Sales Engineering University
13 episodes - English - Latest episode: almost 5 years ago - ★★★★★ - 1 ratingNOTE: THESE FIRST EPISODES ARE JUST AUDIOS FROM MY EXISTING VIDEOS ...Sales Engineering is discussed at great length, diving into the several aspects and viewpoints. What is a Sales Engineer? Is it Sales? Engineering? Why do you need to hire one? What are you doing wrong with the ones you have now? These start out as MP3s of my popular series on the Sales Engineering University site: http://seu.atcp.us These episodes aired around the 2016 time frame. If I weren't so lazy, I'd trim the video leader off, as it has little audio appeal. If these get as many 'listens' and feedback as their video counterparts, then I will clean them up. .Until then, Fast Forward is your friend!
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Episodes
#013 To Demo, or Not to Demo... (Part 1/2)
September 24, 2019 01:00 - 55 minutes - 38.2 MBLink to video on the YouTube counterpart to this series here. PLEASE forgive my horrible "uhhs". I hate them, too, and this audio is uncut from the video, which is also uncut. Apologies! In this first of 2 video lectures, I hit the high points of "demos", and what the word really means. Why demo at all? Can you close without one? Do you even _have_ a sales methodology, Bro? We find that qualification rules everything, and what the earmarks of a lazy rep are. Is it a Pilot? A PoC? A bird, ...
#012 Are You a Well-Kept Secret? Yes! Yes You Are!
September 24, 2019 01:00 - 38 minutes - 26.9 MBLink to video on The Sales Engineering University: here This lecture is loosely based on the agenda below. I just jot down the order of topics as you see, then just record. This is how I give talks, demo software, do voice-overs, etc. This style isn't for everyone. Are you a well-kept secret? -HR/recruiters are lazy and under-capable -How/where would someone, or a search program, find you? -What would they find? --Social media search --Google blunt search --Reasons you would be a risk? -Wh...
#011 Hunting as, and Being a Hunter as, a Sales Engineer
September 24, 2019 00:00 - 32 minutes - 22.5 MBThere was no #010 for this audio format. It was visual instruction. It is still at The Sales Engineering University here, and the video that this audio came from is here. This lecture is loosely based on the agenda below. I just jot down the order of topics as you see, then just record. This is how I give talks, demo software, do voiceovers, etc. This style isn't for everyone. Did they contact you? -Hiring company/manager -Hiring contractor/headhunter -Your network -3rd party/offshore//mid...
#009 Anyen's Answer - On becoming a Sales Engineer
September 24, 2019 00:00 - 29 minutes - 20.5 MBThis was a viewer's question. The video on The Sales Engineering University: https://www.youtube.com/watch?v=1jMM4E7EKNM There was an episode #010, but it was about setting an Intuous Tablet, so not viable for this audio series.
#011 Hunted as, and Being a Hunter as, a Sales Engineer
September 24, 2019 00:00 - 32 minutes - 22.5 MBThere was no #010 for this audio format. It was visual instruction. It is still at The Sales Engineering University here, and the video that this audio came from is here. This lecture is loosely based on the agenda below. I just jot down the order of topics as you see, then just record. This is how I give talks, demo software, do voiceovers, etc. This style isn't for everyone. Did they contact you? -Hiring company/manager -Hiring contractor/headhunter -Your network -3rd party/offshore//mid...
#007 What Was There Before Sales?
September 17, 2019 00:00 - 23 minutes - 16.4 MBA painful cold read of one portion of a chapter of a book on Sales Engineering I'm writing, wherein we look at the evolution of "sales" as a proper vocation.
#004 Why You Need a Sales Engineer (2/2)
September 17, 2019 00:00 - 46 minutes - 32.3 MBAgain, please don't freak out about the quiet intro. These are the audio from a video series on YouTube. I'll be moving to just audio once these are all uploaded...
#005 Why You Need a Sales Engineer (3/2)
September 17, 2019 00:00 - 26 minutes - 18.2 MBSeems it was a 4-parter... !
#006 Why You Need a Sales Engineer (4/2)
September 17, 2019 00:00 - 39 minutes - 27.3 MBNOTE: There is a 15-second pause at the front, which is where the intro video played on the original recording. This is the audio portion of a video done (poorly) here. I am VERY sorry for the "uhms" Last of a 4-part episode that goes over the basics of Sales Engineering. Started out as a 2-parter, but ran long, what with trying make things bite-size...
#008 Exchange of Goods, Introduction of Currency, Worth vs. Value, Retail Sales Inventions
September 17, 2019 00:00 - 27 minutes - 18.7 MBJust another read of my research for the book. Seems to get more reactions when I stick to the academic stuff, though... direct 'teaching'... we'll see...
#003 Why You Need a Sales Engineer (1/2)
August 13, 2019 22:00 - 29 minutes - 20.4 MBThis episode is the audio from this video... In the first chapter of two, we take a high level look at what a Sales Engineer can do for you to change your culture forward to a Sales- and Customer-focused one. Subsequent parts of this small series will address each of the components shown here separately, namely: Exec/Decision Makers, PDM (Product Development Managers), Sales & Sales Management, Engineering & Development (QA, support, etc.), and of course Prospects & Customers. It is hard ...
#002 What Is Sales?
August 13, 2019 17:00 - 52 minutes - 36.4 MBf you want to be a Rock Star Sales Engineer, you will need to know how the people you'll be supporting work. How else can you support sales if you don't understand it? Here I take 53 minutes to dig into Sales from the viewpoint of a Sales Engineer. Since I do these off the top of my head (been teaching it for a long time now), I might tend to drift a little, but eventually I get it all done. These are not meant for the casual SE that is happy doing the bare minimum, or what they are told t...
#001 What Is Sales Engineering?
June 22, 2019 22:00 - 44 minutes - 30.7 MBSales Engineering University [Apologize for quiet 30 seconds at start: will edit out soon!] Is it Sales? Is it Engineering? Why do so many companies get this so very wrong? From the beginning we've had a hard time with companies standardizing on the job title's meaning, and unfortunately many companies are still struggling. I also touch on what makes a good Sales Engineer, for those who think a career in Sales Engineering might be with interesting. Note: This is the audio from the YouTub...