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In this episode of Coffee with Sales Engineers, host Sachin Wadhawan interviews Ben Hills, CEO and founder of Iris, an AI-first RFP automation platform. They discuss the evolving role of sales engineers, the challenges of RFPs, and how AI can transform the procurement process. Ben shares his journey in sales engineering, the importance of understanding buyer needs, and how RFPs can be leveraged as a strategic tool rather than a burden. The conversation highlights the growing trend of RFPs in procurement and the potential for AI to enhance efficiency and effectiveness in sales processes.

Chapters

00:00
Introduction to the Podcast and Guest

01:16
Ben Hills' Journey in Sales Engineering

04:46
Innovating in RFP Solutions

08:59
The Evolving Role of RFPs in Procurement

16:58
RFPs as a Qualifying Tool for Buyers

22:49
Leveraging AI in RFP Processes

27:16
The Future of Sales Engineering and AI Integration

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In this episode of Coffee with Sales, Sachin Wadhawan and Cortney Zamm discuss the vital role of storytelling in sales engineering. Cortney shares her unique journey from film school to becoming a sales engineer, emphasizing how storytelling skills can enhance customer engagement and differentiate offerings in a competitive market. They explore practical strategies for integrating storytelling into sales demos, the importance of practice, and how to benchmark storytelling skills. The conversation highlights the power of narrative in creating memorable customer experiences and fostering deeper connections.

• "We are hardwired to ingest stories."
• "Practice makes storytelling natural."

Chapters

00:00
Introduction to Storytelling in Sales Engineering

03:47
The Importance of Storytelling in Sales Engineering

08:09
Transforming Technical Demos into Engaging Narratives

11:05
The Role of Questions in Storytelling

13:33
Practical Steps to Incorporate Storytelling

15:58
Measuring the Impact of Storytelling

17:38
Building a Story Library for Sales Engineers

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In this episode of Coffee with Sales Engineers, Sachin Wadhawan interviews Max Elster from Minoa, discussing the critical role of sales engineers in driving value within organizations. They explore the journey of Minoa, the importance of value intelligence, and the challenges sales engineering teams face in incorporating value into their processes. The conversation highlights the need for a seamless connection between pre-sales and post-sales activities to ensure that customers realize the value promised during the sales process. Max shares insights on emerging trends and priorities for sales engineering teams, emphasizing the importance of adapting to the evolving landscape of sales and customer success.

Chapters

00:00
Introduction to Value Intelligence in Sales Engineering

02:05
The Role of Sales Engineers in Value Conversations

05:27
Challenges in Implementing Value in Sales Engineering

08:59
Value Maturity and Its Importance

13:45
Connecting Pre-Sales and Post-Sales Value

18:29
Future Priorities for Sales Engineering Teams