ramzi marjabaThe Discovery MeetingWhat is Discovery? No, it’s not the ship from Star Trek. It is however just as important. When you walk out of a discovery meeting, you…Mar 22, 2019Mar 22, 2019
ramzi marjabaWe The Sales EngineersWhen I started this little project of mine, I did it because I wasn’t able to find resources for Sales Engineers. Everything I found was…Dec 4, 2018Dec 4, 2018
ramzi marjabaThe Discovery MeetingWhat is Discovery? No, it’s not the ship from Star Trek. It is however just as important. When you walk out of a discovery meeting, you…Nov 15, 2018Nov 15, 2018
ramzi marjaba10 Discovery Call Mistakes — some of them are very obviousThe discovery process is the most important process that we, as Sales Engineers, can go through. It helps us find out what problems the…Nov 14, 2018Nov 14, 2018
ramzi marjabaSalary Structure for Sales Engineers and Account ManagersBefore I got into sales, I had no idea what a sales engineer was, how they get paid, and what they need to do to get paid. I also thought…Nov 1, 20181Nov 1, 20181
ramzi marjabaThe Sales Cycle and the Role of the Sales EngineerAwareness, Discovery, Selling, Agreement, Closed. These are the 5 stages of a sales cycle based on Salesforce.com one of the leading…Oct 25, 2018Oct 25, 2018
ramzi marjabaA few things a New to the Job SE Needs to KnowFirst day on the job, I walk into the office an hour before I’m supposed to meet my manager and mentor.Since I’ll be talking about my…Oct 18, 2018Oct 18, 2018
ramzi marjaba7 Tips for an SE to earn his Account Manager’s TrustLast week I wrote about the SE trusting his Account Manager (AM). This week it’s the other way around, mainly since trust is a two way…Oct 12, 2018Oct 12, 2018
ramzi marjabaHow to Trust your Account Manager(s)Is this even a question that I’m allowed to ask? Who am I to ask it? A lowly sales engineer? What gives me the right to question my sales…Oct 5, 2018Oct 5, 2018
ramzi marjabaThe Chicken and the Egg — How to get into Sales Engineering?How do I break into sales engineering? I’ve been asked that question a few times since I’ve started my career as a Sales Engineer. I’ve…Oct 4, 2018Oct 4, 2018