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{"id":2231,"date":"2020-03-16T01:00:00","date_gmt":"2020-03-16T06:00:00","guid":{"rendered":"https:\/\/wethesalesengineers.com\/?p=2231"},"modified":"2020-03-16T01:00:00","modified_gmt":"2020-03-16T06:00:00","slug":"100-cast-a-big-shadow","status":"publish","type":"post","link":"https:\/\/vertexdimension.com\/wethese\/100-cast-a-big-shadow\/","title":{"rendered":"#100 Cast A Big Shadow!"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"2231\" class=\"elementor elementor-2231\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3762c383 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3762c383\" 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-273fb6d8\" data-id=\"273fb6d8\" 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-5a5ce8b5 elementor-widget elementor-widget-spacer\" data-id=\"5a5ce8b5\" 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-5d5d9e47 elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"5d5d9e47\" 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\">#100 Cast A Big Shadow!<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5ac9191e elementor-widget elementor-widget-html\" data-id=\"5ac9191e\" 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-6b382361 elementor-widget elementor-widget-spacer\" data-id=\"6b382361\" 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-7d0a0dae elementor-widget elementor-widget-image\" data-id=\"7d0a0dae\" 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\/100-Cast-a-Big-Shadow-1024x683.png\" class=\"attachment-large size-large wp-image-2233\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/03\/100-Cast-a-Big-Shadow-1024x683.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/03\/100-Cast-a-Big-Shadow-300x200.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/03\/100-Cast-a-Big-Shadow-768x512.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/03\/100-Cast-a-Big-Shadow-1536x1024.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/03\/100-Cast-a-Big-Shadow-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-57948533 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"57948533\" 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-f60e9a4\" data-id=\"f60e9a4\" 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-3c6431f1 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=\"3c6431f1\" 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-89b1c33 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"89b1c33\" 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-2a471f96\" data-id=\"2a471f96\" 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-2aec71d5 elementor-widget elementor-widget-spacer\" data-id=\"2aec71d5\" 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-5a066eb elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5a066eb\" 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-32a87f4\" data-id=\"32a87f4\" 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-60a00fed elementor-widget elementor-widget-html\" data-id=\"60a00fed\" 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\/13555616\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/backward\/render-playlist\/no\/custom-color\/edeeec\/\" 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-3d4be244 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3d4be244\" 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-65ab0306\" data-id=\"65ab0306\" 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-5dbca497 elementor-widget elementor-widget-spacer\" data-id=\"5dbca497\" 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-cd5dcaa elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"cd5dcaa\" 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-b1bab3d\" data-id=\"b1bab3d\" 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-db88848 elementor-widget elementor-widget-video\" data-id=\"db88848\" data-element_type=\"widget\" data-settings=\"{&quot;youtube_url&quot;:&quot;https:\\\/\\\/youtu.be\\\/BlNlIw65NBQ&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-431dc452 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"431dc452\" 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-719b864a\" data-id=\"719b864a\" 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-464581a5 elementor-widget elementor-widget-text-editor\" data-id=\"464581a5\" 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><span style=\"font-weight: 400;\">The Centennial Show.\u00a0 Show 100. This one is a special one, bringing together three behemoths in Sales Engineering leadership to speak about Sales Engineering as it is, where it came from, where it\u2019s going, how it&#8217;s valuable and how to be better at it.\u00a0 Chris White, Greg Holmes and John Care share their insights in this show you do not want to miss.<\/span><\/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-2c5a752 elementor-widget elementor-widget-text-editor\" data-id=\"2c5a752\" 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><span style=\"font-weight: 400;\">What is a Sales Engineer?<\/span><\/p><p><span style=\"font-weight: 400;\">Sales Engineer, Solutions Consultant, Solution Advisor, Specialist, Generalist &#8211; and many more &#8211;\u00a0 there are a lot of names for this role, why is this? And what do they do?<\/span><\/p><p><span style=\"font-weight: 400;\">Every nuanced job descri[tion of each of these roles is going to be different from each other, but the essence of each remains the same &#8211; to be \u201cThe Technical Conscious of the Sales Role\u201d.<\/span><\/p><p><span style=\"font-weight: 400;\">Variation in titles and roles can be attributed to ranges and contexts &#8211; everything lives on a spectrum nowadays, and there are all sorts of pre-sales roles.\u00a0 Some that are more technical vs. business-oriented, some speaking to high-level executives vs. practical users, some working as generalists vs. as specialists &#8211; all comes down to being that trusted advisor in the sales process that ACTUALLY SHOWS the prospect where the value is in the solution being sold.<\/span><\/p><p><span style=\"font-weight: 400;\">Has Sales Engineering Changed Over Time?<\/span><\/p><p><span style=\"font-weight: 400;\">In a word, yes.<\/span><\/p><p><span style=\"font-weight: 400;\">A survey of around 2000 mid-sr level executives conducted by Mastering Technical Sales found what it is that leadership wants to see from the pre-sales teams selling to them.<\/span><\/p><p><span style=\"font-weight: 400;\">They want someone who&#8230;<\/span><\/p><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Understands their business.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Can develop innovative solutions with their staff.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Clearly and effectively communicates with them.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Is a trusted advisor that I know will do the right thing for me and my company.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Has a deep technical understanding of the product.<\/span><\/li><\/ol><p><span style=\"font-weight: 400;\">This has NOT always been the case.<\/span><\/p><p><span style=\"font-weight: 400;\">Only 20-30 years ago, having a deep technical knowledge of the product used to be number 1 &#8211; oh how things have changed.<\/span><\/p><p><span style=\"font-weight: 400;\">Develop your people skills, your sales skills, your business skills &#8211; prospects have all of the technical information at their fingertips (via your website, trials, webinars, whitepapers, etc), they need someone who can communicate to them the competitive advantages of your solution.<\/span><\/p><p><span style=\"font-weight: 400;\">What about the future of Sales Engineering?<\/span><\/p><p><span style=\"font-weight: 400;\">More sales enablement tools are being introduced to allow SEs to allocate more time towards higher value-adding activities. Salespeople are becoming more technical and Sales Engineers are being required to be more business-oriented.<\/span><\/p><p><span style=\"font-weight: 400;\">The amount of time during the overall sales cycle (particularly for bigger companies) that is spent on the demo specifically is decreasing; more time is being spent on the relationship building, the discovery, the value delivery &#8211; these human elements of the role are going to remain critical skills for the Sales Engineer of the future.<\/span><\/p><p><span style=\"font-weight: 400;\">Be a more strategic partner to the Account Executive\/Manager &#8211; you will know things the sales rep will not &#8211; you will also be told things that won\u2019t be told to the sales rep &#8211; leverage this knowledge.\u00a0 Be more proactive vs. reactive.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">The very best AE \/ SE Teams are the ones that go see the same prospect but attend different meetings.<\/span><\/p><p><span style=\"font-weight: 400;\">How Can Sales Reps and Sales Engineers Understand Each Other Better?<\/span><\/p><p><span style=\"font-weight: 400;\">We are wired differently, work on different things, have different skill sets, tastes, and preferences &#8211; but we also have to work closely together &#8211; how do I reduce tension, increase collaboration and overall provide a better environment for all?<\/span><\/p><p><span style=\"font-weight: 400;\">Conduct training together &#8211; have each side understand what the other side goes through.<\/span><\/p><p><span style=\"font-weight: 400;\">Understand that the technical buying process doesn\u2019t necessarily take place at the same time as the normal selling process.\u00a0 Every customer will evaluate solutions differently.<\/span><\/p><p><span style=\"font-weight: 400;\">Community Questions:<\/span><\/p><p><span style=\"font-weight: 400;\">How can SEs measure and show their individual value during the sales process?<\/span><\/p><p><span style=\"font-weight: 400;\">It is best looked at from an organizational perspective.<\/span><\/p><p><span style=\"font-weight: 400;\">SEs are considered HIGHLY valuable by prospect buying teams &#8211; leadership needs to consider the impact on sales if the SE team all walked out &#8211; or even if the top SE walked out.<\/span><\/p><p><span style=\"font-weight: 400;\">Measuring on the individual level can get messy.<\/span><\/p><p><span style=\"font-weight: 400;\">Measuring your activity is one way to quantify your results but you also can\u2019t always equate results with value.\u00a0\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">However, it is important to be able to give people an incentive to strive for as a team while having mechanisms in place for individual improvement.<\/span><\/p><p><span style=\"font-weight: 400;\">What\u2019s most rewarding between being an individual contributor vs. a manager?<\/span><\/p><p><span style=\"font-weight: 400;\">Different people will want different things.<\/span><\/p><p><span style=\"font-weight: 400;\">If you get satisfaction from being that trusted advisor, being the subject matter expert, getting the individual glory &#8211; then being an individual contributor is likely best.<\/span><\/p><p><span style=\"font-weight: 400;\">If you get satisfaction from building teams, developing those around you to be better than yourself, seeing others on your team bask in the limelight, then being a manager is likely best.<\/span><\/p><p><span style=\"font-weight: 400;\">The best individual contributors will likely make more than their managers &#8211; but managers will be able to have a wider view of the organization and its direction.<\/span><\/p><p><span style=\"font-weight: 400;\">Interesting point: The skills required to be a good SE Manager aren\u2019t always the same skills required to be a good SE.\u00a0 In contrast, a good Sales Manager typically requires the same skills required to be a good Sales Rep.<\/span><\/p><p><span style=\"font-weight: 400;\">From John Care:<\/span><\/p><p><span style=\"font-weight: 400;\">The 3 Rules of SE Management:<\/span><\/p><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Develop your people.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Run Pre-Sales like a business.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Delight and serve your customers.<\/span><\/li><\/ol><p><span style=\"font-weight: 400;\">Layered over all of that is Manage Yourself.<\/span><\/p><p><span style=\"font-weight: 400;\">Nowhere does it say: \u201chit your number\u201d.\u00a0 Only by doing those 3+1 things exceptionally well will you hit your number.<\/span><\/p><p><span style=\"font-weight: 400;\">Who Owns The Relationship?<\/span><\/p><p><span style=\"font-weight: 400;\">Neither the SE nor the Sales Rep.\u00a0 The Team owns the relationship.<\/span><\/p><p><span style=\"font-weight: 400;\">If you want to change the culture to have a more collaborative relationship with your sales rep(s), be the change you want to see. Suggest what you think is best, be proactive.\u00a0 If a rep insists to be there with you, then spend the time to take in the room &#8211; observe dynamics.<\/span><\/p><p><span style=\"font-weight: 400;\">Overall in all that you do, go out there and cast a big shadow.<\/span><\/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-4c4cd6b8 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4c4cd6b8\" 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-57548953\" data-id=\"57548953\" 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-397665d4 elementor-widget elementor-widget-text-editor\" data-id=\"397665d4\" 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-543d161 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"543d161\" 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-e3e3785\" data-id=\"e3e3785\" 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-63ca963 elementor-widget elementor-widget-text-editor\" data-id=\"63ca963\" 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><a href=\"https:\/\/www.demodoctor.com\/\"><span style=\"font-weight: 400;\">Demo Doctor (Chris White)<\/span><\/a><\/p><p><a href=\"https:\/\/masteringtechnicalsales.com\/\"><span style=\"font-weight: 400;\">Mastering Technical Sales (John Care)<\/span><\/a><\/p><p><a href=\"https:\/\/www.salesengineerguy.com\/\"><span style=\"font-weight: 400;\">The Sales Engineer Guy (Greg Holmes)<\/span><\/a><\/p><p><a href=\"https:\/\/www.amazon.com\/gp\/product\/1401301304\/ref=as_li_ss_tl?ie=UTF8&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=10232c01209b50ff9643e08a8b76c97b&amp;language=en_US\"><span style=\"font-weight: 400;\">What Got Your Here Won\u2019t Get You There: How Successful People Become Even More Successful by Marshall Goldsmith and Mark Reiter<\/span><\/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-275feaea elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"275feaea\" 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-627afc58\" data-id=\"627afc58\" 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-1edd6f81 elementor-grid-3 elementor-grid-tablet-2 elementor-grid-mobile-1 elementor-widget elementor-widget-portfolio\" data-id=\"1edd6f81\" 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-7ef4701d elementor-section-stretched elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7ef4701d\" 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-71dbe5fc\" data-id=\"71dbe5fc\" 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-5b41a172 elementor-widget elementor-widget-shortcode\" data-id=\"5b41a172\" 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-1f4d8d87 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1f4d8d87\" 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-66ce2335\" data-id=\"66ce2335\" 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-62e1347 elementor-widget elementor-widget-html\" data-id=\"62e1347\" 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-1c230593 elementor-widget elementor-widget-text-editor\" data-id=\"1c230593\" 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-78f8c50 elementor-widget elementor-widget-html\" data-id=\"78f8c50\" 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-4f8908d elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4f8908d\" 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-448ac7cc\" data-id=\"448ac7cc\" 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>The Centennial Show.  Show 100.  This one is a special one, bringing together three behemoths in Sales Engineering leadership to speak about Sales Engineering as it is, where it came from, where it\u2019s going, how it&#8217;s valuable and how to be better at it.  Chris White, Greg Holmes and John Care share their insights in this show you do not want to 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