactics To Assess Critical Thinking-31:56 Hiring Fresh Graduates: A Unique Approach -36:05 The Future of Workforce and Technology -38:57 The Evolution of Communication -55:47 Building and Retaining High-Performing Teams More About Roman Piszcz:Throughout his career, Roman always designed machines using two principles: simplicity and performance. These two principles brought about the inception of Quotebeam. Although the machines he was designing were using state-of-the-art technologies, Roman realized that the process of designing them was extremely fragmented and inefficient. Recognizing these engineering and procurement gaps in parts search, sourcing, and vendor collaboration marked his first efforts in automating these processes. During the five years before taking Quotebeam full time in early 2021, Roman led a team at Apple's iPhone & Core Technologies manufacturing operations. That experience amplified his belief of the importance of data transparency and supplier collaboration, and led to the beginning of Quotebeam as a company. Learn more and connect with Roman here. About Nikki Gonzales:Nikki has a unique mix of skills including growing SaaS startups and direct experience as a field Sales Engineer in industrial automation for Festo and Keyence. After a series of meetings over a few years from Silicon Valley to Seattle, a couple of babies, a global pandemic, and a move to Texas, finally the stars aligned for Nikki to join Quotebeam full time! She's always loved problem solving and building things, so it led to a career in engineering sales spanning technologies such as Machine Vision, Pneumatics & Mechatronics, Computational Electromagnetics, and AI & Data Analytics, to name a few. Learn more and connect with Nikki here. The Future of Work (and this Episode) Is Brought To You By Secchi:Secchi is a revolutionary workforce engagement tool created for organizations to make data-driven frontline decisions in real-time. By measuring and combining multiple people-related lead indicators, Secchi provides in-the-moment visibility into individual frontline employee performance, team performance, engagement/turnover risks, and positive employee behaviors all while removing the traditional barriers of administrative burden on leaders. To learn more about Secchi, check them out here.

In this episode, we are thrilled to host Brooke Gove, a Sales Engineer at Rose Medical, a leading ISO 13485 certified contract manufacturing company specializing in custom medical devices and catheters. For more information on Rose Medical, go to www.rosemedical.com. Brooke provides an in-depth look into Rose Medical's journey from its founding in 1998 as a tip forming machine builder to becoming a comprehensive contract manufacturer with advanced capabilities in CNC machining, injection molding, and laser processing. She then explanes the intricate processes behind catheter tip forming, including unique shapes and geometries, and shares examples of their capabilities. Steve and Brooke also explore the secondary processing of PTFE, highlighting the challenges and innovative solutions Rose Medical has developed to enhance design possibilities. Additionally, Brooke will cover the importance of high-quality extrusions in secondary operations and introduce us to Rose Medical's state-of-the-art laser processing facility, detailing their capabilities in laser marking, welding, and fiber laser processing of hypotubes. Host/ Producer: Steve Maxson | Innovation & Business Development Manager | US ExtrudersGuest: Brooke Gove | Sales Engineer | Rose MedicalAnnouncer: Bill Kramer | President | US ExtrudersEditor/ Original Music: Eric Adair | Marketing/ Business Development | US ExtrudersFor video episodes visit www.us-extruders.com/podcasts

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by John Care from Mastering Technical Sales to discuss the crucial role of Sales Engineers (SEs) in the sales process. They explore the dynamics between SEs and Account Executives (AEs), the importance of thorough discovery, and how SEs can leverage both pain and gain to drive successful sales outcomes. Tune in to learn how effective collaboration and a balanced approach to technical sales can transform your sales strategy.KEY TAKEAWAYS[00:00:28] The Role of Sales Engineers in Sales Dynamics: SEs often act as a counterbalance to AEs by slowing down the process to ensure thorough discovery and alignment with customer needs.[00:01:15] Importance of Discovery in Sales: Effective discovery is crucial for understanding customer problems and setting the stage for successful demos and proof of concepts (POCs).[00:02:02] The "Dash to Demo" Pitfall: Rushing to present demos without proper discovery can lead to generalized demonstrations and undefined criteria for success.[00:03:00] Balancing Pain and Gain: While most deals are driven by pain points, understanding and leveraging potential gains can significantly differentiate your sales approach.[00:05:36] The Power of Storytelling in Sales: Using before-and-after stories of other customers can effectively highlight the benefits of a solution and engage prospects emotionally.HIGHLIGHT QUOTES[00:00:57] "The biggest point of friction between sales engineers and account execs is the speed of the transaction, particularly when it relates to discovery."[00:02:09] "One of the most popular workshops that we deliver is called business value discovery, and it's really, we say, you have to paint the target before you can shoot at it."[00:03:23] "Everybody in the world, every sales methodology, says find the pain, solve the pain, you'll get the deal. However, about 20 percent of deals are driven by gain."[00:04:41] "The difference between a good SC and a world-class SC is that they can find the gain and that extra 20 percent of deals that they can put in pipeline to help the AE."[00:07:18] "The best sales conversations include pain and gain. One without the other is not a very successful sales call."Listen to the full episode with John Care through this link: https://revenue-builders.simplecast.com/episodes/the-value-of-sales-engineers-in-the-sales-process-with-john-care/Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

Many of us let our careers happen to us. Imagine if a CEO of a company just LET whatever happens to his or her company happen. They would be fired immediately from their role. But we can go through our lives and careers without being intentional in how we want to live our lives.    Instead, if we look at our lives like a startup and we are the CEOs, we can then look at our salary as revenue, our skills as the products that we provide, and our time as the service, then we can look differently at our lives. We can make decisions on what to improve and how.   

What It Means To Be A Sales Engineer with Jason Hadley #531 Today we pause The Tao of Sales Babble to share a conversation with Jason Hadley. Jason is a Sales Engineer at LightHouse Worldwide Solutions and was a guest on the Cannabis Advocate podcast, another podcast I host. Jason shares advice on prospecting, presentations, and closing regarding B2B sales. It's a refreshing conversation from a real sales guy in the trenches. Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com I've interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it. This is a production of Habanero Media https://habaneromedia.net  

Bre Fernie and Russ Liptzin of HPE Aruba Explore the Power of Wi-Fi 6E, Tech Talks with Bre Fernie Podcast, Unveiling the Next Frontier in Wireless Connectivity “It's like Wi-Fi 6 on steroids,” says Bre Fernie. “So, the E stands for extended, and it brings some exciting enhancements to the table, more channels, less interference. Wi-Fi 6E provides even more available channels for devices to use. With the addition of the 6 gigahertz frequency band, there's less interference from other devices, so you can say goodbye to buffering during your favorite shows, faster speeds.” In this edition of Tech Talks with Bre Fernie, Bre's Sales Engineer partner, Russ Liptzin, from HPE Aruba Southern California, join us on a journey into the realm of Wi-Fi 6E. In this episode, they dissect the buzz surrounding Wi-Fi 6E, the extended version of the Wi-Fi 6 standard, shedding light on its game-changing features and technical intricacies. From expanded spectrum and lightning-fast speeds to seamless streaming and future-proofing networks, discover why Wi-Fi 6E is the ultimate solution for anyone seeking a superior wireless experience. Tune in for expert insights, practical advice, and a glimpse into the future of connectivity. “This is a game changer for high density deployments and minimizing co-channel interference. Having 59 new single channels is a pretty big deal,” adds Russ. Contact fernie@hpe.com Visit https://www.arubanetworks.com/products/wireless Bre Fernie and Russ Liptzin of HPE Aruba Explore the Power of Wi-Fi 6E https://youtu.be/aFD6o74vBXQ  

Industrial Talk is onsite at DistribuTECH and talking to Marcelo Lorenzo, Sales Engineer with Bluefin ESI about "The reactive power impact of AI on datacenters". Marcelo and Scott MacKenzie discussed the growing demand for power in data centers, particularly in Virginia. They emphasized the need for collaboration between utilities and data center operators to find innovative solutions to meet this demand efficiently. They also explored the potential of generative AI to transform various industries. Action Items [ ] Reach out to Marcelo Lorenzo from Bluefin to discuss potential power quality solutions. [ ] Attendees should check out Bluefin's website (bluefin.com) and connect with Marcelo Lorenzo on LinkedIn to discuss collaboration opportunities. [ ] Schedule Marcelo Lorenzo as a speaker at future Distributed Tech conferences to share updates and solutions. Outline Power and data centers in Virginia. Marcelo from Bluefin discusses data centers and the intersection of electrification and power needs. Speaker discusses energy consumption of AI-powered search engines, citing example of Google and Bing. AI's growing demand for power and its impact on the energy market, with potential solutions for utilities and data centers to collaborate and Marcelo discusses Bluefin's niche market in power solutions for data centers, particularly for AI workloads. Scott recalls a moment where chat GPT's popularity suddenly increased, leading to increased energy consumption. Utilities and hyperscalers are adopting AI to address fast-paced energy challenges, requiring collaboration and synergies. AI adoption in energy is accelerating, with moral implications and demand for nimble solutions, as seen in Marcelo's perspective. AI and generative power quality solutions for data centers. Marcelo highlights the importance of power quality and efficiency, citing transmission line inefficiencies as a major issue. Bluefin uses creative engineering to address these issues, leveraging existing technology to solve customer problems. Scott MacKenzie and Marcelo discuss the rapid changes in the industry, including AI's growing presence. Marcelo highlights the need for drastic changes in the traditional model, citing examples like data centers building their own substations. Marcelo Lorenzo discusses Bluefin, a company using generative AI to solve real-life problems in various industries. Industrial talk podcast network aims to educate, collaborate, and innovate with individuals in the field. If interested in being on the Industrial Talk show, simply contact us and let's have a quick conversation. Finally, get your exclusive free access to the Industrial Academy and a series on “Marketing Process Course” for Greater Success in 2024. All links designed for keeping you current in this rapidly changing Industrial Market. Learn! Grow! Enjoy! MARCELO LORENZO'S CONTACT INFORMATION: Personal...

So I've been in sales for a while. A few years now, and I've worked with several SE either as a sales person, a mentor, or a coach. And we love to joke around and talk crap about salespeople. I mentioned this before but on my first week on the job, I traveled to a quarterly training for both SEs and Sales. We had a common training session (marketing slides) and when that session was over and we were about to split up, my manager (SE manager) stood up and said “SEs stay here, those who have a lobotomy go to the other room.” That's how I was introduced to sales. It was a joke, and everyone laughed, but since then I knew I could make fun of salespeople because they do things that drive us crazy.  On the other hand, since I've been in sales there are things that SEs do that also drive me personally nuts. In the last couple of weeks, I've seen things that have made me so angry, I can see why AEs don't want to bring SEs into meetings. Here are 12 things SEs do that drive salespeople crazy. 

Cybersecurity Sales Engineer Brandon Robinson shares how he built his career in technology and the barriers he experienced along the way. He talks about how his job involves him interacting with customers at the highest levels making sure their solution is meeting needs. In addition, Brandon describes how as a black man and a trailblazer, he's been met with resistance. His positive spin on moving ahead involves relying on himself. Brandon's advice: find your passion, don't be intimidated and you will be met with success. Our thanks to Brandon for sharing his story with us. 

Cybersecurity Sales Engineer Brandon Robinson shares how he built his career in technology and the barriers he experienced along the way. He talks about how his job involves him interacting with customers at the highest levels making sure their solution is meeting needs. In addition, Brandon describes how as a black man and a trailblazer, he's been met with resistance. His positive spin on moving ahead involves relying on himself. Brandon's advice: find your passion, don't be intimidated and you will be met with success. Our thanks to Brandon for sharing his story with us.  Learn more about your ad choices. Visit megaphone.fm/adchoices

Victor Antonio knows what it's like to struggle. Growing up in poverty-stricken Chicago housing projects, he faced an uphill battle. But through grit and determination, he climbed his way to the top.   In this fascinating episode, Victor pulls back the curtain on his amazing success story. From food stamps as a child to writing bestsellers, he shares the pivotal moments that changed his trajectory.   Learn Victor's unorthodox tactics for understanding customers on a deeper level. Discover how he trains sales teams to minimize objections and build lasting relationships. You'll be inspired by the man who turned adversity into advantage through education, hard work, and never giving up.   Highlights: 01:01 Victor Antonio's childhood and family 03:45 Family dynamics and education 06:28 Culture shock of going to college 08:35 Fundamental attribution error and personal growth 13:31 The value of an engineering degree 16:01 Leaving his job and writing a book 18:53 Sales Ex Machina book and understanding AI 22:38 Data is the new oil 24:06 Sales engineer: Pre-internet and post-internet sales 27:23 The latest book Relationship Selling 28:36 Life or Debt reality show

In this episode of the PreSales Podcast, Chris Mabry speaks with Kai Tillman - Army Veteran, 5x published author, educator, and Senior Solutions Engineer at Atlassian. One of the biggest takeaways is this:  Veterans have a unique blend of skills and experiences that equip them to tackle complex challenges easily. They have GRIT and stay steady while faced with huge change, making them a perfect fit for the dynamic world of presales. We discuss Kai's unique journey, the significant challenges veterans face while transitioning into civilian work, and go deep into Kai's philosophy and experience. I hope you enjoy it as much as I did, and thank you for tuning in.

I have my own opinions of what sales engineers should do, and how they should be involved in the sales process. My opinion is that they should be involved, early and often.   But I sell in the enterprise market, with a small number of customers. My SE is tied only to me, and the main decision-makers are the users who use the product. So it would make sense that my SE is heavily involved, follows up post-demo, and maintains relationships.    But when your product is being sold to other Salespeople, and the goal is to show them how easy it is to use, and the SE that supports your opportunities supports the opportunities of a few other salespeople, then the process and expectations are different. Adam Weekes is an AE Leader within Big Tin Can. He drops by the show to explain his views.   show notes: https://wethesalesengineers.com/show314

Thinking about a career in Sales Engineering (SE)? In this episode, you'll hear straight from an experienced SE, Stewart Goumans. Stewart talks about what kind of background you need to be an SE, what the day-to-day looks like, and what it's like to see a customer's eyes light up when they realize you have a... Read more »

Thinking about a career in Sales Engineering (SE)? In this episode, you'll hear straight from an experienced SE, Stewart Goumans. Stewart talks about what kind of background you need to be an SE, what the day-to-day looks like, and what it's like to see a customer's eyes light up when they realize you have a... Read more »

Engineers are not usually known as creative types. This is a strange notion for me as I think engineers are some of the most creative people. We might not be creating art (although some engineers are artists), but we are being creative in solving a set of problems.  The problem is it doesn't show to the outside world.  But there are ways to do so, and Melanie Flores, my guest for this week found out that she can do it through Solution Engineering. It's not just about solving a problem creatively. It's about telling stories and asking questions where creativity can shine while being in an Engineering field.  show notes: https://wethesalesengineers.com/show306

MDaudit emphasizes proactive risk management, allowing healthcare organizations to be ahead of potential issues in their claims. In this episode, Joseph Squadrito II, a sales engineer at MDaudit, explains how his organization uses generative AI to focus on a payer's claims data, providing a first line of defense against potential denials and billing issues. He explains how MDaudit, as a billing compliance and revenue integrity platform for healthcare organizations, offers a 360-degree view to audit claims, mitigate risks, and maximize revenue. Joe shares insights from the conference, highlighting the implementation of conversational AI into their platform, a feature that allows users to ask business questions in plain English, eliminating the need for complex skills to navigate dashboards. He also emphasizes the value of this technology, especially in addressing high-impact charges that might face denials.  Tune in to discover how MDaudit leverages AI to streamline billing compliance and revenue integrity in the healthcare industry. Resources:  Watch this interview here. Connect with and follow Joseph Squadrito II on LinkedIn.  Learn more about MDaudit on their LinkedIn and website.