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Altar of the Demo Gods

By: Keith Wilson & John Morton
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  • Summary

  • Dive into the realm of sales engineering with "Altar of the Demo Gods" podcast, where your hosts Keith and John unravel the art and science of this dynamic field. Boasting a rich tapestry of experience, they're here to elevate your skills to new heights. Engage with seasoned guests and friends of the show, who bring a wealth of knowledge, real-world triumphs, and insightful missteps to the table in lively, bite-sized episodes. Whether you're a seasoned sales engineer or just stepping into this arena, gear up for a journey of growth, learning, and camaraderie.
    Keith Wilson & John Morton
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Episodes
  • The Value of VARs: Strengthening Sales through Channel Partnerships

    The Value of VARs: Strengthening Sales through Channel Partnerships
    Apr 29 2024

    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.
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    30 mins
  • Building Bridges: The Art of Cross-Functional Collaboration in Sales

    Building Bridges: The Art of Cross-Functional Collaboration in Sales
    Apr 22 2024

    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.
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    27 mins
  • The Power of Persuasion: Navigating Negotiations as a Sales Engineer

    The Power of Persuasion: Navigating Negotiations as a Sales Engineer
    Apr 15 2024

    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.
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    29 mins
Economics
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