Sales Engineering, Unfiltered Chapter 3: The Windshield Test

Before you can sell software, you have to sell yourself. After every Sales Engineer interview panel, the team asks one question: if we had to drive three hours together to a customer meeting, would the time fly by or would it feel like a root canal? Chapter 3 of Sales Engineering, Unfiltered covers how to pass the windshield test and the rest of the SE interview loop.

In this chapter:

• Why likability and coachability beat a perfect resume
• The technical screen as a Kobayashi Maru, and what interviewers watch for when you hit a question you don’t know
• Two candidates: one froze, regrouped and went on to win President’s Club year after year; the other made up terms about packet flow
• How to research a company like your commission depends on it
• The typical SE interview flow, from recruiter call to offer
• The answer that works when you’re stumped, and the catch that comes with it

Next week: Chapter 4, The Unseen Hours.

A free audiobook, one chapter a week, on Season 3 of The PEBCAK Podcast.

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