Send us a text In this episode of Coffee with Sales Engineers, host Sachin Wadhawan interviews Ben Hills, CEO and founder of Iris, an AI-first RFP automation platform. They discuss the evolving role of sales engineers, the challenges of RFPs, and how AI can transform the procurement process. Ben shares his journey in sales engineering, the importance of understanding buyer needs, and how RFPs can be leveraged as a strategic tool rather than a burden. The conversation highlights the growing tr...
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Send us a text In this episode of Coffee with Sales Engineers, host Sachin Wadhawan interviews Ben Hills, CEO and founder of Iris, an AI-first RFP automation platform. They discuss the evolving role of sales engineers, the challenges of RFPs, and how AI can transform the procurement process. Ben shares his journey in sales engineering, the importance of understanding buyer needs, and how RFPs can be leveraged as a strategic tool rather than a burden. The conversation highlights the growing tr...
Send us a text In this episode of Coffee with Sales Engineers, host Sachin Wadhawan interviews Ben Hills, CEO and founder of Iris, an AI-first RFP automation platform. They discuss the evolving role of sales engineers, the challenges of RFPs, and how AI can transform the procurement process. Ben shares his journey in sales engineering, the importance of understanding buyer needs, and how RFPs can be leveraged as a strategic tool rather than a burden. The conversation highlights the growing tr...
Send us a text In this episode of Coffee with Sales, Sachin Wadhawan and Cortney Zamm discuss the vital role of storytelling in sales engineering. Cortney shares her unique journey from film school to becoming a sales engineer, emphasizing how storytelling skills can enhance customer engagement and differentiate offerings in a competitive market. They explore practical strategies for integrating storytelling into sales demos, the importance of practice, and how to benchmark storytelling skill...
Send us a text In this episode of Coffee with Sales Engineers, Sachin Wadhawan interviews Max Elster from Minoa, discussing the critical role of sales engineers in driving value within organizations. They explore the journey of Minoa, the importance of value intelligence, and the challenges sales engineering teams face in incorporating value into their processes. The conversation highlights the need for a seamless connection between pre-sales and post-sales activities to ensure that customers...
Send us a text In this episode of Coffee with Sales Engineers, Shivani Sivasankar shares her journey from software development to sales engineering. She discusses the importance of sales engineers as interfaces between technical teams and customers, the dynamic nature of the role, and how AI is transforming the sales engineering landscape. Shivani also addresses common misconceptions about sales roles and emphasizes the collaborative nature of the profession. Chapters 00:00 Introduction to S...
Send us a text summary In this episode of Coffee with Sales Engineers, Sandeep Madhavan shares his unique journey into the world of sales engineering, discussing the pivotal moments that shaped his career. He emphasizes the importance of customer engagement, the evolution of the sales engineering role, and the impact of AI on the profession. Sandeep reflects on his leadership experiences and the significance of taking action and making an impact in one's career. Chapters 00:00 Introduction to...
Send us a text summary In this episode of Coffee with Sales Engineers, Sachin Wadhawan hosts Dan Chen, founder of Quilt, a company focused on enhancing sales engineering through innovative technology. They discuss the importance of knowledge management in sales engineering, the challenges faced by sales engineers, and the evolving role of AI in the industry. Dan shares insights from his entrepreneurial journey and the significance of understanding the sales engineering process to build effect...
Send us a text summary In this episode of Coffee with Sales Engineers, Tim Chinchen, a leader in solutions consulting, shares his journey from post-sales to pre-sales, discussing the importance of curiosity, engagement, and storytelling in sales engineering. He emphasizes the evolving role of AI in the industry and how it can enhance the effectiveness of sales engineers. Tim also highlights the significance of building a high-performance team and the characteristics that define top performers...
Send us a text Summary In this episode, Sachin Wadhawan interviews Grace, a solutions engineer with a background in finance and economics. They discuss Grace's transition from consulting to solutions engineering, the unique aspects of her role, and the challenges she faces, particularly as a woman in a male-dominated field. Grace shares her experiences working internationally and emphasizes the importance of problem-solving over selling in her profession. The conversation also highlights the ...
Send us a text In this episode of Coffee with Sales Engineers, host Sachin Wadhawan speaks with Yuji Higashi and Mattie Stremic, co-founders of Better Career, about the evolving landscape of sales engineering and the challenges faced by professionals in this field. They discuss the importance of self-promotion, the trends in career transitions to sales engineering, and the key qualities that lead to securing top job offers. The conversation also delves into how the role of sales engineers is ...
Send us a text summary In this episode of Coffee with Sales Engineers, Sachin Wadhawan interviews Neil Parekh from SiftHub discussing the evolving role of sales engineers in the context of AI and technology. They explore how AI can augment the workflows of sales engineers, allowing them to focus on higher-value tasks and improve their productivity. The conversation also touches on the changing dynamics between account executives and sales engineers, the importance of trust in sales, and...
Send us a text In this episode of Coffee with Sales Engineers, Sachin Wadhawan interviews Steve Bullington, Director of Solution Engineering Talent Development at Salesforce. They discuss the evolution of sales engineering, the importance of diversity in talent development, and the innovative training programs at Salesforce, including the Scout Academy and the Rise program. Steve shares insights from his journey into sales engineering and highlights the key characteristics that make successfu...
Send us a text In this episode of Coffee with Sales Engineers, Amanda Utstein shares her journey as a purebred sales engineer, discussing her transition from mechanical engineering to sales engineering, the importance of simplifying technical concepts, and the dynamic nature of her role. She emphasizes the impact of technology and automation in sales while highlighting the necessity of maintaining human connections in the sales process.
Send us a text In this episode of Coffee with Sales Engineers, Sachin Wadhawan interviews Kintan, CEO of Olto, discussing the evolving role of sales engineers and the impact of AI on personalized product demos. They explore the importance of human connection in sales, the need for tailored demos for every prospect, and how technology can enhance the efficiency of sales engineering teams. Kintan shares insights on leveraging live product instances for demos and the future of sales engineering ...
Send us a textBuckle up for an electrifying episode of Coffee with Sales Engineers! We sit down with Sameer Kausar, the dynamic host of Diary of a Sales Engineer, to uncover his extraordinary path from software developer to senior solutions consultant and influential podcaster.🎧 What’s in store?Sameer reveals how his coding roots and a surprising passion for dance ignited his transition into sales engineering. Discover the golden nuggets of wisdom he’s gathered from industry legends, the hurd...
Send us a textIn this episode of 'Coffee with Sales Engineers', we chat with Brian Rossi about his fascinating and unconventional journey from flipping burgers at McDonald's to becoming a sales engineer. Brian shares his insights on the impact of AI in sales engineering, his career progression, and the importance of creativity and technical curiosity in the field. We dive deep into Brian's early tech interests, his pivotal career moments, and his thoughts on leveraging AI to enhance sales eng...
Send us a textEmpowering Journeys in Sales Engineering: A Conversation with Jessica HoodJoin us for an inspiring episode of 'Coffee with Sales Engineers' as I connect with my longtime friend and successful go-to-market leader, Jessica Hood. Diving into her journey, Jessica shares invaluable insights from her transition into sales engineering, her impactful first demo, the importance of the AE-SE relationship, and her commitment to empowering women in the field. This engaging discussion highli...
Send us a textIn this episode of Coffee with Sales Engineers, we meet Michael Jackson, a seasoned sales engineer. Michael shares his journey from a computer science graduate to a successful career in sales engineering. We discuss the evolving roles of sales engineers, the importance of building relationships with account executives, and the unique skills required to excel in this profession. Tune in to learn about the dynamic and influential role of sales engineers from Michael's rich e...
Send us a textIn this episode of Coffee with Sales Engineers, John Beechen shares his journey from network engineering to leading a global team of sales engineers. With a rich background in product management, services leadership, and e-commerce, John discusses the unique role of sales engineers, their influence on product management, and the potential impact of AI in the field. Tune in for insights on the human element in technology sales, managing teams, and the critical collaboration betwe...
Send us a textIn this episode of Coffee with Sales Engineers, we meet Karthik Pannamaneni, an experienced sales engineering leader. Karthik shares his 20+ year journey in sales engineering, discussing how he became an SE by chance and later transitioned into leadership. The conversation delves into his philosophy on being hands-on, building great SE/AE relationships, and the importance of customer-centricity. Additionally, Karthik talks about his role in managing both pre-sales and post-sales...
Send us a textWe role play in this episode where I, pretending to be a sales leader, challenge Brian Cotter with the 3 most critical objections for an SE leader:1. Why do we need more SEs? Let's do more with less2. We don't need new tools for the SE team. Let's leverage the systems we already have in place for our sales team3. Let's keep our SEs focused on closing deals onlyJoin us in a deep dive into the dynamic world of sales engineering with industry expert Brian Cotter and explore how AI,...
Send us a text In this episode of Coffee with Sales Engineers, host Sachin Wadhawan interviews Ben Hills, CEO and founder of Iris, an AI-first RFP automation platform. They discuss the evolving role of sales engineers, the challenges of RFPs, and how AI can transform the procurement process. Ben shares his journey in sales engineering, the importance of understanding buyer needs, and how RFPs can be leveraged as a strategic tool rather than a burden. The conversation highlights the growing tr...
