<br />
<b>Warning</b>:  Constant WP_CRON_LOCK_TIMEOUT already defined in <b>/home3/tvd/public_html/wethese/wp-config.php</b> on line <b>92</b><br />
<br />
<b>Warning</b>:  Constant AUTOSAVE_INTERVAL already defined in <b>/home3/tvd/public_html/wethese/wp-config.php</b> on line <b>93</b><br />
<br />
<b>Warning</b>:  Constant WP_POST_REVISIONS already defined in <b>/home3/tvd/public_html/wethese/wp-config.php</b> on line <b>94</b><br />
<br />
<b>Warning</b>:  Constant EMPTY_TRASH_DAYS already defined in <b>/home3/tvd/public_html/wethese/wp-config.php</b> on line <b>95</b><br />
<br />
<b>Warning</b>:  Constant WP_AUTO_UPDATE_CORE already defined in <b>/home3/tvd/public_html/wethese/wp-config.php</b> on line <b>96</b><br />
{"id":6972,"date":"2022-02-14T13:00:00","date_gmt":"2022-02-14T18:00:00","guid":{"rendered":"https:\/\/wethesalesengineers.com\/?p=4869"},"modified":"2022-02-14T13:00:00","modified_gmt":"2022-02-14T18:00:00","slug":"200-20-lessons-learned-from-200-episodes-and-countless-conversations","status":"publish","type":"post","link":"https:\/\/vertexdimension.com\/wethese\/200-20-lessons-learned-from-200-episodes-and-countless-conversations\/","title":{"rendered":"#200 20 Lessons Learned from 200 Episodes and Countless Conversations"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"6972\" class=\"elementor elementor-6972\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-6db9878a elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6db9878a\" 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-400af6f5\" data-id=\"400af6f5\" 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-78ab6411 elementor-widget elementor-widget-spacer\" data-id=\"78ab6411\" 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-49f4d1a1 elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"49f4d1a1\" 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\">#200 20 Lessons Learned from 200 Episodes and Countless Conversations<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-223f710a elementor-widget elementor-widget-html\" data-id=\"223f710a\" 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-49968bbb elementor-widget elementor-widget-spacer\" data-id=\"49968bbb\" 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-430a4b6 elementor-widget elementor-widget-image\" data-id=\"430a4b6\" 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 decoding=\"async\" src=\"https:\/\/wethesalesengineers.com\/wp-content\/uploads\/2022\/02\/200-scaled.jpg\" title=\"\" alt=\"\" loading=\"lazy\" \/>\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-55e2a350 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"55e2a350\" 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-5a58100d\" data-id=\"5a58100d\" 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-718ddaef 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=\"718ddaef\" 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-27f28629 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"27f28629\" 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-24d5df37\" data-id=\"24d5df37\" 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-39b804d1 elementor-widget elementor-widget-spacer\" data-id=\"39b804d1\" 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-290b8b4a elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"290b8b4a\" 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-2f15d4a3\" data-id=\"2f15d4a3\" 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-12cc9933 elementor-widget elementor-widget-html\" data-id=\"12cc9933\" 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 title=\"Embed Player\" src=\"\/\/play.libsyn.com\/embed\/episode\/id\/22108586\/height\/128\/theme\/modern\/size\/standard\/thumbnail\/yes\/custom-color\/87A93A\/time-start\/00:00:00\/playlist-height\/200\/direction\/backward\" height=\"128\" width=\"100%\" scrolling=\"no\" allowfullscreen=\"\" webkitallowfullscreen=\"true\" mozallowfullscreen=\"true\" oallowfullscreen=\"true\" msallowfullscreen=\"true\" style=\"border: none;\"><\/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-5928fd7b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5928fd7b\" 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-300ea972\" data-id=\"300ea972\" 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-4678c8b4 elementor-widget elementor-widget-spacer\" data-id=\"4678c8b4\" 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-5c9cdb3d elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5c9cdb3d\" 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-78b5b8b6\" data-id=\"78b5b8b6\" 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-16760c0d elementor-widget elementor-widget-video\" data-id=\"16760c0d\" data-element_type=\"widget\" data-settings=\"{&quot;youtube_url&quot;:&quot;https:\\\/\\\/youtu.be\\\/ckhlaPLGyZw&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-367f7a4b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"367f7a4b\" 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-4f6ecd96\" data-id=\"4f6ecd96\" 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-1ba92c94 elementor-widget elementor-widget-spacer\" data-id=\"1ba92c94\" 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-502ba5ec elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"502ba5ec\" 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-5ae8b64c\" data-id=\"5ae8b64c\" 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-6f8c4992 elementor-widget elementor-widget-heading\" data-id=\"6f8c4992\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><i>20 Lessons Learned from 200 Episodes and Countless Conversations in the Sales Engineering Space\n:<\/i><\/h2>\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-6389aab2 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6389aab2\" 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-6b5477ba\" data-id=\"6b5477ba\" 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-dcea7cf elementor-widget elementor-widget-text-editor\" data-id=\"dcea7cf\" 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><b>1- You don\u2019t know what you don\u2019t know.<\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Meet as many people to improve and get out of your bubble. There are so many different places you can go as a SE to learn from a lot of people. Be genuinely curious.<\/span><\/p><p>\u00a0<\/p><p><b>2- You\u2019re not going to please everyone.<\/b><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Someone will find a reason to be mad at you \u2013 customers, colleagues, managers, etc. What\u2019s important is if you can go to sleep with a clear conscience.\u00a0<\/span><\/p><p><br \/><b><\/b><\/p><p><b>3- There isn\u2019t one way to do things.\u00a0<\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Just because you do something one way doesn&#8217;t mean another way isn&#8217;t as good or better. And that&#8217;s what we have to keep our eyes open for, to see if there&#8217;s someone doing something better and to learn from it.\u00a0<\/span><\/p><p><br \/><b><\/b><\/p><p><b>4- Not everybody is meant to be an SE.<\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Sales engineering is a very tough job. General sales engineers have so many different products that we have to know. And we&#8217;re not sitting and playing with these products all day. We&#8217;re doing customer meetings, we&#8217;re doing proof of concepts, we&#8217;re doing discovery calls, we&#8217;re doing product management calls. So If you are the kind of person who likes to sit down and focus on one thing for an entire day, sales engineering might not be for you. If you like to talk about technology more than you&#8217;d like to talk about how the technology solves a business problem, sales engineering might not be for you.<\/span><\/p><p>\u00a0<\/p><p><b>5- Luck plays a big part in sales engineering.<\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">There&#8217;s a lot of luck in sales engineering, whether you&#8217;re in the right territory, given the right quota, or given the right salesperson that fits you perfectly, or given the manager who is the right fit for you, or whether you\u2019re in the right place to find a job as a sales engineer, luck plays a huge role.\u00a0<\/span><\/p><p><br \/><b><\/b><\/p><p><b>6- Be known for something<\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">If you want to move up the ranks, you could if you want to try other things within the company. Find that one thing that you want to be known for and get known for it, or be so good they can&#8217;t ignore you.<\/span><\/p><p><br \/><b><\/b><\/p><p><b>7- People can disagree and both be right.<\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Just because you disagree with someone doesn&#8217;t mean they&#8217;re wrong or you&#8217;re wrong, it just means that maybe you need to look deeper into it, or maybe you&#8217;re just defining things differently.<\/span><\/p><p><br \/><b><\/b><\/p><p><b>8- Practice is overlooked but is so effective.<\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Sales engineers are the athletes of the business world. Michael Jordan talks about making practice harder than real life. So when you&#8217;re practicing, are you practicing and everything goes smoothly? What would you do if something goes bad in a demo or discovery? What if you ask a question which, in your mind, you&#8217;ve practiced 1000 times where the customer answers a certain way, and now, during this call, the customer answered a different way? How are you going to pivot? How are you going to figure that out?<\/span><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">These are all things that we need to practice so that when we&#8217;re in front of a customer, we can do our jobs. Now, the more experienced of us, they just practiced more in front of customers, and they&#8217;ve seen more answers. So they formulated their thoughts around those already.<\/span><\/p><p><br \/><b><\/b><\/p><p><b>9- People are passionate about Sales Engineering<\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Sales engineering is a calling more than a job. A lot of people find sales engineering as their destination, whether it&#8217;s moving up the ranks, or whether it&#8217;s preparing them to move on to bigger and better things because there might be bigger and better things for each individual. Some people might think sales engineering is the end all be all, which many people might agree with, some people won&#8217;t. So it is a calling.\u00a0<\/span><\/p><p>\u00a0<\/p><p><b>10- The sales engineering community is the best community out there.<\/b><\/p><p>The camaraderie that I see within the sales engineering world is different. It&#8217;s just something else.\u00a0<br \/><b><\/b><\/p><p><br \/><b><\/b><\/p><p><b>11- You need to surround yourself with great people.\u00a0<\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">It&#8217;s easier said than done. How do you do that? Why would people want to be around you as well? You as a human being need to surround yourself with great people. Whether it&#8217;s within sales engineering, whether it&#8217;s in other aspects of life. You can offer value, your time, advice, or you can pay for coaching or whatever service other people might offer.<\/span><\/p><p>\u00a0<\/p><p><b>12- Master the basics &#8211; then you can get yourself into strange situations<\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">You need to know the basics inside out. I played basketball growing up, they don&#8217;t teach you to shoot three-pointers before you know how to do a layup. You need to master the basics of asking simple questions and handling simple objections, doing a simple demo before putting in a story before challenging customers on their assumptions. There are varying degrees of sales engineering, like understanding the sales cycle, and your role in it before you start trying to inject yourself in different areas of the sales cycle.<\/span><\/p><p>\u00a0<\/p><p><b>13 &#8211; Creativity with sales engineering knows no bounds<\/b><span style=\"font-weight: 400;\">.<\/span><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Patrick Pissang is a perfect example where he would write a press release for his customers and he would show it to them as if this is what he intends to achieve with them in terms of their success. You can get creative by creating content online. There are so many different avenues of creativity for sales engineering. When you get into sales engineering, if you have that spark in you, you can use it and you can be very successful doing it.<\/span><\/p><p><br \/><b><\/b><\/p><p><b>14- Do something small every day (1% better)<\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Doing something small every day is better than doing something huge once a year. For example, it&#8217;s better to read 15 minutes a day or learn 15 minutes a day, than to study for two hours on a Friday or the weekend. Mainly because you can always manage 15 minutes a day. Also, if you improve 1% every day, it&#8217;s like the compound effect of interest rates and investment.\u00a0<\/span><\/p><p><br \/><b><\/b><\/p><p><b>15- It is a horrible job for some people<\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Before you take a job, make sure you interview the company that you&#8217;re working for. I&#8217;ve seen people work with bad managers in the past.\u00a0<\/span><\/p><p>\u00a0<\/p><p><b>16- There are other roles out there<\/b><span style=\"font-weight: 400;\">.<\/span><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Don\u2019t focus too much on this role. I have not been a pure SE in almost 3 years. There are other roles out there such as Customer Success, Technical Account Manager, Account Executive, Product Marketing, and Product Management. Don&#8217;t try to just open your eyes, see what else is out there. Maybe another role would be good for you just as good as sales engineer.<\/span><\/p><p><br \/><b><\/b><\/p><p><b>17- You don\u2019t get what you don\u2019t ask for.<\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">If you&#8217;re looking for a salary, you won&#8217;t get it until you ask for it. If you&#8217;re negotiating for a salary, if you don&#8217;t ask for what you want, you&#8217;ll probably get less than what you want. Sometimes if you don&#8217;t ask the customer if they want a customer demo, you won\u2019t get a customer demo. You won&#8217;t get access to new projects and new initiatives within your company unless you tell your manager that you&#8217;re looking for new projects. Before I became a sales engineer, I thought I didn\u2019t have to ask for things that I want, I thought it should come to me. But it doesn\u2019t work like that, you have to go get it.\u00a0<\/span><\/p><p><br \/><b><\/b><\/p><p><b>18- You need to put boundaries around your time.<\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Time is the most important commodity. You need to be clear on how you budget your time, what you\u2019re prioritizing, what you\u2019re willing to do what you\u2019re not willing to do.\u00a0<\/span><\/p><p><br \/><b><\/b><\/p><p><b>19- You should try to control everything you can, but you cannot control everything.<\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">You want to be prepared. You might be able to prepare what you\u2019re gonna do if something crashed. You want to be able to control the questions that you\u2019re gonna ask the customer leading them down a path.<\/span><\/p><p><br \/><b><\/b><\/p><p><b>20- Mentorship sucks!<\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Especially the mentorship provided by the company that you work for. There are some that may be good but this has been my experience and I will elaborate on this in the next episode.<\/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-74e741a4 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"74e741a4\" 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-41001e2a\" data-id=\"41001e2a\" 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-e0b45b0 elementor-widget elementor-widget-heading\" data-id=\"e0b45b0\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><i>Quotes:<\/i><\/h2>\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-438c721 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"438c721\" 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-6abd78ff\" data-id=\"6abd78ff\" 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-2dea6269 elementor-widget elementor-widget-text-editor\" data-id=\"2dea6269\" 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><i><span style=\"font-weight: 400;\">\u201cBe genuinely curious. If you\u2019re genuinely curious and you listen, questions will come up and you start learning.\u201d \u2013 Ramzi Marjaba<\/span><\/i><\/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-1662e20f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1662e20f\" 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-7fc53386\" data-id=\"7fc53386\" 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-21570a06 elementor-widget elementor-widget-heading\" data-id=\"21570a06\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\"><i>Links from the show:<\/i><\/h2>\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-5d41f1b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5d41f1b\" 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-3e81dda2\" data-id=\"3e81dda2\" 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-77af638e elementor-widget elementor-widget-text-editor\" data-id=\"77af638e\" 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<span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"http:\/\/wethesalesengineers.com\/r2se\">The Road to Sales Engineering Course\u00a0<\/a><\/span>\n\n<span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\"  href=\"https:\/\/wethesalesengineers.com\/199-be-known-for-something-or-stay-stationary\/\">#199 Be Known For Something or Stay Stationary<\/a>\n<\/span>\n\n<span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\"   href=\"https:\/\/wethesalesengineers.com\/166-prioritizing-for-mental-sanity-comes-from-the-leadership\/\">#166 Prioritizing for Mental Sanity Comes From the Leadership<\/a><\/span>\n\n<span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\"  href=\"https:\/\/wethesalesengineers.com\/118-the-creativity-of-sales-engineering\/\">#118 The Creativity of Sales Engineering<\/a><\/span>\n\n<\/div>\n<\/div>\n<div class=\"elementor-element elementor-element-71d875e7 elementor-widget elementor-widget-html\" data-id=\"71d875e7\" data-element_type=\"widget\" data-widget_type=\"html.default\"><\/div>\n<span style=\"font-weight: 400;\">If you enjoyed this podcast, please support the show by dropping a review or rating on iTunes.\u00a0<\/span><span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" 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><\/span>\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-164d6f71 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"164d6f71\" 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-78121891\" data-id=\"78121891\" 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-776b69b4 elementor-grid-3 elementor-grid-tablet-2 elementor-grid-mobile-1 elementor-widget elementor-widget-portfolio\" data-id=\"776b69b4\" 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 fetchpriority=\"high\" 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 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-76792dc1 elementor-section-stretched elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"76792dc1\" 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-5f2491ef\" data-id=\"5f2491ef\" 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-1e14c1d6 elementor-widget elementor-widget-shortcode\" data-id=\"1e14c1d6\" 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-42d8e2e7 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"42d8e2e7\" 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-746008aa\" data-id=\"746008aa\" 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-605e8d2 elementor-widget elementor-widget-html\" data-id=\"605e8d2\" 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-4e2913a1 elementor-widget elementor-widget-text-editor\" data-id=\"4e2913a1\" 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-63db50f6 elementor-widget elementor-widget-html\" data-id=\"63db50f6\" 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-72824226 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"72824226\" 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-25f3345d\" data-id=\"25f3345d\" 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>After 200 episodes, I share 20 lessons learned from interviewing a couple hundred people and countless conversations with Sales Engineers in all stages of a potential career<\/p>\n","protected":false},"author":5,"featured_media":6918,"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":"default","ocean_disable_heading":"default","ocean_post_title":"","ocean_post_subheading":"","ocean_post_title_style":"","ocean_post_title_background_color":"","ocean_post_title_background":0,"ocean_post_title_bg_image_position":"","ocean_post_title_bg_image_attachment":"","ocean_post_title_bg_image_repeat":"","ocean_post_title_bg_image_size":"","ocean_post_title_height":0,"ocean_post_title_bg_overlay":0.5,"ocean_post_title_bg_overlay_color":"","ocean_disable_breadcrumbs":"default","ocean_breadcrumbs_color":"","ocean_breadcrumbs_separator_color":"","ocean_breadcrumbs_links_color":"","ocean_breadcrumbs_links_hover_color":"","ocean_display_footer_widgets":"default","ocean_display_footer_bottom":"default","ocean_custom_footer_template":"0","ocean_post_oembed":"","ocean_post_self_hosted_media":"","ocean_post_video_embed":"","ocean_link_format":"","ocean_link_format_target":"self","ocean_quote_format":"","ocean_quote_format_link":"post","ocean_gallery_link_images":"off","ocean_gallery_id":[],"footnotes":""},"categories":[5],"tags":[1191,391,60,9,7,13,1003,65,10,1265,338,1006,622,1266,1202,1267,1268],"class_list":["post-6972","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-podcast","tag-customer-demo","tag-customer-discovery","tag-presales","tag-sales","tag-sales-engineering","tag-sales-engineers","tag-solution-consultants","tag-solution-engineering","tag-technical-sales","tag-the-sales-engineering-community","tag-we-the-sales-engineers","tag-what-is-presales","tag-what-is-sales-engineering","tag-what-is-solution-engineering","tag-working-with-account-managers","tag-working-with-regional-sales-managers","tag-working-with-rsms","entry","has-media"],"aioseo_notices":[],"post_mailing_queue_ids":[],"_links":{"self":[{"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/posts\/6972","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/users\/5"}],"replies":[{"embeddable":true,"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/comments?post=6972"}],"version-history":[{"count":0,"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/posts\/6972\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/media\/6918"}],"wp:attachment":[{"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/media?parent=6972"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/categories?post=6972"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/tags?post=6972"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}