Understanding the Dynamics of the AE and SE in Demos - Jorge Soto, Ed Jaffe, Joe Caprio, and Tyson Goeltz - Revenue Today - Episode # 060

Today, we have an amazing panel of guests to share their insights and experience in crafting stories. We are joined by Jorge Soto, Head of Community and Partnerships at Reprise; Joe Caprio, Operating Partner at Glasswing Ventures; Ed Jaffe, Director of Research and Customer Experience at 2Win!; and Tyson Goeltz, CRO at Reprise.The panel discusses how account executives and sales engineers must work in partnership during demos instead of limiting themselves because of stereotypical views of each other. They also talk about why revenue leaders should respect their AE’s and SE's calendars based on these two's roles. TakeawaysYour job during demos is to show why your product is valuable to the prospect, not how the software worksSales engineers don't want to be demoing all the time, they want to build too. Quote of the Show"I would argue that my job when I'm giving a demo is not to teach you how the software works. That's what professional services deal with later. My job is to show you how it's going to be valuable." - Ed Jaffe Connect with our guests in the links below:About Jorge SotoAbout Joe CaprioAbout Ed Jaffe Tyson Goeltz Ways to tune in:Amazon MusicApple PodcastSpotifyGoogle PodcastYouTube: https://youtu.be/6KEho9RSaHs