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{"id":1636,"date":"2019-07-08T01:00:04","date_gmt":"2019-07-08T06:00:04","guid":{"rendered":"https:\/\/wethesalesengineers.com\/?p=1636"},"modified":"2019-07-08T01:00:04","modified_gmt":"2019-07-08T06:00:04","slug":"sales-engineering-skills-that-mold-the-greatest-ses","status":"publish","type":"post","link":"https:\/\/vertexdimension.com\/wethese\/sales-engineering-skills-that-mold-the-greatest-ses\/","title":{"rendered":"#64 Sales Engineering Skills that Mold the Greatest SEs"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"1636\" class=\"elementor elementor-1636\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-67eb805b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"67eb805b\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-6a9de263\" data-id=\"6a9de263\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2e19237b elementor-widget elementor-widget-spacer\" data-id=\"2e19237b\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-46ad922a elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"46ad922a\" data-element_type=\"widget\" data-widget_type=\"theme-post-title.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">#64 Sales Engineering Skills that Mold the Greatest SEs<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-269d75a2 elementor-widget elementor-widget-html\" data-id=\"269d75a2\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href=\"https:\/\/twitter.com\/WeTheSEs?ref_src=twsrc%5Etfw\" class=\"twitter-follow-button\" data-show-count=\"false\">Follow @WeTheSEs<\/a><script async src=\"https:\/\/platform.twitter.com\/widgets.js\" charset=\"utf-8\"><\/script>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-315d29e0 elementor-widget elementor-widget-spacer\" data-id=\"315d29e0\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-53bfade0 elementor-widget elementor-widget-image\" data-id=\"53bfade0\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"1024\" height=\"683\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2019\/07\/Artwork-1024x683.png\" class=\"attachment-large size-large wp-image-1638\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2019\/07\/Artwork-1024x683.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2019\/07\/Artwork-300x200.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2019\/07\/Artwork-768x512.png 768w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-5bf491e3 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5bf491e3\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-550c9072\" data-id=\"550c9072\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7867ad4b elementor-share-buttons--view-icon elementor-share-buttons--shape-circle elementor-share-buttons--align-center elementor-share-buttons--skin-gradient elementor-grid-0 elementor-share-buttons--color-official elementor-widget elementor-widget-share-buttons\" data-id=\"7867ad4b\" data-element_type=\"widget\" data-widget_type=\"share-buttons.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-grid\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_facebook\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-facebook\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on facebook<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_reddit\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-reddit\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on reddit<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_twitter\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-twitter\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on twitter<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_linkedin\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-linkedin\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on linkedin<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-10372833 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"10372833\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-1cfc7589\" data-id=\"1cfc7589\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-49757657 elementor-widget elementor-widget-spacer\" data-id=\"49757657\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-7c5e1152 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7c5e1152\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-43784ada\" data-id=\"43784ada\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7533826f elementor-widget elementor-widget-html\" data-id=\"7533826f\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<iframe style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/10431908\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/backward\/render-playlist\/no\/custom-color\/c9cac7\/\" height=\"90\" width=\"100%\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-27856cb elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"27856cb\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-6c88c7e9\" data-id=\"6c88c7e9\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-627b6921 elementor-widget elementor-widget-spacer\" data-id=\"627b6921\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-553436b1 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"553436b1\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-30a13911\" data-id=\"30a13911\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7c272017 elementor-widget elementor-widget-text-editor\" data-id=\"7c272017\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h1><span style=\"font-weight: 400; color: #000000;\">What makes an SE a good SE?<\/span><\/h1><p><span style=\"font-weight: 400; color: #000000;\">1- Not only knows the product, but also knows how to sell it. Anticipate objections and knows how to overcome them<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">2- Is able to project manage whatever project he or she are doing. Could be a POC, making sure a feature request is going through, following up on opportunities<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">3- Means what he or she says and follows through on commitments. If I say I will send you this information by this day, I will send you this information by this day or I will let you know I\u2019m late.\u00a0<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">4- Does not need explicit instructions from the salesperson, knows what to do on his or her own. The SE knows what opportunities that should be worked on, follows up with his contacts on that opportunity. Or if something is with Product Management, he proactively follows up and does not wait for his salesperson to ask about this.\u00a0<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">5- Communicates clearly vie email, presentation, demo<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">6- Advises the salesperson on what they should do and sell.\u00a0<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">7- Educates the customer on the topics that he or she are experts in. Although SE\u2019s job is to perform discovery calls, ask a lot of questions,\u00a0<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">8- Generalist SEs can talk about different products without being the expert<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">9- Specialized SEs knows their product inside out<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">10- Manage resources: time, equipment, other SEs, PMs, experts<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">If you\u2019re a brand new SE, you\u2019re not going to be great at all of that at the same time. You will have to work on it.\u00a0<\/span><\/p><h1><span style=\"font-weight: 400; color: #000000;\">Here are my thoughts about how to get there:<\/span><\/h1><p><span style=\"font-weight: 400; color: #000000;\">There is a general rule that I live by, and the book the Atomic Habits articulated it better which is the 1% Rule, and that is: be better by 1% today than you were yesterday.\u00a0<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">1- Learn your product(s):\u00a0<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">As a sales engineer, there are way too many things that you need to learn really quickly &#8211; part numbers, licenses, architecture, different products. Come up with a learning plan to help yourself focus. The problem here is that as a new SE, or even an experienced SE in a new company, you don\u2019t know what you don\u2019t know. What day to find out what you are lacking is to meet customers and listen to the questions they are asking, then try to figure out how to answer those questions or, let\u2019s go to point number 2:<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">2- Find a mentor:<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">Does not have to be official. Usually, when you join a new company as an SE, you will have a mentor assigned to you. Not all mentors are created equally. If you have a good mentor, great. If not, find an unofficial mentor and cozy up to them. Ask them for advice. Try to shadow them. You can find out which SEs are good SEs by talking to your managers or looking at the email lists to see which SE answer more questions than others to help other SEs.\u00a0<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">3- Understand what your weaknesses are and try to fix them. <\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">There is a theory out there that people should focus on their strengths and outsource their weaknesses. That could work for entrepreneurs, however, when you\u2019re a lowly SE, you cannot outsource your weaknesses. You can ask for help, but you still need to do the work. The same way you have a learning plan for the products, you should have a learning plan to improve your weaknesses &#8211; usually are soft skills.\u00a0<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">\u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 Join Toastmasters<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">\u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0Take online courses<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">\u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0Read books about.<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">\u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0Listen to podcasts<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">Go out and implement. Cal Newport, author of Deep Work and So good they can\u2019t ignore you says he schedules 1 hour of implementing for every hour of learning (I may have butchered what he actually said here). All the learning in the world will not help if you do not implement. If you learn a new presentation technique, try it in your next meeting or better yet, schedule time with your colleagues to try it out.\u00a0<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">4- Fail.<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\"> Failure is the best teacher. Don\u2019t be afraid to fail. In the previous point, I said try your new presentation technique, well guess what, it\u2019s going to suck. You\u2019re not going to do it properly. You know why? Because you\u2019ve never practiced it. You will never pick up a guitar for the first time and be as good as Jesse Cooke. You\u2019re not even going to know how to hold a pick properly. But if you never hold a pick because you\u2019re too afraid to fail, you are never going to succeed. The path to success is littered with failure. Not sure if I stole this from anyone though.\u00a0<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">5- Practice. <\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">This piggybacks on what I just said. If you don\u2019t practice on your own, then you will practice in front of the customer, and that is not a good time to do that.\u00a0<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">6- Take notes. <\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">Richard Branson takes so many notes to the point that he\u2019s been accused of recording meetings. This is from his book the Virgin Way. I\u2019m not talking about taking notes in meeting with customers only. I mean take notes when a colleague says we had issues with this demo due to this and we had to do it this other way to get it to work. Or if you\u2019re talking to a PM and he says we did this product this way because it offers these benefits.\u00a0<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">7- Create good habits and get rid of bad habits. <\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">Habits allow you to do things automatically. If your habit is that every morning you will read 15 minutes of some website about your work, that is better than watching 15 minutes of youtube when you come into the office because that snowballs into hours of watching. Or develop the habit of not saying anything for a couple of seconds after the customer stops speaking to make sure that they said everything they needed to say rather than have the habit of interrupting the customer mid speech.\u00a0<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">8- Don\u2019t stay in your bubble. <\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">I stayed in my bubble for a year and a half learning from my sales guys who to do the perfect spray and pray. Then I followed my own advice and looked to one of the better SEs in the company, and turns out that no matter how good you are at the spray and pray, it still sucks the life out of the customer listening. It got confirmed by my VP of sales as well.<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">9- Be coachable\u00a0<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">Don\u2019t think you know it all because you don\u2019t. I\u2019ve learned from people I\u2019ve mentored as much as I\u2019ve learned from my own mentors. When someone gives me feedback, I internalize it and make sure I understand them correctly and how I can implement it in my work.\u00a0<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">10- Market yourself. <\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">Find a topic you like, become the expert in it, or even interview experts about it. By default, you will be seen as an expert. Take Nerd Journey for example. John and Nick the hosts are marketing themselves as VMware SEs who know a lot about organizations, getting promoted and more. I also believe they have blogs dedicated to Vmware stuff. The folks from PacketPushers started the podcast and marketed themselves. Now that\u2019s what some of them do part-time.\u00a0<\/span><\/p><p><span style=\"font-weight: 400; color: #000000;\">Now my final piece of advice is don\u2019t try to do all that at the same time. Pick one and focus on that. For example, create a learning plan and focus on following that. Don\u2019t worry about the rest until you\u2019ve built the habit of following your learning plan. The rest will come after. <\/span><\/p><div>\u00a0<\/div>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2efc8f12 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2efc8f12\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-64459e57\" data-id=\"64459e57\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-74ab4297 elementor-widget elementor-widget-text-editor\" data-id=\"74ab4297\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Some more links from the show:<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-7bd46fcb elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7bd46fcb\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2456cd5a\" data-id=\"2456cd5a\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-6a658e77 elementor-widget elementor-widget-html\" data-id=\"6a658e77\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href=\"https:\/\/www.amazon.com\/Atomic-Habits-Proven-Build-Break\/dp\/0735211299\/ref=as_li_ss_tl?crid=3RUTV05LBO504&keywords=atomic+habits+james+clear&qid=1556790827&s=books&sprefix=atomic+,stripbooks-intl-ship,155&sr=1-1&linkCode=ll1&tag=wetheses00-20&linkId=3f27a46a757f8078eab569516dcfe21b\"target=\"_blank\">Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones by James Clear <\/a>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-29ed9346 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"29ed9346\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-6d44b66\" data-id=\"6d44b66\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-733f4e5f elementor-widget elementor-widget-html\" data-id=\"733f4e5f\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href=\"https:\/\/www.amazon.com\/gp\/product\/1591847982\/ref=as_li_ss_tl?ie=UTF8&linkCode=ll1&tag=wetheses00-20&linkId=b3578f01bb6d46f00e6f6efee604fcb1\"target=\"_blank\">The Virgin Way: If It's Not Fun, It's Not Worth Doing by Richard Branson <\/a>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-a9dc110 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"a9dc110\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-60e243a\" data-id=\"60e243a\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-a49ca2d elementor-grid-3 elementor-grid-tablet-2 elementor-grid-mobile-1 elementor-widget elementor-widget-portfolio\" data-id=\"a49ca2d\" data-element_type=\"widget\" data-settings=\"{&quot;columns&quot;:&quot;3&quot;,&quot;columns_tablet&quot;:&quot;2&quot;,&quot;columns_mobile&quot;:&quot;1&quot;,&quot;item_ratio&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:0.66000000000000003108624468950438313186168670654296875,&quot;sizes&quot;:[]},&quot;item_gap&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;row_gap&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"portfolio.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-portfolio elementor-grid elementor-posts-container\">\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-7034 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-assigned-mentors tag-career-advice-for-sales-engineers tag-coaching-for-presales tag-coaching-for-ses tag-coaching-vs-mentoring tag-finding-mentors tag-mentoring-sales-engineers tag-mentorship-sucks tag-presales tag-presales-coaching tag-presales-mentors tag-ramzi-marjaba tag-sales-engineering tag-sales-engineering-coaching tag-solution-consultant tag-solution-engineering tag-we-the-sales-engineers tag-we-the-ses tag-what-is-coaching tag-what-is-mentorship tag-why-mentorship-sucks entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/207-mentorship-sucks-how-to-overcome-it\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-300x183.png\" class=\"attachment-medium size-medium wp-image-6925\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-1536x937.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-2048x1250.png 2048w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t#207 Mentorship Sucks, How to Overcome it?\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-6981 post type-post status-publish format-standard hentry category-4-1-1-newsletter tag-3-ways-to-lose-your-customers-trust tag-assuming-about-customers tag-building-trust-with-customers tag-customers-trust tag-customers-trust-in-sales tag-customers-trust-in-sales-engineers tag-earning-the-customers-trust tag-how-sales-engineers-can-lose-their-customers-trust tag-how-to-regain-customer-trust tag-presales tag-ramzi-marjaba tag-responsiveness-to-customers tag-sales tag-sales-engineer tag-sales-engineer-credibility tag-sales-engineering tag-sales-engineering-skills tag-sales-engineers tag-solution-engineering tag-technical-sales tag-we-the-sales-engineers tag-we-the-ses tag-working-with-customers entry\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/4-1-1-building-trust-is-hard-losing-it-is-easy\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t4\/1\/1 Building Trust is Hard, Losing it is Easy\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-6980 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-building-trust-with-customers tag-building-trust-with-external-partners tag-building-trust-with-internal-partners tag-customer-trust tag-customer-trusting-sales-engineers tag-customers-trusting-sales tag-john-cares-trust-formula tag-mastering-technical-sales tag-presales tag-sales-engineering tag-sales-trust tag-solution-consulting tag-the-trust-formula tag-working-with-customers entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/206-building-trust-through-genuine-care-for-the-customer\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-300x183.png\" class=\"attachment-medium size-medium wp-image-5030\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-1536x937.png 1536w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t#206 Building Trust Through Genuine Care for the Customer\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2faaf9c elementor-section-stretched elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2faaf9c\" data-element_type=\"section\" data-settings=\"{&quot;stretch_section&quot;:&quot;section-stretched&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-c172f50\" data-id=\"c172f50\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-c1d71e5 elementor-widget elementor-widget-shortcode\" data-id=\"c1d71e5\" data-element_type=\"widget\" data-widget_type=\"shortcode.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-shortcode\"><script async data-uid=\"d832de0300\" src=\"https:\/\/we-the-sales-engineer.kit.com\/d832de0300\/index.js\" data-jetpack-boost=\"ignore\" data-no-defer=\"1\" nowprocket><\/script><\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-6d1c33dd elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6d1c33dd\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-6143bb4\" data-id=\"6143bb4\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-180fa36b elementor-widget elementor-widget-text-editor\" data-id=\"180fa36b\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Music on the show: Watchmaker&#8217;s Daughter by Reeder<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-43363d82 elementor-widget elementor-widget-html\" data-id=\"43363d82\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href = \"http:\/\/www.iamreeder.com\/\"> Reeder's Site<\/a>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-4d90f440 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4d90f440\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-44bd347b\" data-id=\"44bd347b\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>There isn&#8217;t a single quality that is what makes or breaks a great sales engineer. There is also not one action that will push a Sales Engineer into greatness. We will discuss those here.<\/p>\n","protected":false},"author":5,"featured_media":1638,"comment_status":"open","ping_status":"open","sticky":false,"template":"elementor_header_footer","format":"standard","meta":{"_bbp_topic_count":0,"_bbp_reply_count":0,"_bbp_total_topic_count":0,"_bbp_total_reply_count":0,"_bbp_voice_count":0,"_bbp_anonymous_reply_count":0,"_bbp_topic_count_hidden":0,"_bbp_reply_count_hidden":0,"_bbp_forum_subforum_count":0,"publish_to_discourse":"","publish_post_category":"","wpdc_auto_publish_overridden":"","wpdc_topic_tags":"","wpdc_pin_topic":"","wpdc_pin_until":"","discourse_post_id":"","discourse_permalink":"","wpdc_publishing_response":"","wpdc_publishing_error":"","_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"ocean_post_layout":"full-screen","ocean_both_sidebars_style":"","ocean_both_sidebars_content_width":0,"ocean_both_sidebars_sidebars_width":0,"ocean_sidebar":"0","ocean_second_sidebar":"0","ocean_disable_margins":"enable","ocean_add_body_class":"","ocean_shortcode_before_top_bar":"","ocean_shortcode_after_top_bar":"","ocean_shortcode_before_header":"","ocean_shortcode_after_header":"","ocean_has_shortcode":"","ocean_shortcode_after_title":"","ocean_shortcode_before_footer_widgets":"","ocean_shortcode_after_footer_widgets":"","ocean_shortcode_before_footer_bottom":"","ocean_shortcode_after_footer_bottom":"","ocean_display_top_bar":"default","ocean_display_header":"default","ocean_header_style":"","ocean_center_header_left_menu":"0","ocean_custom_header_template":"0","ocean_custom_logo":0,"ocean_custom_retina_logo":0,"ocean_custom_logo_max_width":0,"ocean_custom_logo_tablet_max_width":0,"ocean_custom_logo_mobile_max_width":0,"ocean_custom_logo_max_height":0,"ocean_custom_logo_tablet_max_height":0,"ocean_custom_logo_mobile_max_height":0,"ocean_header_custom_menu":"0","ocean_menu_typo_font_family":"0","ocean_menu_typo_font_subset":"","ocean_menu_typo_font_size":0,"ocean_menu_typo_font_size_tablet":0,"ocean_menu_typo_font_size_mobile":0,"ocean_menu_typo_font_size_unit":"px","ocean_menu_typo_font_weight":"","ocean_menu_typo_font_weight_tablet":"","ocean_menu_typo_font_weight_mobile":"","ocean_menu_typo_transform":"","ocean_menu_typo_transform_tablet":"","ocean_menu_typo_transform_mobile":"","ocean_menu_typo_line_height":0,"ocean_menu_typo_line_height_tablet":0,"ocean_menu_typo_line_height_mobile":0,"ocean_menu_typo_line_height_unit":"","ocean_menu_typo_spacing":0,"ocean_menu_typo_spacing_tablet":0,"ocean_menu_typo_spacing_mobile":0,"ocean_menu_typo_spacing_unit":"","ocean_menu_link_color":"","ocean_menu_link_color_hover":"","ocean_menu_link_color_active":"","ocean_menu_link_background":"","ocean_menu_link_hover_background":"","ocean_menu_link_active_background":"","ocean_menu_social_links_bg":"","ocean_menu_social_hover_links_bg":"","ocean_menu_social_links_color":"","ocean_menu_social_hover_links_color":"","ocean_disable_title":"on","ocean_disable_heading":"default","ocean_post_title":"","ocean_post_subheading":"","ocean_post_title_style":"","ocean_post_title_background_color":"","ocean_post_title_background":0,"ocean_post_title_bg_image_position":"","ocean_post_title_bg_image_attachment":"","ocean_post_title_bg_image_repeat":"","ocean_post_title_bg_image_size":"","ocean_post_title_height":0,"ocean_post_title_bg_overlay":0.5,"ocean_post_title_bg_overlay_color":"","ocean_disable_breadcrumbs":"default","ocean_breadcrumbs_color":"","ocean_breadcrumbs_separator_color":"","ocean_breadcrumbs_links_color":"","ocean_breadcrumbs_links_hover_color":"","ocean_display_footer_widgets":"default","ocean_display_footer_bottom":"default","ocean_custom_footer_template":"0","ocean_post_oembed":"","ocean_post_self_hosted_media":"","ocean_post_video_embed":"","ocean_link_format":"","ocean_link_format_target":"self","ocean_quote_format":"","ocean_quote_format_link":"post","ocean_gallery_link_images":"off","ocean_gallery_id":[],"footnotes":""},"categories":[5],"tags":[149,150],"class_list":["post-1636","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-podcast","tag-sales-engineer-skills","tag-technical-sales-skills","entry","has-media"],"aioseo_notices":[],"post_mailing_queue_ids":[],"_links":{"self":[{"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/posts\/1636","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/users\/5"}],"replies":[{"embeddable":true,"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/comments?post=1636"}],"version-history":[{"count":0,"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/posts\/1636\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/verte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