Sales Engineering, Unfiltered Chapter 4: The Unseen Hours

The best Sales Engineers approach every product like the kid who took apart the family remote just to see how it worked. Chapter 4 is about the hours nobody sees: the lab time and the “what happens if I do this?” testing that let you speak with authority when the stakes are high.

In this chapter:

• Why the real education comes from your own testing, not from training modules or sales kickoffs
• The demo prep at headquarters that took down a service, and the zero byte UDP packet behind it
• Why finding a limitation yourself lets you handle objections with real data instead of dodging them
• Learning by doing the Cal Poly way, and why every experiment belongs in your “all about me” folder
• A customer whose correct password kept getting rejected, and how lab testing closed the deal
• The traps that keep new SEs from experimenting

Next week: Chapter 5, Find Your Fuel.

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

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