James literally forced his way onto the podcast to have this conversation, and it was absolutely worth it in our opinion. Listen in and hear us discuss:

How to measure the value of an Sales Engineer
What does Pre-Sales and Sales Engineering means
When is right to bring in a Pre-Sales SE to the organization
Your Pre-Sales team IS NOT a sunk cost
The tactics a Sales Engineer 
The difference between a Sales demo and a Sales Engineering demo
The healthy friction of SEs in the sales process
What skills do SEs need to present and Sales Leaders need to understand about each other.
How to know if you should be an SE

Check out this episode!