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{"id":2212,"date":"2020-03-02T05:04:59","date_gmt":"2020-03-02T10:04:59","guid":{"rendered":"https:\/\/wethesalesengineers.com\/?p=2212"},"modified":"2020-03-02T05:04:59","modified_gmt":"2020-03-02T10:04:59","slug":"98-enabling-sales-enablement","status":"publish","type":"post","link":"https:\/\/vertexdimension.com\/wethese\/98-enabling-sales-enablement\/","title":{"rendered":"#98 Enabling Sales Enablement"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"2212\" class=\"elementor elementor-2212\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-f9e0dc8 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"f9e0dc8\" 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-21ab7746\" data-id=\"21ab7746\" 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-53c15045 elementor-widget elementor-widget-spacer\" data-id=\"53c15045\" 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-38be83bc elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"38be83bc\" 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\">#98 Enabling Sales Enablement<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7c5be6d5 elementor-widget elementor-widget-html\" data-id=\"7c5be6d5\" 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-48711717 elementor-widget elementor-widget-spacer\" data-id=\"48711717\" 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-25cd7c5e elementor-widget elementor-widget-image\" data-id=\"25cd7c5e\" 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\/03\/98-Enabling-Sales-Enablement-1024x683.png\" class=\"attachment-large size-large wp-image-2213\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/03\/98-Enabling-Sales-Enablement-1024x683.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/03\/98-Enabling-Sales-Enablement-300x200.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/03\/98-Enabling-Sales-Enablement-768x512.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/03\/98-Enabling-Sales-Enablement-1536x1024.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/03\/98-Enabling-Sales-Enablement-2048x1365.png 2048w\" 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-310cf9f1 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"310cf9f1\" 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-37a132a1\" data-id=\"37a132a1\" 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-5eb20617 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=\"5eb20617\" 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-66fbb91f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"66fbb91f\" 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-21a9d8c3\" data-id=\"21a9d8c3\" 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-61091cb2 elementor-widget elementor-widget-spacer\" data-id=\"61091cb2\" 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-d6957f0 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"d6957f0\" 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-401e56d1\" data-id=\"401e56d1\" 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-40a8c8cf elementor-widget elementor-widget-html\" data-id=\"40a8c8cf\" 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\/13360007\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/backward\/render-playlist\/no\/custom-color\/e8eae5\/\" 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-1cd4c4fc elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1cd4c4fc\" 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-2ba5efff\" data-id=\"2ba5efff\" 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-24d3d91f elementor-widget elementor-widget-spacer\" data-id=\"24d3d91f\" 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-877f816 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"877f816\" 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-bec864b\" data-id=\"bec864b\" 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-bc2cc0c elementor-widget elementor-widget-video\" data-id=\"bc2cc0c\" data-element_type=\"widget\" data-settings=\"{&quot;youtube_url&quot;:&quot;https:\\\/\\\/youtu.be\\\/dn-OS_Q1F60&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-75dfc4f4 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"75dfc4f4\" 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-4eb73ce2\" data-id=\"4eb73ce2\" 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-3597ecba elementor-widget elementor-widget-text-editor\" data-id=\"3597ecba\" 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\">Nathan Fierley\u00a0is the Senior Director of Sales Engineering at Bigtincan, a company that empowers sales organizations through sales enablement to provide the resources necessary for sales teams to more effectively sell to their target audience.\u00a0 Today\u2019s show covers a wide variety of topics, from learning what Sales Enablement is all about, learning what it means to be a player-coach, the lessons learned from working one job in how it can lead to the next, and so many other things &#8211; enjoy!<\/p><p>\u00a0<\/p><p dir=\"ltr\">Gartner\u2019s Definition of Sales Enablement:<\/p><p dir=\"ltr\">\u201cSales Enablement: The activities, systems, processes and information that support and promote knowledge-based sales interactions with client and prospects.\u201d<\/p><p>\u00a0<\/p><p dir=\"ltr\">Every experience has something to teach.<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">Nathan\u2019s retail experience at Apple gave him insight to how sales enablement could be done in a really good way &#8211; he wanted to be involved in bringing that type of employee experience to other organizations.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Output = Input: Not everyone is going to have Nathan\u2019s experience working in retail, but everyone can.\u00a0 Taking a vested interest in whatever the opportunity has to teach you\u00a0will\u00a0lead your professional growth down the line.\u00a0 More knowledge is never a bad thing.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Using tools at one job can eventually lead to you working for the company whose tools your previous company used. Learn anything that will help you grow!<\/p><\/li><\/ul><p>\u00a0<\/p><p dir=\"ltr\">What\u2019s it like selling to sales people?<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">Surprisingly enough, not very different from selling to anyone else!<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Sell value, everyone wants to reap value from a solution.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Sales may be the best, or the worst people to sell to. They know all the tricks and tactics, but also they know how to see value pretty quick.<\/p><\/li><\/ul><p>\u00a0<\/p><p dir=\"ltr\">Every company has sales enablement taking place in one capacity or another.\u00a0 If things aren\u2019t structured now, be proactive and start building out repositories and resources now.\u00a0 You have visibility into what so much of the rest of the organization do not &#8211; take advantage of it!<\/p><p>\u00a0<\/p><p dir=\"ltr\">How to contend with Build vs. Buy?<\/p><p>\u00a0<\/p><p dir=\"ltr\">This is the dilemma your customers will always face, should I buy this solution from your company or should I invest resources to build this in-house?<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">Always sell value, in the world of Sales Enablement, a big driving factor is:<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">Digital transformation.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\"><span style=\"color: #222222; font-family: Arial;\">Better employee\u00a0on-boarding\/retention.<\/span><\/p><\/li><\/ul><\/li><\/ul><p>\u00a0<\/p><p dir=\"ltr\"><span style=\"color: #222222; font-family: Arial;\">Consider the idea that your solution is not replacing\u00a0<\/span><span style=\"color: #222222; font-family: Arial;\">anyone&#8217;s<\/span><span style=\"color: #222222; font-family: Arial;\">\u00a0function, but rather is just supplementing\/complimenting it.<\/span><\/p><p>\u00a0<\/p><p dir=\"ltr\">In today\u2019s knowledge economy, having solutions that replace a part of someone\u2019s job doesn\u2019t mean the scope of their work is forever lessened, but rather that they are now enabled to leverage new tools to provide even more value to their organization.<\/p><p>\u00a0<\/p><p dir=\"ltr\">What is it like being a player-coach? How do you manage it?<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">Constant prioritization.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Its energizing learning the various perspectives of the individual contributors on the team.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Allows for both a high level and tactical level understanding of what\u2019s required to scale effectively.<\/p><\/li><\/ul><p>\u00a0<\/p><p dir=\"ltr\">What Does Nathan Look For In New Hires (either SEs or SE Leaders)?<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">Great attitude.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Ability to Listen and to Hear.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Can see and interpret technological trends.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">An understanding of sales methodologies and processes.<\/p><\/li><\/ul><p>\u00a0<\/p><p dir=\"ltr\"><span style=\"color: #222222; font-family: Arial;\">Don\u2019t settle after being\u00a0on-boarded, strive to\u00a0Ever-board.<\/span><\/p><p>\u00a0<\/p><p dir=\"ltr\">What is Ever-boarding?<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">Mindset of continuous learning.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Reintroduce key experiences to tenured people.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Ingest data in bite-sized chunks.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Have knowledge checks.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">87% of training is forgotten in 30 days if not used.<\/p><\/li><\/ul><p>\u00a0<\/p><p dir=\"ltr\">If you have the opportunity to use the solution you sell internally, then do it!<\/p><p dir=\"ltr\">Be your own best case study!<\/p><p>\u00a0<\/p><p dir=\"ltr\">Not So Fire Round:<\/p><ol><li dir=\"ltr\"><p dir=\"ltr\">What do you love about being an SE\/SE Leader?<\/p><ol><li dir=\"ltr\"><p dir=\"ltr\">The ability to help people get the most out of themselves &#8211; sometimes more than they even thought possible.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Identifying great people, prospects, opportunities &#8211; and then help each reach their potential.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">The method by which you get the most out of people will differ from person to person, there are tools that can enable you to identify the personal nuances for each person.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Lead using MBOs\/OKRs<\/p><ol><li dir=\"ltr\"><p dir=\"ltr\">Management By Objectives or Management Business Objectives (MBO): High level organizational goals that filter down to the team\/employee level, giving group and individual goals alignment to the overall company objectives.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Objectives and Key Results (OKR)<\/p><\/li><\/ol><\/li><\/ol><\/li><li dir=\"ltr\"><p dir=\"ltr\">What\u2019s something you\u2019d change about your role?<\/p><ol><li dir=\"ltr\"><p dir=\"ltr\">Want to be more strategic in how they operate.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Reduce the amount of Email used.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Have central areas of communication.<\/p><\/li><\/ol><\/li><li dir=\"ltr\"><p dir=\"ltr\">What are some books, tools and other resources you\u2019d recommend?<\/p><ol><li dir=\"ltr\"><p dir=\"ltr\">Become an expert in the tech stack you use at work (whether it be a messaging tool, an email client, a video conferencing service or any other) &#8211; the more effectively you can use these tools, the more effective you\u2019ll be at your job, and you\u2019ll be increasing your technical credibility in the eyes of your peers, which never hurts.<\/p><\/li><\/ol><\/li><li dir=\"ltr\"><p dir=\"ltr\">What separates the great SEs from the not so great ones?<\/p><ol><li dir=\"ltr\"><p dir=\"ltr\">The great ones are great colleagues, partners, people in general, and can identify the REAL reason for any ask &#8211; Root Cause Analysis.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Able to empower those around them to come to their own ideas of greatness and not just tell everyone what to do.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Able to tailor themselves to their audience.<\/p><\/li><\/ol><\/li><\/ol><p>\u00a0<\/p><p dir=\"ltr\">Resources Mentioned:<\/p><p>\u00a0<\/p><p dir=\"ltr\"><a href=\"https:\/\/www.linkedin.com\/in\/nathanfierley\/\" target=\"_blank\" rel=\"noopener\" data-saferedirecturl=\"https:\/\/www.google.com\/url?q=https:\/\/www.linkedin.com\/in\/nathanfierley\/&amp;source=gmail&amp;ust=1583157516805000&amp;usg=AFQjCNEFv4BuYRtdNiiR91FoxEf_DMaGDg\">Nathan\u2019s LinkedIn<\/a><\/p><p dir=\"ltr\"><a href=\"https:\/\/forum.wethesalesengineers.com\/\" target=\"_blank\" rel=\"noopener\" data-saferedirecturl=\"https:\/\/www.google.com\/url?q=https:\/\/forum.wethesalesengineers.com\/&amp;source=gmail&amp;ust=1583157516805000&amp;usg=AFQjCNFt6Qos2z2APANviCsZjxoqfGPISg\">The Forums<\/a><\/p><p dir=\"ltr\"><a href=\"https:\/\/www.sesociety.org\/\" target=\"_blank\" rel=\"noopener\" data-saferedirecturl=\"https:\/\/www.google.com\/url?q=https:\/\/www.sesociety.org\/&amp;source=gmail&amp;ust=1583157516805000&amp;usg=AFQjCNG8LKXeCj-e6MLd4eh8FDt9tlO6HA\">Sales Enablement Society<\/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-57b29ed1 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"57b29ed1\" 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-434146c9\" data-id=\"434146c9\" 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-33e6a005 elementor-grid-3 elementor-grid-tablet-2 elementor-grid-mobile-1 elementor-widget elementor-widget-portfolio\" data-id=\"33e6a005\" 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-8bf98c2 elementor-section-stretched elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"8bf98c2\" 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-7ae2796a\" data-id=\"7ae2796a\" 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-1298a61c elementor-widget elementor-widget-shortcode\" data-id=\"1298a61c\" 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-5caaa8ff elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5caaa8ff\" 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-344a8b9d\" data-id=\"344a8b9d\" 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-73a1c2ce elementor-widget elementor-widget-html\" data-id=\"73a1c2ce\" 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-1c8c522e elementor-widget elementor-widget-text-editor\" data-id=\"1c8c522e\" 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-6fbb51e1 elementor-widget elementor-widget-html\" data-id=\"6fbb51e1\" 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-85098ff elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"85098ff\" 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-591e64bc\" data-id=\"591e64bc\" 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>Nathan Fierley is the Senior Director of Sales Engineering at Bigtincan, a company that empowers sales organizations through sales enablement to provide the resources necessary for sales teams to more effectively sell to their target audience.<\/p>\n","protected":false},"author":5,"featured_media":2213,"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":"","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":"default","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":[322,323,324,325,321,7,131],"class_list":["post-2212","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-podcast","tag-apple","tag-big-tin-can","tag-bigtincan","tag-enablement","tag-sales-enablement","tag-sales-engineering","tag-sales-engineering-skills","entry","has-media"],"aioseo_notices":[],"post_mailing_queue_ids":[],"_links":{"self":[{"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/posts\/2212","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=2212"}],"version-history":[{"count":0,"href":"https:\/\/vertexdimension.com\/wethese\/wp-js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