Coffee with Sales Engineers! - Great Demo

Coffee with Sales Engineers!

“Discovering the Journey and Wisdom of a Sales Engineering Legend: Peter Cohan

In this insightful episode of Coffee with Sales Engineers, we sit down with Peter Cohan, founder of the Second Derivative and author of ‘Great Demo!’ and ‘Doing Discovery.’ Peter shares his transformative journey from a chemist to an SE legend, offering valuable lessons for current and aspiring sales engineers. Topics covered include the critical pillars of a successful SE, the importance of discovery, and the dynamic relationship between account executives and sales engineers. This episode is packed with actionable advice for anyone in or considering a career in sales engineering.

  • 00:00 Introduction and Welcome
  • 00:23 Guest Introduction: Peter Cohan
  • 01:05 Peter’s Early Career Journey
  • 02:47 Transition to Pre-Sales and Marketing
  • 04:09 Founding and Growing a Business Unit
  • 04:53 The Role of a Sales Engineer
  • 09:14 The Importance of Learning and Teaching
  • 12:18 Core Skills and Attributes of a Great SE
  • 22:26 Effective Collaboration with Account Executives
  • 32:15 Final Thoughts and Recommendations”

https://www.youtube.com/watch?v=cIIvE0ynDig

Enjoy!

 

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