A(z) Sales Engineering csatorna legjobb podcastjai (2025)

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PreSales bei Siemens Digital Industry Software - Mit Frank Fleischer (233) 51:39

7d ago51:39

51:39

NEU: "Erfolgsstrategien im IT-Vertrieb: PreSales bei Siemens Software - Mit Frank Fleischer (233)" In dieser Episode erhältst du einen spannenden Einblick hinter die Kulissen von Siemens Digital Industries Software und wie sie im B2B-Software-Vertrieb agieren. Frank Fleischer erklärt, wie die strategische Pre-Sales-Rolle es ermöglicht, durch kontin…

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Fusion von PreSales und PostSales bei Celonis mit SE Managerin Regina Neumeyer (232) 33:53

14d ago33:53

33:53

In dieser Folge spreche ich mit Regina Neumeier, Senior Director Value Engineering bei Celonis, über eine der brennendsten Fragen in der Solution-Engineering-Community: Sollten Pre-Sales und Post-Sales getrennt bleiben oder zu einer Rolle verschmelzen? Regina gibt exklusive Einblicke, wie Celonis Presales, Postsales und Customer Success zu einem Va…

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Wenn Delivery den Vertrieb überstimmt (231) 15:15

21d ago15:15

15:15

In dieser Folge tauchen wir in eine ungewöhnliche Situation ein: Was passiert, wenn das Presales-Team einen RFP disqualifiziert – und plötzlich die Delivery-Abteilung und sogar die Geschäftsführung dagegenhält? Wir diskutieren, warum klare Kommunikation und ein definiertes ICP so entscheidend sind, wie man mit Missverständnissen umgeht und weshalb …

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Pitch-Feuerprobe: Die perfekte Brücke zum Kunden (230) 33:53

28d ago33:53

33:53

In dieser Folge nehmen wir dich mit hinter die Kulissen unseres Praxisprojekts an der Ruhr-Uni Bochum. Gemeinsam reflektieren wir, wie Studierende in realitätsnahen Pitches ihre B2B-Sales-Skills auf die Probe stellen und warum der Weg von der Discovery bis zum unwiderstehlichen Angebot oft an einer einzigen Frage scheitert. Wir sprechen offen über …

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PreSales Power: Mehrwerte systematisch über den Sales-Cycle ermitteln (229) 32:57

1M ago32:57

32:57

Die wichtigste Frage im B2B-Softwarevertrieb ist nicht, was deine Software kann, sondern welchen Mehrwert sie für den Kunden bringt. In dieser Episode von "Presales Unleashed" tauchen wir tief in die praktische Ermittlung und Kommunikation von Mehrwerten ein. Wir erläutern, wie essenziell die Discovery-Phase ist, um spezifische Kundenbedürfnisse zu…

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Frust vermeiden: Klare Kommunikation zwischen AEs und SEs (228) 36:55

1M ago36:55

36:55

Unterschätze niemals die Macht der Zusammenarbeit zwischen Account Executives (AEs) und Solution Consultants (SEs) im B2B-Softwarevertrieb. In dieser Episode tauchen wir gemeinsam mit Daniel (der beide Rollen gelebt hat) ein in die Herausforderungen und Chancen einer erfolgreichen Partnerschaft und wie entscheidend proaktive Kommunikation ist. Vom …

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Buyer Enablement: Pitch-Decks richtig einsetzen (227) 21:34

1M ago21:34

21:34

Jan-Erik Jank & Tim Brömme által

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Eps 5.0 Design Flow - SDR Calls a Prospect Andrae and Kunz 10:52

2M ago10:52

10:52

Send us a text Here is a role play of SDR calling a Prospect with a wrap-up on the end Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of t…

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Eps 6.0 Design Flow - SDR Roleplay with AE Transfer Deal 9:06

2M ago9:06

9:06

Send us a text Now we will call the AE and role-play how this prospect looks and convince to have a meeting with the SE and the client Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access…

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Eps 7.0 Design Flow - AE talks to the SE convinces to do the call 13:04

2M ago13:04

13:04

Send us a text Role play next step - AE Talks to the SE and looks to convince them to invest their time. Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is…

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Eps 8.0 Design Flow - The AI Hive in Action with SDR Preview - with wrap up 17:59

2M ago17:59

17:59

Send us a text Here we look at how the Hyvara.ai Hive can help the SDR prep for his/her call with the AE - review the conversation - not be on the call with the SDR but listening and then questioning the SDR - to help save time with the AE. We also wrap this session with our overview and industry challenges to help guide the design team Support the…

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Eps 4.0 Design Flow - Andrae SEAC Swiss Army Knife Current State 9.12.25 15:14

2M ago15:14

15:14

Send us a text Andrae and I go deep into what the 3Rs are for the SEAC - Sales Engineer, Architect Consultant - Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our …

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Eps 1.0 Design Flow - Andrae SDR Stage Current State 9.12.25 3:52

2M ago3:52

3:52

Send us a text Part of helping the design team understand the roles rules and responsibilities -we constructed a discussion of our experiences - Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get f…

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Eps 2.0 Design Flow - Andrae Account Exec Stage Current State 9.12.25 4:22

2M ago4:22

4:22

Send us a text Andrae and I are helping The Dev team understand the players and the process Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective…

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Eps 3.0 Design Flow - Andrae Account Exec Levels and SDR Engagement Current State 9.12.25 5:01

2M ago5:01

5:01

Send us a text Andrae and I helping our Dev team understand the process and people - 3R's Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective o…

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Field Guide 1:3 Chapter 10 part 3 7:28

4M ago7:28

7:28

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

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Field Guide 1:3 Chapter 18 Daily, Weekly, Quarterly 19:17

4M ago19:17

19:17

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

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Field Guide 1:3 Chapter 17 Value Based Selling 25:14

4M ago25:14

25:14

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

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Field Guide 1:3 Chapter 16 Objection Handling and Conflict Resolution 44:15

4M ago44:15

44:15

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

1
Field Guide 1:3 Chapter 13 Proof of Concept 13:22

4M ago13:22

13:22

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

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Field Guide 1:3 Chapter 1 Introductions and Overview 11:29

4M ago11:29

11:29

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

1
Field Guide 1:3 chapter 19 - Looking ahead 25:36

4M ago25:36

25:36

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

1
Field Guide 1:3 Chapter 15 Technical Close Plans 10:33

4M ago10:33

10:33

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

1
Field Guide 1:3 Chapter 14 Power of the POC SOW. 19:08

4M ago19:08

19:08

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

1
Field Guide 1:3 Chapter 3 Proof of Concept 13:22

4M ago13:22

13:22

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

1
Field Guide 1:3 Chapter 12 - The Messaging Team and Breifing Center. 23:50

4M ago23:50

23:50

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

1
Field Guide 1:3 Chapter 11 SE Tools for Success - Story Telling. 17:06

4M ago17:06

17:06

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

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Field Guide 1:3 Chapter 10 the art of the funnel Part 1 7:13

4M ago7:13

7:13

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

1
Field Guide 1:3 Chapter 10 - Art of the Deal Part 2 3W's 6:38

4M ago6:38

6:38

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

1
Field Guide 1:3 Chapter 9 Sales Methodologies 13:30

4M ago13:30

13:30

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

1
Field Guide 1:3 Chapter 8 Role Expectations 19:46

4M ago19:46

19:46

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

1
Field Guide 1:3 Chapter 7 Pivoting to Engagements with other Departments 22:25

4M ago22:25

22:25

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

1
Field Guide 1:3 Chapter 6 Technical Specialist Role 27:09

4M ago27:09

27:09

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

1
Field Guide 1:3 Chapter 5 Sales Solution Consultant Role 12:19

4M ago12:19

12:19

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

1
Field Guide 1:3 Chapter 4 Sales Solution Architect Role 19:53

4M ago19:53

19:53

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

1
Field Guide 1:3 Chapter 3 My Journey 11:20

4M ago11:20

11:20

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

1
Field Guide 1:3 Chapter 2 Understanding the role 17:54

4M ago17:54

17:54

Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…

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Der nächste Schritt für PreSales Unleashed (226) 29:06

5M ago29:06

29:06

Die Sommerpause kommt und diesmal ist sie mehr als nur ein kurzes Innehalten. Tim und Jan nutzen den Moment für einen ehrlichen Rückblick und eine strategische Neuausrichtung. Was als idealistisches Produkt für bessere Discovery begann, bekommt ein Update in Richtung Skalierung, Internationalisierung und echter Systematik. Sie sprechen offen über I…

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AI im Presales - Wo endet der Hype und wo beginnt der Impact? - Mit Philipp Schöne (225) 53:24

5M ago53:24

53:24

Philipp Schöne, Director Solutions Engineering bei MuleSoft, gibt Einblicke in den Wandel seiner PreSales-Organisation. Was mit ersten Experimenten begann, ist heute tief im Alltag vieler Teams verankert: von automatisierter RFP-Bearbeitung über Discovery-Briefings bis hin zu internen AI-Knowledge-Sessions. Dabei geht es nicht nur um Tools, sondern…

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The State of Presales Enablement (224) 21:46

6M ago21:46

21:46

Walk & Talk im Perlacher Forst und mitten im Gespräch die schonungslose Diagnose: Enablement im PreSales? Ziemlich kaputt. Tim und Jan sprechen über Trainings, die nicht wirken, Formate ohne Nachhaltigkeit und Führungskräfte, die sich rausziehen. Es geht um Lernprozesse, Prioritäten und die Frage, was ein gutes Training wirklich leisten muss. Warum…

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Playbooks um eine PreSales-Organisation von Grund aufzubauen (223) 39:08

6M ago39:08

39:08

Wenn du morgen eine PreSales-Organisation von Grund auf neu bauen müsstest, womit würdest du anfangen? Jan und Tim legen offen, welche Playbooks aus ihrer Sicht wirklich zählen. Vom Hiring über Onboarding bis zum Zusammenspiel mit dem Sales. Es geht weniger um Templates, sondern mehr um Haltung, Entscheidungslogik und gelebte Praxis. Warum ein Miss…

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Series 1 - Episode 3: Why Choose a Sales Engineering Career? 8:45

6M ago8:45

8:45

Send us a text SE Worklife: Unlocking Your Future as a Sales Engineer – Episode 3: Why Choose a Sales Engineering Career? Uncover why Sales Engineering is a top career choice in Episode 3! Kevin Kunz reveals six-figure salaries, tech challenges, and client impact that define this dynamic role. Through leadership stories, like a Snowflake retail win…

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Series 1 - Episode 2 - Exploring Sales Engineer Job Titles and Skills 10:02

6M ago10:02

10:02

Send us a text Dive into the world of Sales Engineer roles in Episode 2! Kevin Kunz, with 30 years at Adobe (1999–2012), Oracle (2013–2017), Elastic (2017–2019), and Snowflake (2019–2022), unpacks titles like Systems Architect and Solution Consultant, revealing their unique skills. Through leadership stories, like mentoring of team’s at Elastic , l…

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Series 1 - Episode 1 : Defining what a Sales Engineer is, exploring their daily tasks, and essential skills. 10:57

6M ago10:57

10:57

Send us a text Episode 102 Overview Objective: Define S.E.A.C. (Sales Engineer, Architect, Consultant) early, explore the various S.E.A.C. job titles (e.g., Systems Architect, Solution Architect, Sales Engineer), detail their unique responsibilities and skills, and clarify how listeners can find their fit. Book Sections Used: Chapter 4 (Job Titles …

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Series 1 - Prologue- SEWorklife - How to become an SE 15:03

6M ago15:03

15:03

Send us a text Table of Contents: SE Worklife Podcast Series Prologue: Welcome to Your S.E.A.C. Journey Introduces the series, S.E.A.C. career, and Kevin’s 30-year expertise, setting expectations for the 12 episodes. Episode 1: What Is a Sales Engineer? Defines the S.E.A.C. role, daily responsibilities, and required skills, debunking misconceptions…

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So baut Spryker eine skalierbare PreSales-Organisation - Mit Niko Wilsmann (222) 37:27

6M ago37:27

37:27

Nico Wilsmann hat bei Spryker als SE angefangen, heute führt er das globale Team. In dieser Episode geht’s nicht um Karrierewege aus dem Lehrbuch, sondern um Praxis. Um Ownership im PreSales, darum, früh Verantwortung zu übernehmen und Entscheidungen mitzutragen, statt nur zu begleiten.Er spricht offen über Reibungspunkte mit Vertrieb, klare Rollen…

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Leadership vs. Management - was PreSales-Teams wirklich brauchen (221) 46:48

6M ago46:48

46:48

Führung im PreSales ist keine Beförderung, sondern ein Rollenwechsel. In dieser Folge geht’s nicht um Titel, sondern um Verantwortung, Haltung und Führungskräfte-Archetypen. Tim erzählt, wie er ohne Vorbereitung in seine erste Führungsrolle gestolpert ist, was er später bewusst anders gemacht hat und warum nicht jeder Top-IC automatisch auch ein gu…

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CRM ist tot. Nur keiner sagt’s laut. - Mit Dennis Teichmann (220) 31:36

6M ago31:36

31:36

Vertriebsteams stehen unter Druck: weniger Budget, weniger Leute, höhere Ziele. Dennis Teichmann erklärt, wie Sales mit datenbasierten Entscheidungen besser priorisiert werden und warum Buyer Enablement kein Trend, sondern Notwendigkeit ist. Dennis Teichmann (CEO von Bont.ai) zeigt, wie man Prozesse intelligent unterstützt, Touchpoints gezielter st…

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Inside Qlik: Wenn das Portfolio plötzlich 17 Produkte hat - Mit Matthias Anders (219) 37:47

7M ago37:47

37:47

Mit 250 PreSales-Kollegen weltweit und über 17 Produktmodulen steht Qlik vor der Herausforderung, Komplexität skalierbar zu machen. Matthias Anders (Director PreSales Center of Excellence) teilt, wie interne Strukturen, spezialisierte Teams und ein wachsendes Enablement-Konzept dazu beitragen, Orientierung zu schaffen, sogar über Länder- und Funkti…

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SaaS Kunde im Interview: Der größte Pain beim Softwarekauf? Der Vertrieb! - Mit Jens Erasmus (218) 41:38

7M ago41:38

41:38

Jens Erasmus hat Software im Wert von Millionen mitverhandelt und hat gesehen, woran Deals scheitern, bevor sie überhaupt eine Chance haben. Er teilt, warum viele Anbieter schon beim ersten Gespräch scheitern und was ihn als Entscheider wirklich weiterbringt, intern den Kauf verteidigen zu können. Es geht um Buyer Enablement aus der Praxis, um Vert…

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