Shows
Altar of the Demo GodsFrom Platinum Support to Sales Engineer: Ahmed Usmani’s Career PathIn this episode of Altar of the Demo Gods, hosts Keith Wilson and John Morton welcome Ahmed Usmani, a Senior Sales Engineer with over a decade of experience in both technical support and sales engineering. The conversation covers Ahmed's unique career journey and insights into the role of a sales engineer, from his beginnings in platinum-level support to becoming a cloud success coordinator and ultimately a senior sales engineer.
The episode provides valuable lessons for both aspiring and seasoned sales engineers, especially about transitioning from technical roles into sales. Ahmed shares his experiences with learning the sales...2024-10-2830 min
Altar of the Demo GodsFrom Researcher to VP: Jose Barajas' Journey in Sales EngineeringIn this episode of Altar of the Demo Gods, hosts Keith Wilson and John Morton sit down with Jose Barajas, VP of Worldwide Sales Engineering at AttackIQ. The conversation dives into Jose’s career progression, from his early days as a security researcher to transitioning into sales engineering, and eventually moving into leadership as the VP of Sales Engineering.
Jose shares valuable insights on how his technical background in malware analysis and reverse engineering helped him develop a deep understanding of the products he now helps sell. He discusses the evolution from technical work to sales and le...2024-10-2136 min
Altar of the Demo GodsUnlocking the Power of Soft Skills in Sales Engineering: A Chat with Evgeniy KharamIn this episode of Altar of the Demo Gods, hosts Keith Wilson and John Morton welcome special guest Evgeniy Kharam, author of the book Architecting Success: The Art of Soft Skills in Technical Sales. They dive deep into the world of soft skills, especially in the context of sales engineering, discussing how these often-overlooked abilities can make or break success in technical sales roles.
Evgeniy highlights the importance of adapting communication styles to your audience, understanding when to go deep into technical details, and when to keep it high-level. He also explains how critical it is to...2024-10-1434 min
Altar of the Demo GodsDocument, Win, Repeat: Why Sales Engineering Success Depends on It
In this episode of Altar of the Demo Gods, Keith Wilson and John Morton dive deep into the topic of documentation in sales engineering, emphasizing its critical role in the sales process and beyond. They discuss how effective documentation can reduce friction, improve clarity in communication, and ultimately help close deals. From early discovery to proof-of-concept (POC) engagements, having a structured approach to documentation helps sales engineers and their organizations win over customers and streamline their internal processes.
The hosts share practical tips and tricks for making documentation less painful, including how to record your work, transcribe...2024-10-1333 min
Altar of the Demo GodsFrom Hustle to Health: Shaping a Positive Sales CultureIn this episode of Altar of the Demo Gods, Keith Wilson and John Morton dive into the world of sales engineering culture and how it impacts team performance, retention, and overall success. Drawing from their personal experiences across various industries—from the military to startups—the duo explores the importance of positive work culture and its far-reaching effects on sales teams.
They discuss key elements such as mental health support, the role of HR (or Chief People Officers), and how values set at the top can shape the entire organization. Keith and John also touch on hustle cult...2024-09-3035 min
Altar of the Demo GodsThe Ethical Tightrope: Balancing Morality, Legality, and Sales SuccessIn this episode of Altar of the Demo Gods, hosts Keith Wilson and John Morton dive deep into the complex world of ethics, integrity, and legality in sales. Picking up where they left off from the previous episode on building trust and rapport, they now explore how having a solid ethical foundation is critical for long-term success in technical sales.
Keith and John share anecdotes about the fine line between moral, ethical, and legal decisions in various sales scenarios, including international deals where practices and expectations may differ greatly. They emphasize the importance of transparency and accountability...2024-09-2332 min
Altar of the Demo GodsFrom Curiosity to Closing: Mastering Trust in Technical SalesIn this episode of Altar of the Demo Gods, hosts Keith Wilson and John Morton discuss the crucial topic of building trust and rapport in sales engineering and technical sales. Drawing from their extensive experience in cybersecurity, they explore strategies for establishing genuine connections with clients who are often cautious and skeptical.
Keith and John delve into the importance of authenticity, integrity, and curiosity in the sales process. They share personal anecdotes about how being genuinely interested in solving a client's problem—not just making a sale—can set you apart from the competition. The hosts also touc...2024-09-1632 min
Altar of the Demo GodsSales Forecasting: The Lifeblood of Startups and BeyondIn Episode 39 of Altar of the Demo Gods, Keith Wilson and John Morton dive into the critical topic of sales forecasting and why it’s a make-or-break element for any company, especially startups. The hosts discuss the importance of accurately forecasting revenue and how failing to do so can lead to catastrophic results, particularly for startups relying on investor confidence.
John, who’s especially passionate about sales forecasting, explains how startups and established companies alike depend on forecasting to track revenue goals, and how it directly affects the confidence of investors, stakeholders, and leadership teams. Keith and John...2024-09-0930 min
Altar of the Demo GodsKnow Your Enemy: Leveraging Competitive Intel in SalesIn Episode 38 of Altar of the Demo Gods, Keith Wilson and John Morton explore the art of competitive analysis in sales engineering. They kick off the episode by reflecting on last week's deep dive into the perils of business travel and how they've evolved in their approach to achieving travel status. Shifting gears, they focus on the critical role of understanding competitors in the sales process.
The duo discusses practical strategies for gathering competitive intelligence, whether through direct observation at industry events, reviewing public resources, or simply engaging with existing customers. They also delve into the importance...2024-09-0230 min
Altar of the Demo GodsSurviving the Skies: Travel Hacks for the Modern Sales Engineer
In this episode of Altar of the Demo Gods, Keith Wilson and John Morton dive into the unexpected chaos of the recent CrowdStrike incident that disrupted travel plans worldwide, including John's personal trip to Aruba. As they recount the challenges of navigating airport delays and airline mishaps, they pivot into a broader discussion about the travel hacks and tips that every sales engineer and frequent traveler should know. Whether you're a seasoned road warrior or prepping for your first business trip, this episode offers practical advice to make your journeys smoother.
Keith and John also...2024-08-2633 min
Altar of the Demo GodsROI Demystified: Tools and Techniques for SEsIn this episode, Keith Wilson and John Morton are joined by Charles Herring, CTO of WitFoo, to delve into the intricacies of value frameworks and ROI calculators in the context of sales engineering. The discussion centers on how sales teams can effectively communicate the value of their products to potential customers by quantifying benefits and calculating return on investment (ROI).
Key Discussion Points:
Introduction to Value Frameworks:
Definition and importance of value frameworks in sales.
How value frameworks help in articulating both qualitative and quantitative reasons for making a purchase.
Understanding ROI Calculators:2024-08-1945 min
Altar of the Demo GodsCollateral That Converts: SE's Role in Creating Sales ContentIn this episode of Altar of the Demo Gods, Keith Wilson and John Morton are joined by Charles Herring, Chief Technology Officer for WitFoo, to dive into the world of sales collateral. From white papers to use case studies and blog posts, the trio discusses the importance of creating effective sales materials and the SE’s role in this process.
Charles shares anecdotes from his career and the value of having well-crafted white papers and use case studies. The discussion covers how white papers have evolved, the importance of first-person narratives in use cases, and the practical be...2024-08-1242 min
Altar of the Demo GodsCRM Secrets: Maximizing Salesforce as a Sales EngineerIn this episode, Keith and John dive into the intricacies of Salesforce (SFDC) and its role in the daily life of a sales engineer (SE). They cover the basics of Salesforce, its importance, and how it differs from other CRM tools like HubSpot. The discussion includes the following key points:
Customer Verifiable Outcomes (CVOs): A recap from the previous episode on how CVOs and value propositions are tied together to ensure successful sales processes.
Salesforce (SFDC): Introduction to Salesforce as a CRM tool, its history, and how it helps manage customer relationships, track deals, and automate processes.
Key...2024-08-0527 min
Altar of the Demo GodsBeyond Discovery: Leveraging CVOs for Sales Success
Welcome back to "Altar of the Demo Gods"! In this episode, Keith Wilson and John Morton dive into the world of Customer Verifiable Outcomes (CVOs). Understanding CVOs and effectively leveraging them can transform your sales approach. Join Keith and John as they discuss the importance of aligning CVOs with value propositions and how to measure success in your sales process.
In This Episode, You’ll Learn:
The definition and significance of Customer Verifiable Outcomes (CVOs).
How to differentiate between CVOs and value propositions.
Techniques for discovering and defining CVOs with your prospects.
The importance of...2024-07-2930 min
Altar of the Demo GodsNavigating Discovery Calls: Techniques for SEs and Sales TeamsWelcome back to "Altar of the Demo Gods"! This week, Keith Wilson and John Morton dive deep into the critical topic of discovery in sales engineering. Whether you're conducting discovery calls, Zoom meetings, or in-person sessions, understanding how to uncover your prospect's pain points is essential. Keith and John share their insights on effective preparation, asking the right questions, and building genuine connections to drive sales success.
In This Episode, You’ll Learn:
The importance of discovery in the sales process.
How to prepare effectively for discovery meetings.
Techniques for asking smart, revealing questions.
The significance of...2024-07-2233 min
Altar of the Demo GodsFrom Face-to-Face to Online: Sustaining Professional Relationships
Welcome back to "Altar of the Demo Gods"! This week, Keith Wilson and John Morton are joined once again by Larci Robertson. In this episode, we delve into the importance of building your personal brand on social media and sustaining professional relationships both in-person and online. Larci shares her insights on how to effectively use social media for career growth, the significance of in-person connections, and practical tips for maintaining these relationships over time.
In This Episode, You’ll Learn:
The importance of creating and maintaining a personal brand on social media.
Strategies for bu...2024-07-1531 min
Altar of the Demo GodsFrom Navy to Tech Sales: Larci Robertson's Journey
Welcome back to "Altar of the Demo Gods"! This week, Keith Wilson and John Morton are joined by a special guest, Larci Robertson. Larci shares her unique journey from a 10-year Navy career to becoming a successful technical sales engineer. Tune in to hear her insights on transitioning from military to corporate America, the importance of relating to customers, and how her intelligence background has shaped her sales approach.
In This Episode, You’ll Learn:
Larci's transition from the Navy to technical sales.
The significance of understanding and relating to customers in sales.
How ex...2024-07-0835 min
Altar of the Demo GodsNavigating Stakeholders: Avoiding NINAs and Maximizing Impact
Welcome back to "Altar of the Demo Gods"! In this week's episode, Keith Wilson and John Morton are joined once again by Jayden Belcher. Together, they dive deep into the art of identifying stakeholders and understanding who's who in the zoo of your sales process. They discuss the importance of precise targeting, the pitfalls of misidentifying key players, and share insights into the evolving roles within sales teams.
Highlights of this episode include:
How to identify the right people to connect with in your sales process.
The significance of aligning your outreach with...2024-07-0134 min
Altar of the Demo GodsOutbound Sales Strategies: A New Era of Engagement
Welcome back to another riveting episode of "Altar of the Demo Gods"! Hosts Keith Wilson and John Morton, alongside our special returning guest Jayden Belcher, dive into the nuances of fashion's role in professional settings and its surprising intersection with personal branding and sales strategy.
In this episode, we delve into outbound campaigns, strategies, and best practices, discussing the blending of marketing and sales roles and how SDRs like Jayden are pioneering new approaches to customer engagement through personalized messaging and strategic outreach.
Don't forget to check out our website at demogodspod.com...2024-06-2432 min
Altar of the Demo GodsBreaking Through the Digital Noise: Brand Awareness in SalesWelcome back to another episode of "Altar of the Demo Gods" where we dive deep into the nuances of sales and marketing. Joining us again this week is Jayden Belcher, who continues to share her insights on the role of a Sales Development Representative (SDR).
This week, we focus on brand awareness and its crucial role in lead generation. Jayden, along with hosts Keith Wilson and John Morton, discuss the innovative strategies for standing out in today's crowded digital landscape. From leveraging memes on LinkedIn to creating memorable personal branding, this episode is packed with actionable advice...2024-06-1729 min
Altar of the Demo GodsInside the Life of a Sales Development Rep
Welcome back to "Altar of the Demo Gods." In this episode, Keith Wilson and John Morton are joined by a special guest, Jayden, a senior SDR at Britive. With Jayden's insights, we dive deep into the roles and responsibilities of Business Development Representatives (BDRs) and Sales Development Representatives (SDRs), exploring the essential functions and challenges of these positions in the sales process.
Last week, we tackled the futuristic applications of AI in sales engineering. If you missed that enlightening discussion, be sure to check it out for insights into how AI could potentially transform the...2024-06-1030 min
Altar of the Demo GodsAI and Sales Engineering: A New Frontier
In this enlightening episode of "Altar of the Demo Gods," hosts Keith Wilson and John Morton delve deep into the intriguing world of artificial intelligence. Join them as they explore how AI is revolutionizing tasks and efficiency within sales engineering and beyond. Keith discusses his latest work on AI security, and both share personal anecdotes about their use of AI tools like Microsoft Copilot and ChatGPT. This episode not only demystifies AI but also emphasizes its practical applications, especially in enhancing sales automation tools and customer interactions.2024-06-0326 min
Altar of the Demo GodsThe Power of Automation in Sales Engineering
In this episode of Altar of the Demo Gods, Keith Wilson and John Morton explore the intricate world of sales automation. They discuss the pivotal role of CRM tools like Salesforce and HubSpot in managing customer relationships and automating tedious sales tasks. The hosts delve into how these tools not only store data but also actively assist in lead scoring, email campaigns, and follow-ups, enhancing productivity and accuracy in the sales process. Join them as they unravel the capabilities of sales automation and share insights on integrating these tools to streamline your sales operations.2024-05-2729 min
Altar of the Demo GodsFrom Chaos to Control: Time Management in Sales Engineering
Welcome back to Altar of the Demo Gods! In this episode, Keith Wilson and John Morton dive deep into time management strategies that have profoundly impacted their professional and personal lives. From the transformative power of LinkedIn learning courses to the disciplined routines honed in the Navy, they cover it all. Keith discusses the importance of owning your calendar to prevent others from dictating your time, emphasizing task blocking and prioritization techniques to enhance productivity. John shares insights on how integrating workouts into his daily schedule helps maintain a healthy work-life balance. They also stress the importance of respecting...2024-05-2033 min
Altar of the Demo GodsCommanding the Room: Public Speaking Tips for Tech Sales Professionals
Welcome back to "Altar of the Demo Gods"! In this episode, Keith Wilson and John Morton dive deep into the world of public speaking, especially focusing on its relevance and benefits for sales engineers and technical sales professionals. They explore why public speaking is crucial in building confidence, enhancing personal brand, and establishing oneself as a thought leader in the industry.
Key Highlights:
Overcoming the Fear of Public Speaking: Keith and John discuss common fears associated with public speaking and provide practical tips to conquer them, emphasizing the importance of public speaking in sales...2024-05-1340 min
Altar of the Demo GodsSecuring Customer Loyalty in Technical SalesIn this episode of Altar of the Demo Gods, hosts Keith Wilson and John Morton delve into the critical topic of customer retention in technical sales. They discuss the importance of building and maintaining strong relationships with customers, the role of customer success, and strategies for ensuring customer satisfaction and loyalty. The hosts share their insights on the significance of being proactive in addressing customer needs and the impact of customer retention on business success.2024-05-0631 min
Altar of the Demo GodsThe Value of VARs: Strengthening Sales through Channel PartnershipsWelcome to Episode 20 of Altar of the Demo Gods, where hosts Keith Wilson and John Morton dive into the world of channel partnerships and the role of Value-Added Resellers (VARs) in sales engineering. This episode explores the importance of building and maintaining strong relationships with channel partners and how they can impact your sales strategy.
Key Highlights:
Understanding the different types of channel partners and their roles.
Strategies for identifying and selecting the right channel partners.
The importance of education and training in building successful channel partnerships.
Real-world experiences and tips for managing channel partner relationships.
2024-04-2929 min
Altar of the Demo GodsBuilding Bridges: The Art of Cross-Functional Collaboration in Sales
Welcome to Episode 19 of Altar of the Demo Gods, where hosts Keith Wilson and John Morton dive into the importance of team synergy and collaboration in sales engineering. This episode explores how working effectively with sales counterparts, technical teams, and product teams can lead to successful outcomes.
Key Highlights:
The significance of cross-functional collaboration in sales engineering.
Strategies for building a culture of collaboration within an organization.
The importance of clear communication and building trust with various teams.
Real-world examples of how collaboration has led to successful sales engineering outcomes.
2024-04-2227 min
Altar of the Demo GodsThe Power of Persuasion: Navigating Negotiations as a Sales EngineerWelcome to Episode 18 of Altar of the Demo Gods, where hosts Keith Wilson and John Morton dive into the art of negotiation within the realm of sales engineering. This episode is packed with insights, stories, and strategies on how to navigate negotiations effectively.
Key Highlights:
The importance of documentation in building value and leverage in negotiations.
How to approach negotiations with a non-adversarial mindset, focusing on mutual benefits.
The role of trust and rapport in making negotiations smoother.
Real-world examples of negotiations in technical sales, including proof of concept timelines and feature enhancements.
The significance of...2024-04-1529 min
Altar of the Demo GodsDecoding the Dreaded RFI: A Sales Engineer's Survival GuideWelcome to Episode 17 of Altar the Demo Gods, where hosts Keith Wilson and John Morton dive deep into the world of sales engineering. In this episode, we discuss the often dreaded but necessary part of the sales process: RFx responses, with a particular focus on RFIs (Request for Information).
Key Highlights:
The hierarchy of sales engineer preferences: in-person customer meetings, remote customer meetings, internal meetings, and cold calls to prospects.
The importance of understanding customer needs through gap analysis and collaboration in solution design.
A deep dive into RFx responses, particularly RFIs, and why they're considered...2024-04-0830 min
Altar of the Demo GodsUnveiling the Secrets of Solution Design in Sales Engineering
In this episode of Altar of the Demo Gods, join experienced sales engineers Keith Wilson and John Morton as they dive deep into the world of solution design. They share their insights on the importance of discovery, gap analysis, and establishing a genuine partnership with clients. Learn how architecture whiteboarding can be a powerful tool in understanding and addressing customer needs. Plus, get a sneak peek into what's coming up in the next episode on RFX responses. Whether you're a sales professional or just interested in the intricacies of technical sales, this episode is packed with valuable takeaways.2024-04-0129 min
Altar of the Demo GodsFrom Pain Points to Solutions: The Sales Discovery JourneyIn this week's episode, Keith and John discuss the importance of the discovery process in sales. They emphasize the need to identify pain points, build relationships, and approach objections with empathy. The discovery process sets the foundation for successful sales conversations and helps sales professionals understand their customers better. Tune in to learn how to navigate the discovery phase effectively and set the stage for closing deals.2024-03-2525 min
Altar of the Demo GodsNavigating Objections: Tips from Seasoned Sales EngineersIn this episode of "Altar of the Demo Gods," hosts Keith and John discuss the importance of handling objections in sales engineering. They share their experiences with customer events, like attending sporting events, and delve into addressing both technical and non-technical objections. John emphasizes the value of bringing objections back to business value to navigate challenges effectively. Tune in for insights on navigating objections and moving closer to a successful sale.2024-03-1825 min
Altar of the Demo GodsAligning Product to Customer Use Cases: A Sales Engineer's GuideIn this episode of Altar of the Demo Gods, the hosts discuss the importance of storytelling in sales engineering. They touch on the concept of the "story sandwich" and the art of creating a captivating intro and outro. They also explore the application of social engineering and the need for ego suppression in sales engineering. If you're interested in improving your storytelling skills as a sales engineer, this episode is a must-listen.2024-03-1130 min
Altar of the Demo GodsThe Science of Storytelling: Tapping into the Human BrainIn this episode of Altar of the Demo Gods, the John and Keith are joined by guest Erich Mueller, a former cybersecurity practitioner and social engineering champion. They reminisce about their experiences at DEF CON and dive into the topic of imposter syndrome. Tune in for an engaging conversation filled with personal anecdotes and insights from experienced sales engineers. The group discusses the power of storytelling as a tool for capturing attention and engaging listeners. They emphasize that storytelling is ingrained in human nature and that people are naturally drawn to stories because they find them interesting. Incorporating storytelling...2024-03-0427 min
Altar of the Demo GodsUnderstanding Your Audience: Key to Effective CommunicationIn this episode of "Altar of the Demo Gods," Keith and John discuss the importance of preparation in sales demos. They emphasize that being prepared is crucial for success in technical sales and share tips on how to effectively plan and present demos. The episode also touches on the importance of presentation skills and how to engage and keep the audience's attention. Tune in for valuable insights on making impactful sales demos.2024-02-2627 min
Altar of the Demo GodsUnlocking Success: The Power of a Well-Executed DemoIn this episode, Keith and John delve into the challenge of keeping virtual participants engaged during a demo. They acknowledge the difficulty of gauging the attention of virtual participants, particularly when their cameras are off. The hosts also discuss strategies to maintain engagement throughout a 45-minute demo.
This is a modern-age problem that requires a better solution. Keith and John suggest identifying the champions among the participants before the demo, as they can provide valuable information and feedback. It is also recommended to set follow-up meetings with these champions to ensure continued engagement.
Furthermore, the...2024-02-1936 min
Altar of the Demo GodsFrom Stranger to Friend: Building Rapport and TrustIn this episode, Keith and John discuss the importance of technical expertise and human empathy in building trust in sales. They acknowledge that having technical knowledge and expertise is crucial as it establishes credibility and demonstrates competence to potential customers. Without technical proficiency, salespeople may struggle to gain the trust of their audience, especially in technical sales.
However, they also emphasize that being human and empathetic is equally important in building trust. They argue that simply possessing technical knowledge is insufficient if salespeople fail to connect with their customers on a personal level. They highlight the significance...2024-02-1225 min
Altar of the Demo GodsDeveloping a Successful Sales Pipeline: Lead Generation and QualificationIn this episode of Alter the Demo Gods, hosts Keith Wilson and John Morton discuss the importance of developing and managing a sales pipeline. They emphasize the need for lead generation and qualification in order to keep the pipeline flowing and ultimately fill the "money bucket" with successful sales. Tune in to learn valuable tips and strategies for maximizing your sales pipeline.2024-02-0533 min
Altar of the Demo GodsOptimizing Your Sales Pipeline: Strategies for Keeping Deals MovingIn this episode of Altar the Demo Gods, Keith Wilson and John Morton are joined by special guest Charles Herring, the CTO of WitFoo. They discuss various aspects of the sales cycle, including lead generation, qualification, presentation, objection handling, and post-sales follow-up. They also delve into the roles of coaches, champions, and economic buyers. Tune in for insightful advice and tips from these experienced sales engineers.2024-01-2936 min
Altar of the Demo GodsEducating Leads and Reaching Your Target AudienceIn this episode of Altar the Demo Gods, Keith and John are joined by special guest Charles Herring, the Chief Technology Officer of startup WitFoo. Charles, who has experience as both a sales engineer and a sales rep, provides valuable insights and perspective. The hosts discuss Charles' transition from sales engineer to sales rep and his impressive achievements in the field. Tune in to gain valuable advice from these experienced sales engineers.2024-01-2236 min
Altar of the Demo GodsUnderstanding Sales Frameworks: An IntroductionIn this episode of Altar of the Demo Gods, Keith Wilson and John Morton discuss the MEDIC framework for sales teams. They explain that MEDIC stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identified Pain, and Champion, and how it serves as a discovery framework for sales. They emphasize the importance of checking off these boxes throughout the sales process, not just in the beginning or before a proof of concept (POC). Tune in for valuable insights on effective sales strategies.2024-01-1528 min
Altar of the Demo GodsThe Evolution of Technology and SellingIn this episode, the hosts explore the advantages of selling SaaS (Software as a Service) and PaaS (Platform as a Service) products compared to traditional enterprise products. One reason for this is that SaaS and PaaS products often have lower prices, making it easier for technology teams to obtain operational expense budgets rather than capital expense budgets. The hosts acknowledge that they are unsure of the exact reason behind this trend but recognize its common occurrence.
Additionally, the hosts highlight that the decision-making process for purchasing SaaS products is often simpler and involves fewer individuals compared to...2024-01-0824 min
Altar of the Demo GodsCore Competencies for Success in Sales EngineeringIn this episode of "Altar of the Demo Gods," hosts Keith and John discuss the challenges of being sales engineers on the road, including the confusion of forgetting what day it is or what state they're in. They also briefly touch on the topic of career paths for SEs, followed by a longer discussion on the core competencies an SE should have. Tune in to hear their experiences and insights on the life of a traveling SE.
What You'll Learn
The listener will learn about the core competencies and traits that are important for sales...2023-12-1828 min
Altar of the Demo GodsExploring Career Paths and Opportunities in Sales EngineeringIn this episode of "Altar of the Demo Gods," hosts Keith Wilson and John Morton dive into the topic of exploring career paths and opportunities in sales engineering. They start off by recapping their previous episode, where they discussed the evolution of sales engineering and what it entails. They also introduce the concept of OKR (Objectives, Key Results, and Initiatives) as a framework for success. Building on this, they suggest using OTE (On-Target Earnings) as the acronym for this episode, reflecting the importance of career growth. Tune in to gain insights into the diverse paths available in the sales...2023-12-1131 min
Altar of the Demo GodsThe Intersection of Sales and Engineering"Alter of the Demo Gods" features Keith Wilson and John Morton, experienced sales engineers, who discuss their passion for sales engineering in this episode. They reflect on their background in cybersecurity and share their desire to explore different aspects of sales engineering. They mention that sales engineering extends beyond the tech industry and give examples such as selling water valves or medical devices. They highlight the technical acumen required in such roles and the blend of engineering and sales skills. They aim to attract a diverse audience and foster learning and discussion about both sales and engineering aspects in...2023-12-0427 min
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2022-08-253h 00
Ignite The Most Heart-Pounding Full Audiobook Today!A Case for Dr Morelle: Thirteen full-cast vintage crime dramas by Ernest DudleyPlease visithttps://thebookvoice.com/podcasts/1/audiobook/502343to listen full audiobooks.
Title: A Case for Dr Morelle: Thirteen full-cast vintage crime dramas
Author: Ernest Dudley
Narrator: Sheila Simms, Cecil Parker, Full Cast
Format: Unabridged Audiobook
Length: 6 hours 50 minutes
Release date: May 27, 2021
Genres: Suspense
Publisher's Summary:
Thirteen classic crime dramas featuring Dr Morelle - 'the man you love to hate!' Psychiatrist-detective Dr Morelle is arrogant, sarcastic and rude - but when it comes to catching criminals, he is unparalleled. Using deduction, psychological profiling and his keen, analytical mind, he solves cases ranging from blackmail to murder, aided by his devoted and...2021-05-276h 50Discover Top Full Audiobooks in Mystery, Thriller & Horror, Police & DetectiveA Case for Dr Morelle: Thirteen full-cast vintage crime dramas by Ernest DudleyPlease visithttps://thebookvoice.com/podcasts/1/audiobook/502343to listen full audiobooks.
Title: A Case for Dr Morelle: Thirteen full-cast vintage crime dramas
Author: Ernest Dudley
Narrator: Sheila Simms, Cecil Parker, Full Cast
Format: Unabridged Audiobook
Length: 6 hours 50 minutes
Release date: May 27, 2021
Genres: Police & Detective
Publisher's Summary:
Thirteen classic crime dramas featuring Dr Morelle - 'the man you love to hate!' Psychiatrist-detective Dr Morelle is arrogant, sarcastic and rude - but when it comes to catching criminals, he is unparalleled. Using deduction, psychological profiling and his keen, analytical mind, he solves cases ranging from blackmail to murder, aided by his devoted...2021-05-276h 50
Access Unmissable Audiobooks in Mystery, Thriller & Horror, SuspenseA Case for Dr Morelle: Thirteen full-cast vintage crime dramas by Ernest DudleyPlease visit https://thebookvoice.com/podcasts/1/audiobook/502343 to listen full audiobooks. Title: A Case for Dr Morelle: Thirteen full-cast vintage crime dramas Author: Ernest Dudley Narrator: Sheila Simms, Cecil Parker, Full Cast Format: Unabridged Audiobook Length: 6 hours 50 minutes Release date: May 27, 2021 Genres: Suspense Publisher's Summary: Thirteen classic crime dramas featuring Dr Morelle - 'the man you love to hate!' Psychiatrist-detective Dr Morelle is arrogant, sarcastic and rude - but when it comes to catching criminals, he is unparalleled. Using deduction, psychological profiling and his keen, analytical mind, he solves cases ranging from blackmail to murder, aided by his devoted...2021-05-2705 minAccess Unmissable Full Audiobooks in Mystery, Thriller & Horror, SuspenseA Case for Dr Morelle: Thirteen full-cast vintage crime dramas by Ernest DudleyPlease visithttps://thebookvoice.com/podcasts/1/audiobook/502343to listen full audiobooks.
Title: A Case for Dr Morelle: Thirteen full-cast vintage crime dramas
Author: Ernest Dudley
Narrator: Sheila Simms, Cecil Parker, Full Cast
Format: Unabridged Audiobook
Length: 6 hours 50 minutes
Release date: May 27, 2021
Genres: Suspense
Publisher's Summary:
Thirteen classic crime dramas featuring Dr Morelle - 'the man you love to hate!' Psychiatrist-detective Dr Morelle is arrogant, sarcastic and rude - but when it comes to catching criminals, he is unparalleled. Using deduction, psychological profiling and his keen, analytical mind, he solves cases ranging from blackmail to murder, aided by his devoted and...2021-05-276h 50
Total Movie RecallTMR 058 – The Princess Bride This week on Total Movie Recall, we take a hard pivot from all the toxic masculinity of weeks past and Steve shows his gentle, romantic side. Somehow, Ryan makes this about his sad sack heartache but in the end, everybody calms down and moves on with a nice mutton, lettuce, and tomato sandwich. The Princess Bride (1987) d. Rob Reiner w. William Goldman Starring: Cary Elwes Mandy Patinkin Robin Wright Chris Sarandon Christopher Guest Wallace Shawn André the Giant Fred Savage P...2021-02-161h 23