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{"id":3290,"date":"2021-01-25T01:00:00","date_gmt":"2021-01-25T06:00:00","guid":{"rendered":"https:\/\/wethesalesengineers.com\/?p=3290"},"modified":"2021-01-25T01:00:00","modified_gmt":"2021-01-25T06:00:00","slug":"145-putting-yourself-in-a-position-to-get-lucky","status":"publish","type":"post","link":"https:\/\/vertexdimension.com\/wethese\/145-putting-yourself-in-a-position-to-get-lucky\/","title":{"rendered":"#145 Putting Yourself in a Position to Get Lucky"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"3290\" class=\"elementor elementor-3290\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-6cc432dd elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6cc432dd\" 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-1ce54403\" data-id=\"1ce54403\" 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-2240363c elementor-widget elementor-widget-spacer\" data-id=\"2240363c\" 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-193e1196 elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"193e1196\" 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\">#145 Putting Yourself in a Position to Get Lucky<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-79a294ae elementor-widget elementor-widget-html\" data-id=\"79a294ae\" 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-43d056ba elementor-widget elementor-widget-spacer\" data-id=\"43d056ba\" 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-d72628b elementor-widget elementor-widget-image\" data-id=\"d72628b\" 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\/2021\/01\/145-1024x625.jpg\" class=\"attachment-large size-large wp-image-3305\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2021\/01\/145-1024x625.jpg 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2021\/01\/145-300x183.jpg 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2021\/01\/145-768x469.jpg 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2021\/01\/145-1536x937.jpg 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2021\/01\/145-2048x1250.jpg 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-5dbcfbaa elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5dbcfbaa\" 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-642c4503\" data-id=\"642c4503\" 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-60256bc6 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=\"60256bc6\" 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-6e90c418 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6e90c418\" 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-4e145c19\" data-id=\"4e145c19\" 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-3181f4cb elementor-widget elementor-widget-spacer\" data-id=\"3181f4cb\" 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-370acfb8 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"370acfb8\" 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-6f300297\" data-id=\"6f300297\" 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-7f414737 elementor-widget elementor-widget-html\" data-id=\"7f414737\" 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\/17661947\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/backward\/render-playlist\/no\/custom-color\/d3d4d2\/\" 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-3fad332 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3fad332\" 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-d60cfa7\" data-id=\"d60cfa7\" 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-5439afc4 elementor-widget elementor-widget-spacer\" data-id=\"5439afc4\" 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-429001f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"429001f\" 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-cb81311\" data-id=\"cb81311\" 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-c860108 elementor-widget elementor-widget-video\" data-id=\"c860108\" data-element_type=\"widget\" data-settings=\"{&quot;youtube_url&quot;:&quot;https:\\\/\\\/youtu.be\\\/E7N6nAOf7k8&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-382f6282 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"382f6282\" 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-5cbd5260\" data-id=\"5cbd5260\" 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-4694bdba elementor-widget elementor-widget-text-editor\" data-id=\"4694bdba\" 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;\">Are we giving our salespeople the credit they deserve? When I was just starting out as an intern, I didn\u2019t really think much of salespeople and thought they were untrustworthy people who\u2019d say anything to get you to buy. But as I went further into my career and began to learn more about the sales aspect of sales engineering, I realized just how important their role is in the company, and without their help, everyone would be out of a job because we wouldn\u2019t be able to sell anything.<\/span><\/p><p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">In today\u2019s episode, Bini interviews me about my experience working in a hybrid role, how I got into doing more of the sales side of sales engineering, and what made me want to start the We The Sales Engineers Podcast in the first place.<\/span><\/p><h2 style=\"font-weight: 800;\"><b>Key Takeaways:<\/b><\/h2><p><span style=\"font-weight: 400;\">Tune in to our conversation and learn about:<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">A little bit of my education and career background and why I wanted to go into engineering<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">How I learned to become a leader just by asking questions and helping people out<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">How networking helped me land my first sales engineering job<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">How company culture really affects your quality of work<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Why it\u2019s okay to apply to different jobs even without knowing what it\u2019s going to be like<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">What my experience was like entering into sales<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">The distinction between salespersons and Sales Engineers<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Why I prefer being a Sales Engineer over being a salesperson<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">What I enjoyed and didn\u2019t enjoy about being in sales<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Why I started the We the SEs Podcast<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Why building the right relationships at work is so crucial<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">What I would say to my past intern self about sales and salespeople<\/span><\/li><\/ul><h2><b>Quotes<\/b><\/h2><p><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">12:02<\/span><span style=\"font-weight: 400;\">\u00a0When the right opportunity presents itself: <\/span><b><i>\u201cIt was just luck at that point, but I put myself in that position to get lucky, I was there. I was networking.\u201d<\/i><\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">24:50<\/span><span style=\"font-weight: 400;\">\u00a0How to build good relationships with your customers: <\/span><b><i>\u201cBuilding relationships with existing customers is easy. If they have a question, just be there. Just show up and say hi, you don&#8217;t need to do extravagant things, it\u2019s not like you&#8217;re taking them on a date or bringing them flowers. If they need something from you, be there for them.\u201d<\/i><\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">40:02<\/span><span style=\"font-weight: 400;\">\u00a0How We the SE started: <\/span><b><i>&#8220;I wanted to ask people questions, and maybe they can tell me how to do it right. I got a lot better since I started We the SEs. I can feel myself asking the right questions, I can feel myself talking to the right people, having different strategies, different techniques in my toolbelt, but i still haven&#8217;t mastered it. I still have a long way to go.\u00a0 I still need to work on my storytelling, I still need to work on my technical knowledge, right? Because a lot of sales engineering is about engineering as well, so that&#8217;s what i need to work on.&#8221;<\/i><\/b><\/p><p><span style=\"font-weight: 400;\">\u00a0<\/span><span style=\"font-weight: 400;\">43:45<\/span><span style=\"font-weight: 400;\">\u00a0On taking on more responsibility as a hybrid: <\/span><b><i>\u201cI feel like a lot of the jobs is based on how your relationship is with your boss\u2026 When I was just doing pure sales engineering in this role, my relationship wasn&#8217;t great and I felt very anxious, and as I did more sales, and took over from my boss, my relationship got better, I felt less anxious about my relationship I felt better where I stand. Yeah, I\u2019m doing stuff that I might not enjoy, emailing, shipping, but my relationship got better, it was worth it. That&#8217;s how I saw it.&#8221;<\/i><\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">50:04<\/span><span style=\"font-weight: 400;\">\u00a0On my respect for salespeople: <\/span><b><i>\u201cIf it wasn&#8217;t for salespeople, no one would have a job, it\u2019s a symbiotic relationship. You need engineers to develop the product, you need salespeople to sell it. You can do all the best product in the world, but salespeople need to sell it\u2026 Salespeople are problem solvers, they&#8217;re just doing it on the commercial side versus the technical side.\u201d<\/i><\/b><\/p><h2><b>Not So Fire Round<\/b><\/h2><p><b>\u00a0<\/b><\/p><ol><li><b>What do you love about sales engineering or being a Sales Engineer?<\/b><\/li><\/ol><p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">The strategy, being able to ask the right questions so that the customers see that you solve their problem. not selling the solution, asking the right question so that they sell it to themselves<\/span><\/p><p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><ol start=\"2\"><li><b>What would you change about the sales engineering role?<\/b><\/li><\/ol><p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">I would increase the value and make sure that Sales Engineers have SE managers versus salespeople managers.<\/span><\/p><p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><ol start=\"3\"><li><b> What tools, books or resources would you recommend to Sales Engineers?<\/b><\/li><\/ol><p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><p><a href=\"https:\/\/www.amazon.com\/gp\/product\/0345472322\/ref=as_li_ss_tl?ie=UTF8&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=429968008f98a8ecc57146d99fca78ae\"><span style=\"font-weight: 400;\">Mindset: The New Psychology of Success by Carol Dweck<\/span><\/a><\/p><p><a href=\"https:\/\/www.amazon.com\/Atomic-Habits-Proven-Build-Break\/dp\/0735211299\/ref=as_li_ss_tl?crid=3RUTV05LBO504&amp;keywords=atomic+habits+james+clear&amp;qid=1556790827&amp;s=books&amp;sprefix=atomic+,stripbooks-intl-ship,155&amp;sr=1-1&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=3f27a46a757f8078eab569516dcfe21b\"><span style=\"font-weight: 400;\">Atomic Habits: An Easy &amp; Proven Way to Build Good Habits and Break Bad Ones by James Clear<\/span><\/a><\/p><ol start=\"4\"><li><b>What separates the great Sales Engineers from not so good ones?<\/b><\/li><\/ol><p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">The need to learn, the need to get better.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><p><b>Other Resources Mentioned in the Episode:<\/b><\/p><p><a href=\"https:\/\/wethesalesengineers.com\/the-31-rules-of-sales-engineering-leadership\/\"><span style=\"font-weight: 400;\">https:\/\/wethesalesengineers.com\/the-31-rules-of-sales-engineering-leadership\/<\/span><\/a><\/p><p><a href=\"https:\/\/wethesalesengineers.com\/discovery-and-demonstration\/\"><span style=\"font-weight: 400;\">https:\/\/wethesalesengineers.com\/discovery-and-demonstration\/<\/span><\/a><\/p><p><a href=\"https:\/\/wethesalesengineers.com\/129-keeping-up-with-an-insanely-changing-sales-world\/\"><span style=\"font-weight: 400;\">https:\/\/wethesalesengineers.com\/129-keeping-up-with-an-insanely-changing-sales-world\/<\/span><\/a><\/p><p><a href=\"https:\/\/wethesalesengineers.com\/95-the-6-habits-of-highly-effective-sales-engineers\/\"><span style=\"font-weight: 400;\">https:\/\/wethesalesengineers.com\/95-the-6-habits-of-highly-effective-sales-engineers\/<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">If you enjoyed this episode, please leave a rating or review and get a chance to win a copy of\u00a0<\/span><span style=\"font-weight: 400;\">The Essential Guide to Navigate Your Proof of Concept written by one of our guests on the show, Tony Matos.<\/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-82f7c9c elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"82f7c9c\" 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-527d0145\" data-id=\"527d0145\" 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-8245a40 elementor-grid-3 elementor-grid-tablet-2 elementor-grid-mobile-1 elementor-widget elementor-widget-portfolio\" data-id=\"8245a40\" 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-5d412c58 elementor-section-stretched elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5d412c58\" 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-136af51d\" data-id=\"136af51d\" 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-23b00b5c elementor-widget elementor-widget-shortcode\" data-id=\"23b00b5c\" 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-57c143de elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"57c143de\" 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-604daf1\" data-id=\"604daf1\" 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-5bdf3a43 elementor-widget elementor-widget-html\" data-id=\"5bdf3a43\" 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-23a84cae elementor-widget elementor-widget-text-editor\" data-id=\"23a84cae\" 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-5ccd501d elementor-widget elementor-widget-html\" data-id=\"5ccd501d\" 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-71fa7af8 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"71fa7af8\" 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-726866d1\" data-id=\"726866d1\" 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>In today\u2019s episode, Bini interviews me about my experience working in a hybrid role, how I got into doing more of the sales side of sales engineering, and what made me want to start the We The Sales Engineers Podcast in the first place.<\/p>\n","protected":false},"author":5,"featured_media":3305,"comment_status":"open","ping_status":"open","sticky":false,"template":"elementor_header_footer","format":"standard","meta":{"_bbp_topic_count":0,"_bbp_reply_count":0,"_bbp_total_topic_count":0,"_bbp_total_reply_count":0,"_bbp_voice_count":0,"_bbp_anonymous_reply_count":0,"_bbp_topic_count_hidden":0,"_bbp_reply_count_hidden":0,"_bbp_forum_subforum_count":0,"publish_to_discourse":"","publish_post_category":"","wpdc_auto_publish_overridden":"","wpdc_topic_tags":"","wpdc_pin_topic":"","wpdc_pin_until":"","discourse_post_id":"","discourse_permalink":"","wpdc_publishing_response":"","wpdc_publishing_error":"","_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"ocean_post_layout":"full-screen","ocean_both_sidebars_style":"","ocean_both_sidebars_content_width":0,"ocean_both_sidebars_sidebars_width":0,"ocean_sidebar":"0","ocean_second_sidebar":"0","ocean_disable_margins":"enable","ocean_add_body_class":"","ocean_shortcode_before_top_bar":"","ocean_shortcode_after_top_bar":"","ocean_shortcode_before_header":"","ocean_shortcode_after_header":"","ocean_has_shortcode":"","ocean_shortcode_after_title":"","ocean_shortcode_before_footer_widgets":"","ocean_shortcode_after_footer_widgets":"","ocean_shortcode_before_footer_bottom":"","ocean_shortcode_after_footer_bottom":"","ocean_display_top_bar":"default","ocean_display_header":"default","ocean_header_style":"","ocean_center_header_left_menu":"0","ocean_custom_header_template":"0","ocean_custom_logo":0,"ocean_custom_retina_logo":0,"ocean_custom_logo_max_width":0,"ocean_custom_logo_tablet_max_width":0,"ocean_custom_logo_mobile_max_width":0,"ocean_custom_logo_max_height":0,"ocean_custom_logo_tablet_max_height":0,"ocean_custom_logo_mobile_max_height":0,"ocean_header_custom_menu":"0","ocean_menu_typo_font_family":"0","ocean_menu_typo_font_subset":"","ocean_menu_typo_font_size":0,"ocean_menu_typo_font_size_tablet":0,"ocean_menu_typo_font_size_mobile":0,"ocean_menu_typo_font_size_unit":"px","ocean_menu_typo_font_weight":"","ocean_menu_typo_font_weight_tablet":"","ocean_menu_typo_font_weight_mobile":"","ocean_menu_typo_transform":"","ocean_menu_typo_transform_tablet":"","ocean_menu_typo_transform_mobile":"","ocean_menu_typo_line_height":0,"ocean_menu_typo_line_height_tablet":0,"ocean_menu_typo_line_height_mobile":0,"ocean_menu_typo_line_height_unit":"","ocean_menu_typo_spacing":0,"ocean_menu_typo_spacing_tablet":0,"ocean_menu_typo_spacing_mobile":0,"ocean_menu_typo_spacing_unit":"","ocean_menu_link_color":"","ocean_menu_link_color_hover":"","ocean_menu_link_color_active":"","ocean_menu_link_background":"","ocean_menu_link_hover_background":"","ocean_menu_link_active_background":"","ocean_menu_social_links_bg":"","ocean_menu_social_hover_links_bg":"","ocean_menu_social_links_color":"","ocean_menu_social_hover_links_color":"","ocean_disable_title":"on","ocean_disable_heading":"default","ocean_post_title":"","ocean_post_subheading":"","ocean_post_title_style":"","ocean_post_title_background_color":"","ocean_post_title_background":0,"ocean_post_title_bg_image_position":"","ocean_post_title_bg_image_attachment":"","ocean_post_title_bg_image_repeat":"","ocean_post_title_bg_image_size":"","ocean_post_title_height":0,"ocean_post_title_bg_overlay":0.5,"ocean_post_title_bg_overlay_color":"","ocean_disable_breadcrumbs":"off","ocean_breadcrumbs_color":"","ocean_breadcrumbs_separator_color":"","ocean_breadcrumbs_links_color":"","ocean_breadcrumbs_links_hover_color":"","ocean_display_footer_widgets":"default","ocean_display_footer_bottom":"default","ocean_custom_footer_template":"0","ocean_post_oembed":"","ocean_post_self_hosted_media":"","ocean_post_video_embed":"","ocean_link_format":"","ocean_link_format_target":"self","ocean_quote_format":"","ocean_quote_format_link":"post","ocean_gallery_link_images":"off","ocean_gallery_id":[],"footnotes":""},"categories":[5],"tags":[575,576,370,9,7,579,65,578,580,577,338],"class_list":["post-3290","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-podcast","tag-from-sales-engineering-to-technical-sales","tag-from-technical-to-sales","tag-moving-to-sales","tag-sales","tag-sales-engineering","tag-sales-engineering-to-sales","tag-solution-engineering","tag-the-downside-of-sales","tag-the-hidden-aspects-of-sales","tag-transitioning-to-sales","tag-we-the-sales-engineers","entry","has-media"],"aioseo_notices":[],"post_mailing_queue_ids":[],"_links":{"self":[{"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/posts\/3290","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/users\/5"}],"replies":[{"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