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{"id":2187,"date":"2020-02-17T01:00:00","date_gmt":"2020-02-17T06:00:00","guid":{"rendered":"https:\/\/wethesalesengineers.com\/?p=2187"},"modified":"2020-02-17T01:00:00","modified_gmt":"2020-02-17T06:00:00","slug":"inch-deep-mile-wide-a-generalist-story","status":"publish","type":"post","link":"https:\/\/vertexdimension.com\/wethese\/inch-deep-mile-wide-a-generalist-story\/","title":{"rendered":"#96 Inch Deep, Mile Wide: A Generalist&#8217;s Story!"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"2187\" class=\"elementor elementor-2187\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-b84ccec elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"b84ccec\" 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-5a97375b\" data-id=\"5a97375b\" 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-2ba6a8dc elementor-widget elementor-widget-spacer\" data-id=\"2ba6a8dc\" 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-176f11e8 elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"176f11e8\" 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\">#96 Inch Deep, Mile Wide: A Generalist&#8217;s Story!<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e90a406 elementor-widget elementor-widget-html\" data-id=\"e90a406\" 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-75ab65c elementor-widget elementor-widget-spacer\" data-id=\"75ab65c\" 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-1682657f elementor-widget elementor-widget-image\" data-id=\"1682657f\" 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\/2020\/02\/96-Inch-Deep-Mile-Wide_-A-Generalist-Story-1024x683.png\" class=\"attachment-large size-large wp-image-2188\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/02\/96-Inch-Deep-Mile-Wide_-A-Generalist-Story-1024x683.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/02\/96-Inch-Deep-Mile-Wide_-A-Generalist-Story-300x200.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/02\/96-Inch-Deep-Mile-Wide_-A-Generalist-Story-768x512.png 768w, 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elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-914acf6 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=\"914acf6\" 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 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data-id=\"36e2c2dd\" 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-517706eb\" data-id=\"517706eb\" 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-6178672b elementor-widget elementor-widget-html\" data-id=\"6178672b\" 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\/13165370\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/backward\/render-playlist\/no\/custom-color\/fafaf9\/\" 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-258af19 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"258af19\" 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-ac99acd\" data-id=\"ac99acd\" 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-08febe6 elementor-widget elementor-widget-video\" data-id=\"08febe6\" data-element_type=\"widget\" data-settings=\"{&quot;youtube_url&quot;:&quot;https:\\\/\\\/youtu.be\\\/pgjFrN7fUgo&quot;,&quot;video_type&quot;:&quot;youtube&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-wrapper elementor-open-inline\">\n\t\t\t<div class=\"elementor-video\"><\/div>\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-17d3e9cd elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"17d3e9cd\" 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-73b6fe15\" data-id=\"73b6fe15\" 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-3a582c6 elementor-widget elementor-widget-spacer\" data-id=\"3a582c6\" 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-4793f12b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4793f12b\" 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-49147ddb\" data-id=\"49147ddb\" 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-62f42a87 elementor-widget elementor-widget-text-editor\" data-id=\"62f42a87\" 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 dir=\"ltr\">Bryan Young is an experienced SE who works for Cisco, one of the largest technology conglomerates in the world. Today we cover some of the unique perspectives of an SE who has to know so much about a constantly changing technology stack. We also discuss the dynamic between SE Generalists and Specialists, the importance of understanding the human side of selling, social selling, and a number of other topics.<\/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-6844c190 elementor-widget elementor-widget-text-editor\" data-id=\"6844c190\" 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-size: 29px;\">In this show we will discuss:<\/span><\/h1><p dir=\"ltr\">The Generalist vs. The Specialist<\/p><p dir=\"ltr\">According to the Oxford Dictionary:<b><\/b><\/p><p dir=\"ltr\">Generalist: \u201ca person competent in several different fields or activities.\u201d<\/p><p dir=\"ltr\">vs.<\/p><p dir=\"ltr\">Specialist: \u201ca person who concentrates primarily on a particular subject or activity; a person highly skilled in a specific and restricted field.\u201d<\/p><p dir=\"ltr\">On the topic of having to know so much:<\/p><p dir=\"ltr\">It is natural to feel anxious to be responsible to know everything about the topics you\u2019re supposed to know about, however\u2026<\/p><p dir=\"ltr\">\u201cYou only have to be 15 mins ahead of your customer\/prospect,\u201d\u00a0<\/p><p dir=\"ltr\">Whether you\u2019re a Generalist or a Specialist, there\u2019s a lot of content that you likely expect yourself to know.\u00a0 Don\u2019t stress about your known unknowns or even your unknown unknowns so long as you can comfortably feel like you are 15 mins ahead of your customer at most times.\u00a0 If topics change to areas you\u2019re not as comfortable in, the credibility you\u2019ve gained up to that point by being ahead of the conversation will soften the impact of your lack of understanding of the current topic.<\/p><p dir=\"ltr\">When working in organizations that have Generalists and Specialists, regardless of what type you are, you have to learn to work with those and leverage the resources around you.<\/p><p dir=\"ltr\">Being a Generalist allows you to broaden your perspective of how different industries function, what different companies need and you can use your experience from one interaction in creative ways to relate to an entirely different interaction.\u00a0 It helps you relate and get to know many different types of needs and requirements across verticals.\u00a0As a Generalist, you should consider bringing in a Specialist to support you in an area you\u2019re not an expert on.<\/p><p dir=\"ltr\">As a Specialist, you should consider learning from Generalists to broaden your own understanding of the overall product offering and suite.\u00a0\u00a0<\/p><p dir=\"ltr\">Specialists can be in high demand &#8211; how do Generalists get the time of day from their Specialist counterparts? How do I deal with an unresponsive colleague?<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">Communication is key &#8211; if certain attempts to contact do not work, change method.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">If all methods do not work &#8211; have a defensible due diligence trail showing your efforts.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Learn from past failures to be better in the future.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Take ownership for situations that you are in control of.<\/p><\/li><\/ul><p dir=\"ltr\">Leadership typically LOVE those that take ownership.<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">Go the extra mile &#8211; if you\u2019re involvement to a project is inhibited by the process (or other reasons) and you have a stake in that project\u2019s success, be involved and aware of that project right up to the line of what\u2019s acceptable<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">TAKE OWNERSHIP EVEN IF IT\u2019S NOT YOUR FAULT &#8211; there are always lessons to be learned from every outcome.<\/p><\/li><\/ul><p dir=\"ltr\">When working with Specialists as a Generalist or vice versa &#8211; use your discretion to define what\u2019s appropriate.<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">Resources are finite, you don\u2019t want to overburden your colleagues unnecessarily.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">On the flip side, be aware when you SHOULD bring in Specialists because you don\u2019t want to NOT use them when they are necessary.<\/p><\/li><\/ul><p dir=\"ltr\">Generalists can still have their areas of expertise &#8211; some organizations will have a pool of Generalists with each having their own areas of expertise.\u00a0 SE organizations with this specialized pool of Generalists can have multiple Generalist skill sets complement each other.<\/p><p dir=\"ltr\">Good Selling Advice:<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">Price isn\u2019t the hill to die on &#8211; VALUE is. Sell your value, sell your competitive advantages, DO NOT sell your price.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Fighting on price can devalue your solution in the eyes of your prospect.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Connect to your audience on a\u00a0human\u00a0level.\u00a0 If you can show that you\u00a0get\u00a0them, they\u2019ll trust you to help them.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">There\u2019s more to Sales Engineering than getting the technical win, you have to make that connection &#8211; people buy from people they like.<\/p><\/li><\/ul><p dir=\"ltr\">The Enabler vs The Salesperson<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">You want to be an &#8220;enabler&#8221; vs. a &#8220;salesperson&#8221; You want to be their trusted advisor, you want to enable them to be more productive, save time, money, etc.<\/p><\/li><\/ul><p dir=\"ltr\">Think about how you like to be sold to.\u00a0 Do you like to be beaten down with sales pitches and value statements on how your company can be helped or would you rather feel empowered to champion the introduction of a new kick-a** solution to help your company?<\/p><p dir=\"ltr\">Not So Fire Round:<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">Bryan loves maintaining a relationship with his prospect even after an interaction is complete.\u00a0 He becomes the trusted advisor not just one time, but for the duration of their relationship.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">He makes use of multiple techniques, including Social Selling via his podcast, Conf T With Your SE: The World of Cisco By Those That Know It Best.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">There are so many great resources out there (whether they be internally or externally) but there needs to be a better way to keep it all organized for more effective use.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">What Separates the Great SEs from the rest?<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">Being adaptive, flexible, agile.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Being able to think on the fly is great, but be sure to take your time to think of your solution before just spitballing.<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">Sometimes it\u2019s good to \u201cdo not solution on the first date,\u201d<\/p><\/li><\/ul><\/li><\/ul><\/li><\/ul><p dir=\"ltr\">Other resources mentioned:<\/p><p dir=\"ltr\"><a href=\"https:\/\/www.linkedin.com\/in\/bryyoung\/\" target=\"_blank\" rel=\"noopener\" data-saferedirecturl=\"https:\/\/www.google.com\/url?q=https:\/\/www.linkedin.com\/in\/bryyoung\/&amp;source=gmail&amp;ust=1581901024629000&amp;usg=AFQjCNEtCvBT6lwUS-M3eabN2Jh_RzWFkg\">Bryan\u2019s LinkedIn<\/a><\/p><p dir=\"ltr\"><a href=\"https:\/\/link.chtbl.com\/egz4rsBH\" target=\"_blank\" rel=\"noopener\" data-saferedirecturl=\"https:\/\/www.google.com\/url?q=http:\/\/conft.libsyn.com\/&amp;source=gmail&amp;ust=1581901024629000&amp;usg=AFQjCNFcYFi9RKmNelb9BlzUsoGGkF0Q1Q\">Conf T With Your SE<\/a><\/p><p dir=\"ltr\"><a href=\"https:\/\/www.linkedin.com\/feed\/update\/urn:li:activity:6632920038506590208\/\">Mark Green &#8211; 2 Minute Tuesdays<\/a><\/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-6eed389f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6eed389f\" 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-400afce6\" data-id=\"400afce6\" 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-75cd65f9 elementor-grid-3 elementor-grid-tablet-2 elementor-grid-mobile-1 elementor-widget elementor-widget-portfolio\" data-id=\"75cd65f9\" 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-4f5d8258 elementor-section-stretched elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4f5d8258\" 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-45cbd177\" data-id=\"45cbd177\" 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-7ee212ef elementor-widget elementor-widget-shortcode\" data-id=\"7ee212ef\" 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-273d83a9 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"273d83a9\" 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-4ba04529\" data-id=\"4ba04529\" 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-6a27ddfd elementor-widget elementor-widget-html\" data-id=\"6a27ddfd\" 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<script src=\"\/\/platform.linkedin.com\/in.js\" type=\"text\/javascript\"><\/script>\r\n<script type=\"IN\/MemberProfile\" data-id=\"linkedin.com\/in\/ericwwatson\" data-format=\"inline\" data-related=\"false\"><\/script>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-55c67cbe elementor-widget elementor-widget-text-editor\" data-id=\"55c67cbe\" 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-74eec176 elementor-widget elementor-widget-html\" data-id=\"74eec176\" 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-1af481be elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1af481be\" 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-4f45c7ef\" data-id=\"4f45c7ef\" 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>Bryan Young is an experienced SE who works for Cisco, one of the largest technology conglomerates in the world. Today we cover some of the unique perspectives of an SE who has to know so much about a constantly changing technology stack. We also discuss the dynamic between SE Generalists and Specialists, the importance of understanding the human side of selling, social selling, and a number of other topics.<\/p>\n","protected":false},"author":5,"featured_media":2188,"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":[312,310,311,7,313,315,314,316],"class_list":["post-2187","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-podcast","tag-cisco","tag-generalist","tag-pivot","tag-sales-engineering","tag-se-generalist","tag-se-specialist","tag-specialist","tag-virtual-ses","entry","has-media"],"aioseo_notices":[],"post_mailing_queue_ids":[],"_links":{"self":[{"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/posts\/2187","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=2187"}],"version-history":[{"count":0,"href":"https:\/\/vertexdimension.com\/wethese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