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{"id":2776,"date":"2020-10-05T01:00:17","date_gmt":"2020-10-05T06:00:17","guid":{"rendered":"https:\/\/wethesalesengineers.com\/?p=2776"},"modified":"2020-10-05T01:00:17","modified_gmt":"2020-10-05T06:00:17","slug":"129-keeping-up-with-an-insanely-changing-sales-world","status":"publish","type":"post","link":"https:\/\/vertexdimension.com\/wethese\/129-keeping-up-with-an-insanely-changing-sales-world\/","title":{"rendered":"#129 Keeping up with an Insanely Changing Sales World"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"2776\" class=\"elementor elementor-2776\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-14a3509 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"14a3509\" 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-33fd0efb\" data-id=\"33fd0efb\" 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-480a614e elementor-widget elementor-widget-spacer\" data-id=\"480a614e\" 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-20262b9d elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"20262b9d\" 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\">#129 Keeping up with an Insanely Changing Sales World<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-31092d96 elementor-widget elementor-widget-html\" data-id=\"31092d96\" 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-1effe4dc elementor-widget elementor-widget-spacer\" data-id=\"1effe4dc\" 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-13d7e018 elementor-widget elementor-widget-image\" data-id=\"13d7e018\" 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=\"625\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/10\/129-1024x625.png\" class=\"attachment-large size-large wp-image-2790\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/10\/129-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/10\/129-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/10\/129-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/10\/129-1536x937.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/10\/129-2048x1250.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-1a16ab8d elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1a16ab8d\" 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-20abb811\" data-id=\"20abb811\" 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-31f00903 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=\"31f00903\" 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-46d41623 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"46d41623\" 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-50d9a30f\" data-id=\"50d9a30f\" 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-34100caa elementor-widget elementor-widget-spacer\" data-id=\"34100caa\" 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-3ba85c2a elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3ba85c2a\" 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-60741acc\" data-id=\"60741acc\" 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-121f2c34 elementor-widget elementor-widget-html\" data-id=\"121f2c34\" 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\/16263098\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/backward\/render-playlist\/no\/custom-color\/cdcecb\/\" 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-78de3a42 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"78de3a42\" 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-6d50e5ac\" data-id=\"6d50e5ac\" 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-2c08b020 elementor-widget elementor-widget-spacer\" data-id=\"2c08b020\" 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-2d805e0 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2d805e0\" 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-2329fdd\" data-id=\"2329fdd\" 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-829be19 elementor-widget elementor-widget-video\" data-id=\"829be19\" data-element_type=\"widget\" data-settings=\"{&quot;youtube_url&quot;:&quot;https:\\\/\\\/youtu.be\\\/AurYDUeO4rY&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-79da7d36 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"79da7d36\" 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-329882fe\" data-id=\"329882fe\" 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-4ea1458d elementor-widget elementor-widget-text-editor\" data-id=\"4ea1458d\" 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;\">One of the first books that helped me become a better Sales Engineer and made me change the way I did my demos, it was Demonstrating to Win, and we\u2019re very lucky to have the author of that book on our podcast today. Bob Riefstahl shares with us how we as Sales Engineers can give more impactful demo presentations, how much the selling landscape has changed and how we can adapt and thrive in it, and why he believes salespeople should be able to do demos.\u00a0<\/span><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Robert (Bob) Reifstahl founded 2Win! Global after 20 years in the software business training over 150,000 people in the sales and pre-sales space in doing better discoveries, product demos, sales presentations, and client success\/post-sales activities. He is passionate about building social connections, improving local communities, and improving human connections regardless of the medium of communication.<\/span><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">He wrote Demonstrating to Win and co-authored the book Rule of 24 with <\/span><span style=\"font-weight: 400;\">Daniel J. Conway to show anyone in the software industry how to not only survive but thrive and dominate selling software in the new digital landscape.<\/span><\/p><p>\u00a0<\/p><p><b>Key Takeaways:<\/b><\/p><p><span style=\"font-weight: 400;\">Tune in to our conversation and learn:<\/span><\/p><ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Why he started the firm 2Win! Global and where the inspiration for the book Demonstrating to Win came from?<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What has changed in the software and selling landscape since then<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What his co-authored book, Rule of 24, is all about<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The benefits of having salespeople give initial demos<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How to have more meaningful discovery calls and better demo presentations<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Why age-old sales processes don\u2019t work anymore and what to do to change them<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Techniques and strategies on how to entice your prospects to watch your videos or demos<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Why saying a person\u2019s name during a call or meeting can keep your audience engaged<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How many features or benefits can we talk about during a demo<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The Rule of Threes and the Value Pyramid<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How to work with salespeople during demos to drive more value for the clients and more success within the organization<\/span><\/li><\/ul><p>\u00a0<\/p><p><a href=\"https:\/\/www.happyscribe.com\/transcriptions\/e6cd972d8fa6408086f94c72677201b2\/edit_v2?position=266.95\"><b>Quotes:<\/b><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\"><br \/><\/span><\/a><span style=\"font-weight: 400;\">On how we should adapt to a changing selling landscape: \u201c<\/span><b><i>The way stakeholders are behaving, the\u00a0way people buy\u2026 we&#8217;ve all learned it from our personal experiences and how we shop for things and buy things personally, even big-ticket items. We do our own research. We watch videos of a product to kind of educate ourselves. And then when somebody wants to do a demo to us, we get pretty demanding on what we want to see. I just want you to address\u00a0being able to respond to that type of stakeholders. Really important. I know that age-old sales processes are all about, well, no, you can&#8217;t do that. You need to grab control and you need to control the process. And, you know, I just\u00a0I don&#8217;t agree with that anymore. I think it really frustrates people. I think you need to guide them.\u201d\u00a0\u00a0<\/i><\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">On how we can better serve our clients and prospects: <\/span><b><i>\u201cOne of the things we teach people to do is\u00a0pause and ask a couple of discovery questions on the fly. To get some context and get some perspective so that before you do it, the demo of what they want to see, you can provide that context to them ahead of the demo segment, that little topic,\u00a0and then show. And then you&#8217;ve got a benefit. You can relate to them.\u201d<\/i><\/b><span style=\"font-weight: 400;\"><br \/><br \/><\/span><\/p><p><span style=\"font-weight: 400;\">One takeaway that Bob would want people to get from the Rule of 24: \u201c<\/span><b><i>Open your mind up to the new reality to how we need to sell in demos. It\u2019s changed. Be open-minded about how you approach things, it\u2019s a different world now, it&#8217;s accelerated even more in the past months due to the COVID situation.\u201d<\/i><\/b><\/p><p>\u00a0<\/p><p><b>Not So Fire Round<\/b><\/p><p>\u00a0<\/p><ol><li><b> What do you love about training salespeople and sales engineers to do demos?<\/b><\/li><\/ol><p><span style=\"font-weight: 400;\">To be able to watch their transformation when they realize, \u201cOh, that\u2019s why I do it, that\u2019s what I need to do!\u201d. The best compliments have come from those doing that job for 10-15 years.<\/span><\/p><p>\u00a0<\/p><ol start=\"2\"><li><b> What\u2019s one thing you would change about the sales and pre-sales profession?<\/b><\/li><\/ol><p><span style=\"font-weight: 400;\">For the salespeople, to get them more engaged than they are now because that enhances the credibility of the whole team. It makes the solution that much more valuable.<\/span><\/p><p><span style=\"font-weight: 400;\">And not presenting the context before going into the demo. People need to get the mindset of where you\u2019re going next.<\/span><\/p><p>\u00a0<\/p><ol start=\"3\"><li><b> What resources would you recommend for sales engineers and salespeople?<\/b><\/li><\/ol><p>\u00a0<\/p><p><span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.amazon.com\/gp\/product\/059534559X\/ref=as_li_ss_tl?ie=UTF8&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=451146259d6bd9a5c02a0fa38a0b617a\"><span style=\"font-weight: 400;\">Great Demo!: How To Create And Execute Stunning Software Demonstrations by Peter Cohan<\/span><\/a><\/span><\/p><p><span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.amazon.com\/gp\/product\/1505698804\/ref=as_li_ss_tl?ie=UTF8&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=0033f9a7971f8b7f33780a5628e0e7ba&amp;language=en_US\"><span style=\"font-weight: 400;\">Just F*ing Demo!: Tactics For Leading Kickass Product Demos by Rob Falcone<\/span><\/a><\/span><\/p><p><span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.amazon.com\/gp\/product\/0374533555\/ref=as_li_ss_tl?ie=UTF8&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=04613bc0558cc692c568b99ec6cbf35e&amp;language=en_US\"><span style=\"font-weight: 400;\">Thinking, Fast and Slow by Daniel Kahneman<\/span><\/a><\/span><\/p><p><span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.amazon.com\/Blink-Power-Thinking-Without\/dp\/0316172324\/ref=as_li_ss_tl?_encoding=UTF8&amp;qid=1601817005&amp;sr=1-1&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=b53b379e6a0da0a161ebe8c007a45fd4&amp;language=en_US\"><span style=\"font-weight: 400;\">Blink: The Power of Thinking without Thinking by Malcolm Gladwell<\/span><\/a><\/span><\/p><p>\u00a0<\/p><ol start=\"4\"><li><b> What differentiates the great Sales Engineers and Salespeople from the not so great or ordinary ones?<\/b><\/li><\/ol><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Great salespeople are listeners, they can find out the motivations of people because they ask questions, and they dig into it a little bit further. Good SEs as well, when you get an objection and question, the ability to not respond right away and just listen, what you think you heard might not be what they said at all, all of a sudden they clarify, it builds trust and credibility and it gives you more time to build the right answer.<\/span><\/p><p><span style=\"font-weight: 400;\">Connect with Bob on <span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.linkedin.com\/in\/bobriefstahl\/\">Linkedin<\/a><\/span>:\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">Know more about the company on <a href=\"http:\/\/2winglobal.com\"><span style=\"color: #3366ff;\">2winglobal.com<\/span><\/a><\/span><\/p><p><span style=\"font-weight: 400;\">Learn about <a href=\"https:\/\/2winglobal.com\/training\/classroom-2-0\/\"><span style=\"color: #3366ff;\">Classroom 2.0<\/span><\/a>:\u00a0<\/span><\/p><p>\u00a0<\/p><h1><span style=\"font-weight: 400;\">Check out his books:<\/span><\/h1><h1><a href=\"https:\/\/www.amazon.com\/gp\/product\/0615477097\/ref=as_li_ss_tl?ie=UTF8&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=7e4e33d2d0f266b404df55d8b87aac25\"><span style=\"font-weight: 400;\">Demonstrating To Win!: The Indispensable Guide for Demonstrating Complex Products by Robert Riefsthal<\/span><\/a><\/h1><h1><a href=\"https:\/\/www.amazon.com\/gp\/product\/0995110344\/ref=as_li_ss_tl?ie=UTF8&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=501ada62805ff9e08e0bc07c8c0ebdde\"><span style=\"font-weight: 400;\">Rule of 24: The Future of B2B Client Engagement by Robert Riefsthal<\/span><\/a><\/h1><p><br \/><br \/><\/p><p><span style=\"font-weight: 400;\">If you enjoyed this podcast, please support the show by dropping a review or rating on iTunes. <\/span><a href=\"https:\/\/podcasts.apple.com\/us\/podcast\/we-sales-engineers-resource-for-sales-engineers-by\/id1378292171\"><span style=\"font-weight: 400;\">https:\/\/podcasts.apple.com\/us\/podcast\/we-sales-engineers-resource-for-sales-engineers-by\/id1378292171<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">And if you\u2019ve been affected by COVID as an SE, please check out our Leave No SE Behind initiative so that we can help you. <\/span><a href=\"https:\/\/wethesalesengineers.com\/no-se-left-behind-initiative\/\"><span style=\"font-weight: 400;\">https:\/\/wethesalesengineers.com\/no-se-left-behind-initiative\/<\/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-5efb2e48 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5efb2e48\" 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-9185ec9\" data-id=\"9185ec9\" 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-4ebaeb9f elementor-grid-3 elementor-grid-tablet-2 elementor-grid-mobile-1 elementor-widget elementor-widget-portfolio\" data-id=\"4ebaeb9f\" 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-7911d9d5 elementor-section-stretched elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7911d9d5\" 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-29c416db\" data-id=\"29c416db\" 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-aaf4a2 elementor-widget elementor-widget-shortcode\" data-id=\"aaf4a2\" 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-5b11d4b6 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5b11d4b6\" 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-46da2d81\" data-id=\"46da2d81\" 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-34bb014c elementor-widget elementor-widget-html\" data-id=\"34bb014c\" 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-7a9db9ea elementor-widget elementor-widget-text-editor\" data-id=\"7a9db9ea\" 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-3fe5eff9 elementor-widget elementor-widget-html\" data-id=\"3fe5eff9\" 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-4862ba63 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4862ba63\" 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-72e2dda1\" data-id=\"72e2dda1\" 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>Bob Riefstahl shares with us how we as Sales Engineers can give more impactful demo presentations, how much the selling landscape has changed and how we can adapt and thrive in it, and why he believes salespeople should be able to do demos. 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