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{"id":2572,"date":"2020-07-20T01:00:00","date_gmt":"2020-07-20T06:00:00","guid":{"rendered":"https:\/\/wethesalesengineers.com\/?p=2572"},"modified":"2020-07-20T01:00:00","modified_gmt":"2020-07-20T06:00:00","slug":"118-the-creativity-of-sales-engineering","status":"publish","type":"post","link":"https:\/\/vertexdimension.com\/wethese\/118-the-creativity-of-sales-engineering\/","title":{"rendered":"#118 The Creativity of Sales Engineering"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"2572\" class=\"elementor elementor-2572\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-6cb1b7fd elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6cb1b7fd\" 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-5ffdb7ae\" data-id=\"5ffdb7ae\" 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-26fff198 elementor-widget elementor-widget-spacer\" data-id=\"26fff198\" 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-8e76d8a elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"8e76d8a\" 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\">#118 The Creativity of Sales Engineering<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-71d875e7 elementor-widget elementor-widget-html\" data-id=\"71d875e7\" 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-4b10135 elementor-widget elementor-widget-spacer\" data-id=\"4b10135\" 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-69c3193 elementor-widget elementor-widget-image\" data-id=\"69c3193\" 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\/07\/118-1-1024x683.png\" class=\"attachment-large size-large wp-image-2573\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/118-1-1024x683.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/118-1-300x200.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/118-1-768x512.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/118-1-1536x1024.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/118-1-2048x1365.png 2048w\" 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elementor-share-buttons--color-official elementor-widget elementor-widget-share-buttons\" data-id=\"1936fa3e\" 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-41011989 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"41011989\" 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-679d6e1e\" data-id=\"679d6e1e\" 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-12a434b9 elementor-widget elementor-widget-spacer\" data-id=\"12a434b9\" 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-5255b7d6 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5255b7d6\" 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-564809be\" data-id=\"564809be\" 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-11fff9e4 elementor-widget elementor-widget-html\" data-id=\"11fff9e4\" 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\/15260522\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/backward\/render-playlist\/no\/custom-color\/e9ebe3\/\" 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-21043d25 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"21043d25\" 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-5c50a840\" data-id=\"5c50a840\" 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-2f8c688a elementor-widget elementor-widget-spacer\" data-id=\"2f8c688a\" 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-47cb9e6 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"47cb9e6\" 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-fd42432\" data-id=\"fd42432\" 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-5b17d3b elementor-widget elementor-widget-video\" data-id=\"5b17d3b\" data-element_type=\"widget\" data-settings=\"{&quot;youtube_url&quot;:&quot;https:\\\/\\\/youtu.be\\\/E7inwn9WyRQ&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-6629f763 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6629f763\" 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-7be73452\" data-id=\"7be73452\" 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-981d625 elementor-widget elementor-widget-text-editor\" data-id=\"981d625\" 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;\">As Sales Engineers, we often focus on the process \u2013 learning how to get better at sales, qualifications, discovery skills, demos, but rarely do we associate creativity to help us\u2026 until this podcast. Today we sit down with Patrick Pissang, a thought-leading sales engineering coach and trainer from Germany, to learn all about how we as Sales Engineers can lead with creativity and the unexpected so we stick in our client\u2019s minds. He shares with us his valuable insights on how mindset is so important for a pre-sales team, how creative SEs can be in their careers to get more deals and help their account managers, secret tips to create a vision for your clients, and breaking the mold of what a pre-sales position should be and making it your own.<\/span><\/p><p><b>Key Takeaways<\/b><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">Join in on our conversation and learn:<\/span><\/p><ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What Patrick does currently and how he became an SE coach and trainer<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How he balances his time between developing business with clients, coaching and training pre-sales teams, and giving them a burning desire for products or software<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Why he believes Sales Engineers should focus on mindset training first before going into demo training\u00a0<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How his past experiences being in the pre-sales team allowed him to think more creatively in creating a vision for your clients<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Why you should always ask your account managers and executives \u201cWhy do we want to win this account?\u201d<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How the pre-sales team can be more than just a resource in the company but also as a co-lead for opportunity deals<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Six Secret Tips to lead with the unexpected and stick in the client\u2019s mind<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">A Day in the Life, Idea Sex, Press Release of the Future and System Thinking<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How you can model your software in a way that it solves problems for your clients<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How he finds time to come up with creative ideas despite his busy schedule<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How he started meditation to reframe his mindset<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Why he left an already successful SE career to start his own company<\/span><\/li><\/ul><p><b>Quotes:<\/b><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">On how we can be more creative as a sales engineer: <\/span><b><i>\u201cBe bold, use your creativity, engage with clients in a way they haven\u2019t seen before, do everything you can to build a vision for your client because you can differentiate yourself as a pre-sales engineer for every deal.\u201d<\/i><\/b><\/p><p><span style=\"font-weight: 400;\">On how to develop business: <\/span><b><i>\u201cSometimes you complain because you only get bad opportunities. If this is the case, why don\u2019t you go out and find a new opportunity? You have everything in your toolbox (even as a pre-sales) so go out and make a new opportunity. There is nothing holding you back, make yourself happy.\u201d\u00a0<\/i><\/b><\/p><p><span style=\"font-weight: 400;\">His take on having a risk mitigation strategy: <\/span><b><i>\u201cEvery pre-sales team goes into a demo exercise, demo training and after that, we expect more sales. That\u2019s pure risk mitigation because you put the process on people, and I think that\u2019s a bit misleading in pre-sales\u2026You limit the people and you make them equal. Sales come from different people having different ideas, joining them, and going forward, or else it alone could never be a complex software. We have different roles, skills, and strengths in a pre-sales team, and we need to play them out instead of putting a risk mitigation process.\u201d<\/i><\/b><\/p><p><strong>Not so Fire Round<br \/><\/strong><\/p><ol><li><strong> What do you love about being a freelance SE coach and trainer?<\/strong><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">\u201cMy freedom, my family, and I can do whatever I like.\u201d<\/span><\/li><li><strong>What would you change about your role?<\/strong><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">\u201c(In terms of) scaling, I would hire people earlier, delegate more work to have more ideas.\u201d<\/span><\/li><li><span style=\"font-weight: 400;\">\u00a0<strong>Are there any books, tools, resources that you can recommend to sales engineers?<\/strong><\/span><\/li><\/ol><p><span style=\"color: #00ccff;\"><a style=\"color: #00ccff;\" href=\"https:\/\/www.amazon.com\/Mastering-Technical-Sales-Professional-Development\/dp\/1608077446\/ref=as_li_ss_tl?keywords=mastering+technical+sales&amp;qid=1552267405&amp;s=books&amp;sr=1-1&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=945849d09fe36193f085b0c3afc2c9f4\"><span style=\"font-weight: 400;\">Mastering Technical Sales: The Sales Engineer&#8217;s Handbook 3rd Edition by John Care<\/span><\/a><\/span><\/p><p><span style=\"color: #00ccff;\"><a style=\"color: #00ccff;\" href=\"https:\/\/www.amazon.com\/gp\/product\/081443990X\/ref=as_li_ss_tl?ie=UTF8&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=3ef85495cfc469416b0f37bd5df50200&amp;language=en_US\"><span style=\"font-weight: 400;\">Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want by Lee B. Salz<\/span><\/a><\/span><\/p><p><span style=\"color: #00ccff;\"><a style=\"color: #00ccff;\" href=\"https:\/\/www.amazon.com\/Habits-Highly-Effective-People-Powerful\/dp\/1982137274\/ref=as_li_ss_tl?_encoding=UTF8&amp;qid=1595126921&amp;sr=1-1&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=9245043eb8fae29643adccaf2e480dee&amp;language=en_US\"><span style=\"font-weight: 400;\">The 7 Habits of Highly Effective People: 30th Anniversary Edition Paperback \u2013 Special Edition, May 19, 2020<\/span><\/a><\/span><\/p><p><span style=\"color: #00ccff;\"><a style=\"color: #00ccff;\" href=\"https:\/\/www.amazon.com\/Total-Recall-Unbelievably-True-Story\/dp\/1451662440\/ref=as_li_ss_tl?_encoding=UTF8&amp;qid=1595126997&amp;sr=1-1&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=c685f1b52828ab4f79d237f47e974327&amp;language=en_US\"><span style=\"font-weight: 400;\">Total Recall: My Unbelievably True Life Story by <\/span><span style=\"font-weight: 400;\">Arnold Schwarzenegger\u00a0<\/span><\/a><\/span><\/p><p><a href=\"https:\/\/www.amazon.com\/Vivid-Vision-Remarkable-Aligning-Business\/dp\/161961877X\/ref=as_li_ss_tl?_encoding=UTF8&amp;qid=1595127063&amp;sr=1-1&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=d5084f666ff8a2cbd131d25e692c5079&amp;language=en_US\"><span style=\"color: #00ccff;\"><span style=\"font-weight: 400;\">Vivid Vision: A Remarkable Tool for Aligning Your Business Around a Shared Vision of the Future by Cameron Herold<\/span><span style=\"font-weight: 400;\"><br \/><\/span><\/span><span style=\"font-weight: 400;\"><br \/><\/span><\/a><strong>4. What separates great sales engineers from the not so great ones?<\/strong><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">Discovery skills, how to talk with the client, when to ask business-related questions. Not being afraid to ask the WHYs and go deep into the business.<\/span><\/p><p><span style=\"font-weight: 400;\">Connect with Patrick Pissang on <\/span><span style=\"color: #0000ff;\"><a style=\"color: #0000ff;\" href=\"https:\/\/www.linkedin.com\/in\/patrickpissang\/\"><span style=\"font-weight: 400;\">Linkedin<\/span><\/a><span style=\"font-weight: 400;\">:\u00a0<\/span><\/span><\/p><p><span style=\"color: #0000ff;\"><a style=\"color: #0000ff;\" href=\"https:\/\/patrickpissang.de\/\"><span style=\"font-weight: 400;\">Patrick\u2019s Website<\/span><\/a><\/span><\/p><p><span style=\"color: #0000ff;\"><a style=\"color: #0000ff;\" href=\"https:\/\/salesengineeringmap.com\/\">A fantastic map to all the different SE tools created by Patrick<\/a><\/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-36ba681f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"36ba681f\" 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-79ea011a\" data-id=\"79ea011a\" 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-392045ff elementor-grid-3 elementor-grid-tablet-2 elementor-grid-mobile-1 elementor-widget elementor-widget-portfolio\" data-id=\"392045ff\" 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-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<article class=\"elementor-portfolio-item elementor-post  post-5012 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-becoming-a-sales-engineer tag-customer-office-hours tag-demonstrating-workflows tag-educating-customers tag-managing-our-work-time tag-managing-the-schedule tag-presales tag-ramzi-marjaba tag-sales-engineer-organization-structure tag-sales-engineering tag-solutions-engineer-vs-sales-engineer tag-supporting-the-customers tag-training-new-account-managers tag-tremble tag-we-the-ses tag-working-with-customers tag-working-with-product-management tag-working-with-sales entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/205-sacrifice-and-dedication-have-a-great-payoff\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-300x183.png\" class=\"attachment-medium size-medium wp-image-5016\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1536x937.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-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#205 Sacrifice and Dedication Have a Great Payoff\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-78aa5182 elementor-section-stretched elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"78aa5182\" 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-7b1f89d1\" data-id=\"7b1f89d1\" 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-5257403e elementor-widget elementor-widget-shortcode\" data-id=\"5257403e\" 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-390501ae elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"390501ae\" 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-76fb6edb\" data-id=\"76fb6edb\" 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-64fb74f7 elementor-widget elementor-widget-html\" data-id=\"64fb74f7\" 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-62bcf7ef elementor-widget elementor-widget-text-editor\" data-id=\"62bcf7ef\" 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-39ab6b0c elementor-widget elementor-widget-html\" data-id=\"39ab6b0c\" 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-1555a9ee elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1555a9ee\" 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-2687d765\" data-id=\"2687d765\" 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>As Sales Engineers, we often focus on the process \u2013 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