Altar of the Demo Gods

In 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 cycle, navigating sales processes, and the importance of being a fixer—someone who can bridge gaps between teams, solve technical problems, and still maintain excellent relationships with customers. Some key topics include: Transitioning from Support to Sales Engineering: Ahmed explains how his technical background in security and cloud infrastructure laid a solid foundation for his sales career. Learning Business Acumen and Sales Cycles: Ahmed highlights how working with sales leaders and mentors helped him gain the business knowledge needed for success. The Importance of Relationships and Teamwork: Ahmed emphasizes that internal collaboration and shared knowledge are key to winning deals and creating successful outcomes. Navigating Sales as a Fixer: The importance of being both technical and people-oriented, with the ability to handle tough customer situations. Sets and Reps in Sales: Ahmed talks about the need for repetition to hone skills in both technical support and sales, stressing that ongoing learning and practice are essential.

In 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 leadership, and how learning soft skills, such as public speaking through Toastmasters, prepared him for success in the world of sales. The discussion also covers key aspects of his transition into a leadership role, where he highlights the importance of building relationships, learning the sales process, and adapting to challenges like hiring and managing teams. Jose offers actionable advice for those in technical roles looking to transition into sales or leadership, such as developing a strong partnership with account executives and honing communication skills to better connect with customers. Key Topics Discussed: Transitioning from security research to sales engineering. The importance of relationship building and networking in career growth. Challenges and solutions in technical sales, including POC development and using cyber ranges to accelerate the sales process. Learning to adapt to formalized sales processes as a company grows. How to develop soft skills, like public speaking, through Toastmasters and other opportunities. The complexities of hiring and managing teams, including the principle of “hire slow, fire fast.” Moving into leadership and the importance of effective communication in technical sales.

In 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 engage with customers based on what they want to learn, rather than simply showing off demos and presentations. Throughout the conversation, the hosts and Evgeniy cover key themes from his book, including how to ask the right questions, overcome the fear of public speaking, and build rapport with customers and teammates. Evgeniy also introduces the concept of a Soft Skills Development Plan (SSDP), offering practical steps for professionals to improve their soft skills over 30, 60, 90, and 120 days. Pickup "Architecting Success: The Art of Soft Skills in Technical Sales" from Amazon and other major book retailers. Learn more about Evgeniy and the book here: https://www.softskillstech.ca/

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 it, and organize your notes to build a playbook for success. Keith and John also touch on how proper documentation allows teams to avoid scope creep in POCs, foster accountability, and create artifacts that live beyond the immediate sales process. While the conversation centers on documentation, the episode is filled with personal anecdotes, lighthearted banter about DuckTales, and the occasional AI reference—like how ChatGPT can assist in brainstorming and making tedious tasks a little more manageable. Key Topics Discussed: Importance of documenting pain points, customer environment, and use cases. How documentation benefits not just sales, but also marketing, product development, and leadership. Tips for creating effective POC documentation to prevent scope creep and streamline the sales process. Using technology, like transcription services, to make documentation easier and faster. Building personal and team success through structured policies and procedures. How proper documentation leads to better sales enablement and long-term client satisfaction.

In 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 culture, burnout, and the shift from traditional HR departments to people-focused leadership. With plenty of lighthearted banter about childhood TV shows and generational identity (they proudly proclaim themselves members of the DuckTales Generation), this episode blends humor with insight into what it takes to build a culture where employees thrive. Key Topics Discussed: How a strong organizational culture affects turnover, productivity, and brand perception. The balance between hustle culture and burnout prevention. The role of leadership in setting cultural values and maintaining a healthy work environment. How cultural missteps at major events like Black Hat can damage a company’s reputation. Encouraging dissent and feedback to foster a culture of continuous improvement. Personal accountability in shaping and maintaining company culture.

In 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, especially when navigating high-stakes deals. Throughout the conversation, they highlight how companies that prioritize integrity can build stronger brands, attract top talent, and establish lasting trust with clients. Key Topics Discussed: The difference between integrity, ethics, and legality in sales. How to handle ethical dilemmas when large amounts of money are on the line. International sales challenges and how ethical standards differ across regions. The importance of transparency, accountability, and involving leadership when facing ethical decisions. The long-term impact of maintaining high ethical standards on brand reputation, trust, and recruiting. Why it’s harder to be “shady in the light” and how involving others helps maintain integrity in challenging situations.

In 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 touch on the challenges of rapidly building trust in fast-paced sales cycles and offer practical tips for overcoming these hurdles. Key Topics Discussed: The significance of trust and rapport in sales engineering. Strategies for building authentic relationships with clients. The role of curiosity and genuine interest in client interactions. Balancing the need for quick sales cycles with the time it takes to build trust. The impact of integrity and reliability on long-term client relationships. The value of being present and consistent in professional settings.

In 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 also delve into the sales process, outlining how sales opportunities move through different stages of the funnel, from marketing qualified leads (MQLs) to sales qualified leads (SQLs), and how this progression informs forecasting accuracy. Keith highlights how important it is to use historical data to inform predictions and avoid "happy ears" when forecasting deals. Both hosts emphasize the significance of maintaining alignment between sales efforts and genuine customer pain points, ensuring that deals are forecasted based on realistic data, not just optimism. Key Topics Discussed: The dangers of inaccurate sales forecasting for startups and established companies. Understanding the stages of the sales funnel: MQLs, SQLs, and beyond. How to apply data-driven insights to forecast more accurately. Role-playing scenarios for better forecasting conversations between AEs and sales leaders. The importance of tying forecasts to real customer pain and business problems.

In 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 of framing your competitive edge in a way that highlights what your product does the same, what it does better, and what it doesn’t do at all. The goal? To equip you with the knowledge needed to effectively lay traps, differentiate your product, and ultimately win the sale. Listener Questions: Keith and John also tackle a listener's question on maintaining a balance between being technical and being customer-focused as a sales engineer, offering advice on continuous learning and applying technical knowledge in a customer-centric way. Key Topics Discussed: Reflections on the previous episode about travel woes and status. Competitive analysis: What it is, why it’s important, and how to gather intel. The significance of battle cards in competitive analysis. Strategies for positioning your product against competitors. Balancing technical knowledge with customer focus in sales engineering.

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 share their experiences with airline and hotel loyalty programs, debating whether the perks are worth the effort. From the value of having status to the unexpected downsides, they explore how travel has changed in recent years. They also offer some light-hearted moments, including an amusing late-night hotel experience that’s sure to make you chuckle. Key Topics Discussed: The CrowdStrike incident and its impact on travel plans. Airline and hotel loyalty programs: Are they still worth it? Practical travel tips for sales engineers and frequent flyers. The importance of quality of life while traveling for work. Personal stories of travel mishaps and lessons learned.

In 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: The role of ROI calculators in pre-sales and post-sales scenarios. How these calculators help customers understand the financial benefits of investing in a particular solution. Challenges in Selling Value: The difficulty of connecting the value framework to customer needs. The potential pitfalls of relying solely on ROI calculations, especially when dealing with different types of customers (e.g., government vs. commercial). Real-World Examples and Insights: Charles shares insights from his experience in the military and cybersecurity, highlighting the importance of understanding the unit of work when calculating ROI. Discussion on the hidden costs and risks that can impact the success of an ROI-based sales pitch. The Human Factor in ROI Calculations: The impact of organizational changes on staff morale and retention. How qualitative factors like user experience and operational efficiency play into the overall value proposition. If you enjoyed this discussion or want to dive deeper into the topics of value frameworks and ROI calculators, be sure to check out our previous episodes. Subscribe, like, and share our podcast to stay updated on future episodes!

In 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 benefits of blog posts for educating and building trust with potential customers. They also touch on the practical aspects of creating these materials, emphasizing the need for authenticity and the strategic use of different types of collateral to address specific customer needs. Main Points: Introduction of guest Charles Herring, CTO of WITFU, and discussion on holidays. Overview of white papers and their evolving role in sales and AI. Insights on use case studies and the power of personal stories. The value of user group meetings and bringing in happy customers. Importance of blog posts for product education and marketing. Contact Us: Website: demogodspod.com Join us next week as we delve into the world of sales tools, focusing specifically on Salesforce and how SEs can maximize its potential!

In 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 Features and Benefits: Key Takeaways: Always update your notes promptly to ensure data accuracy and provide a clear history for anyone else working on the deal. Use Salesforce to automate routine tasks and integrate it with other tools like email and video conferencing platforms to capture all customer interactions. Regularly review and clean your data to maintain high-quality records. Understand that while SEs may not spend as much time in Salesforce as AEs, keeping detailed and accurate records is crucial for team efficiency and personal accountability.

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 aligning value propositions with CVOs throughout the sales process. Tips for measuring and articulating the value of CVOs to close deals. Don't forget to: Subscribe to our podcast for more insights and strategies. Leave a review if you enjoyed this episode. Follow us on LinkedIn and join the conversation.

Welcome 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 understanding your prospect's pain points. Tips for transitioning from discovery to closing the deal. Don't forget to: Subscribe to our podcast for more insights and strategies. Leave a review if you enjoyed this episode. Follow us on LinkedIn and join the conversation.

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 building genuine connections online and in-person. How to identify and avoid fake social media profiles. Tips for leveraging social media to support your career goals. The value of in-person networking events and how to maximize their impact. Don't forget to: Subscribe to our podcast for more insights and strategies. Leave a review if you enjoyed this episode. Follow us on LinkedIn/Twitter and join the conversation.

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 experience in intelligence can enhance a career in tech sales. The value of empathy and effective communication in customer interactions. Strategies for educating customers about problems they might not be aware of. Key Takeaways: Empathy and customer relations are crucial in sales. Technical background and intelligence experience can be powerful assets in sales engineering. Effective communication and education are essential for successful sales engagements. Don't forget to: Subscribe to our podcast for more insights and strategies. Leave a review if you enjoyed this episode. Follow us on LinkedIn and join the conversation.

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 the correct stakeholders. The concept of NINAs (No Influence, No Authority) and how to avoid wasting time. Utilizing tools like LinkedIn Sales Navigator for effective research. The difference in sales approaches when dealing with various titles such as solutions architect, enterprise architect, and security architect. Techniques for gathering valuable information during initial conversations. Whether you're a seasoned sales professional or just starting, this episode is packed with practical advice and strategies to help you navigate and succeed in your sales efforts. Key Takeaways: Understanding the importance of targeted outreach. Effective use of LinkedIn Sales Navigator. Identifying and avoiding NINAs. The value of research in sales success. Adapting your sales approach based on stakeholder roles. Resources Mentioned: LinkedIn Sales Navigator MEDDIC Sales Methodology Tune in and discover how to enhance your sales strategies by knowing exactly who to talk to and how to approach them! Don't forget to: Subscribe to our podcast for more insights and strategies. Leave a review if you enjoyed this episode. Follow us on LinkedIn and join the conversation. Contact Us: Email: [email protected] Website: demogodspod.com

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 for more information and resources from our podcast. If you have any questions or think you'd be a great guest like Jayden, feel free to email us at [email protected]. Please like, share, and subscribe to "Altar of the Demo Gods" on your favorite podcast platform, and join us next week for more insights and discussions.

Welcome 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 for anyone looking to enhance their marketing efforts. Don't forget to visit our website at demogodspod.com for more information about our podcast. Please like, share, and subscribe to "Altar of the Demo Gods" on your favorite podcast platform to not miss out on our weekly insights.

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 sales landscape. Today, we're focusing on the integral role of SDRs in shaping customer interactions and driving sales success. Jayden shares her firsthand experiences and strategies for effective lead qualification and relationship building in sales. From mastering cold calls to navigating the nuances of customer engagement, this episode is packed with valuable takeaways for anyone looking to excel in sales development roles. For more episodes and information about our podcast, visit our website at demogodspod.com. Don't forget to like, share, and subscribe to stay updated with the latest from "Altar of the Demo Gods"!

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.

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.

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 others' time, a value crucial for any professional setting.

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 and technical roles. Structuring Your Presentation: Learn how to effectively structure presentations to keep the audience engaged, including tips on slide design and delivering your message concisely. Building Confidence and Exposure: Discover how public speaking can significantly boost your professional confidence and increase your visibility in the industry. Engaging Your Audience: Insights into engaging various audience types and making your presentations memorable through storytelling and relevant analogies. Join Keith and John as they provide a comprehensive guide to mastering public speaking, making it an invaluable tool for anyone in technical sales.

In 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.

Welcome 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.

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.

Welcome 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 ethics and integrity in negotiations, ensuring that both parties win.

Welcome 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 a necessary evil in the sales process. Strategies for managing and responding to RFIs, including the use of AI tools and creating a repository of question and answer pairs. The significance of clear and concise communication in collaborating with team members, especially when dealing with high-level executives. Acronym of the Week: RFI - Request for Information Next Week's Topic: Negotiations - a crucial aspect of the sales process that can be both challenging and rewarding.

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.

In 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.

In 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.

In 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.

In 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 into pitches or presentations can help to hook someone's attention and make the information more memorable.

In 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.

In 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 hosts emphasize the importance of expressing gratitude through a thank you message. They highlight that gratitude remains significant even in the modern age. The host agrees and hints at revisiting the topic of demos in future episodes, focusing on captivating the audience through presentation techniques. They allude to a deeper exploration of this topic in the next episode.

In 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 of building rapport and trust with sales prospects, not only in the cybersecurity industry but in sales in general. Overall, the episode suggests that while technical expertise is important in establishing trust, being human, empathetic, and building rapport are equally crucial. Salespeople need to strike a balance between technical knowledge and interpersonal skills to effectively build trust with their audience and ultimately succeed in sales.

In 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.

In 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.

In 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.

In 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.

In 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 enterprise products. This is because SaaS products eliminate the need for hardware, such as physical appliances in data centers, thereby reducing the involvement of various IT teams. This streamlined process is referred to as "frictionless selling."

In 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 engineers, including communication skills, active listening, and the ability to articulate complex ideas simply. They will also learn about the importance of understanding the sales process, conducting research, and setting objectives. Additionally, the episode touches on the value of public speaking skills and the benefits of role-playing and practice in various scenarios. The episode also briefly mentions upcoming topics such as demystifying the cloud and different cloud services.

In 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 engineering field. What You'll Learn The listener will learn about exploring career paths and opportunities in sales engineering, the structure of compensation in software sales, the transition into a sales engineering role, different aspects of software sales, the speaker's transition from a cybersecurity practitioner to a sales engineer, different roles and responsibilities within the sales engineering field, the role of a POC specialist, the importance of finding a specialty within sales engineering, the challenges and responsibilities of managing a team of SEs, the importance of empathy and communication skills in sales engineering, and the importance of working with AI in shaping career paths.

"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 their podcast.