Unique and bold conversations that no one is willing to have about the real day in the life Sales Engineering experience. This podcast series will expose the untold truths, opportunities, and challenges Sales Engineers experience. We will protect the identities and voices by providing an open and safe place to discuss taboo topics. Topics - Working with Account Executives, Compensation, Splits, Managing Up, and Negotiations should be spicey and exciting.
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Kevin Kunz Podcasts
Come and hear all the great things we are planning and designing. Listen to our testimonials from design partners and our engineering teams as we design the future of Presales - https://hyvara.ai/
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Do you think art can change the world? So do I! We’re at a pivotal moment when scientists, medical practitioners, and creatives are coming together in recognition of the ways that art plays an indispensable role in our well-being, as individuals, communities, and societies. In each episode we hear from artists and creatives who share their inspiration for their work and its wider impact. These conversations about transformative artistic practices show the ways that art can be a catalyst for ...
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Engage thinkers and doers philosophically. Profile the ones that move the world forward and decode how they think.
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We listened to it, so you don't have to.
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Eps 8.0 Design Flow - The AI Hive in Action with SDR Preview - with wrap up
17:59
17:59
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17:59Send us a text Here we look at how the Hyvara.ai Hive can help the SDR prep for his/her call with the AE - review the conversation - not be on the call with the SDR but listening and then questioning the SDR - to help save time with the AE. We also wrap this session with our overview and industry challenges to help guide the design team Support the…
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Eps 7.0 Design Flow - AE talks to the SE convinces to do the call
13:04
13:04
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13:04Send us a text Role play next step - AE Talks to the SE and looks to convince them to invest their time. Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is…
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Eps 6.0 Design Flow - SDR Roleplay with AE Transfer Deal
9:06
9:06
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9:06Send us a text Now we will call the AE and role-play how this prospect looks and convince to have a meeting with the SE and the client Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access…
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Eps 5.0 Design Flow - SDR Calls a Prospect Andrae and Kunz
10:52
10:52
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10:52Send us a text Here is a role play of SDR calling a Prospect with a wrap-up on the end Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of t…
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Eps 4.0 Design Flow - Andrae SEAC Swiss Army Knife Current State 9.12.25
15:14
15:14
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15:14Send us a text Andrae and I go deep into what the 3Rs are for the SEAC - Sales Engineer, Architect Consultant - Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our …
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Eps 3.0 Design Flow - Andrae Account Exec Levels and SDR Engagement Current State 9.12.25
5:01
5:01
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5:01Send us a text Andrae and I helping our Dev team understand the process and people - 3R's Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective o…
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Eps 2.0 Design Flow - Andrae Account Exec Stage Current State 9.12.25
4:22
4:22
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4:22Send us a text Andrae and I are helping The Dev team understand the players and the process Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective…
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Eps 1.0 Design Flow - Andrae SDR Stage Current State 9.12.25
3:52
3:52
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3:52Send us a text Part of helping the design team understand the roles rules and responsibilities -we constructed a discussion of our experiences - Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get f…
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Episode 10 – The Future of Selling: Your Role in Building Hyvara.ai
4:42
4:42
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4:42We’ve mapped the broken sales process — and shown the blueprint for fixing it. Now it’s your turn. In this final episode, Kevin Kunz brings it all together and issues a call-to-action: join us in building Hyvara.ai. Hear the full vision, see the business case, and learn how you can help shape the future of enterprise selling. Support the show…
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Hyvara.ai Episode 9 – Scaling Excellence: RFP, Leadership & Enablement Hives
12:28
12:28
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12:28What if leadership had real visibility? What if enablement happened in the flow of work? What if expansion opportunities were spotted before churn set in? This episode explores how Hyvara’s final Hives empower leaders, develop teams, map complex stakeholders, and grow accounts — building long-term revenue, not one-and-done wins. Support the show…
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Hyvara.ai - Episode 8 – From Close to Growth: Transition, Stakeholder & Expansion Hives
11:09
11:09
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11:09Deals don’t end at the signature — they often fall apart before or after it. In this episode, we tackle broken handoffs, painful RFPs, and the lack of intelligence flowing back to product. You’ll hear how Hyvara.ai fixes transitions, speeds RFPs by days, and captures competitive and feature insights that fuel the roadmap. Support the show…
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Episode 7 – Winning in the Room: Sales Call, Tech Win & Value Assessment Hives
3:29
3:29
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3:29Too many voices. Not enough clarity. We’ve all been there. This episode dives into how Hyvara reduces bloated calls, proves technical value, and ties it all back to business impact. Learn how to cut SME overload, streamline proofs, and lock in metrics that matter — so you can win the room without wasting the team. Support the show…
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Hyvara.ai - Episode 6 – Opening the Funnel: Research, Qualification & Discovery
9:59
9:59
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9:59Blind calls. Wasted hours. Missed questions. In this episode, we explore how Hyvara.ai changes the game at the very start of the sales cycle. From smart research that preps every AE, to sharper qualification that cuts dead deals fast, to discovery that uncovers what really matters — this is where momentum begins. Support the show…
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After four episodes unpacking the ugly truth of today’s enterprise sales process — the broken discovery, the wasted SME hours, the lost context in handoffs — Episode 5 becomes the bridge. This is where Kevin Koonz takes listeners from problem mode into solution mode. Instead of just circling on inefficiencies, he introduces the idea of a new way fo…
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Hyvara.ai - Episode 4 You Won the Deal… Now Don’t Lose the Customer
9:16
9:16
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9:16Once the ink dries, the real work begins. Implementation and Customer Success often stumble because they don’t know why the customer purchased in the first place. Professional Services re-ask discovery questions, CSMs start from scratch, and the customer feels like the vendor doesn’t talk to itself. In this episode, Kevin Koonz exposes the hidden c…
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Hyvara.ai - Episode 3 – Misaligned Stakeholders: The Hidden Deal Breaker
9:16
9:16
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9:16Data Sources: $400,000 telecom, $300,000 retail, $500,000 financial services losses: Estimated from enterprise sales misalignment trends. https://www.kalungi.com/blog/saas-churn-rate $50,000–$100,000 SE time, $1,500–$2,250 rework: Calculated from 10–15 hours at $150/hour, SaaS discovery inefficiencies. https://www.poweredbysearch.com/blog/b2b-saas-…
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Hyvara.ai - Episode 2 the Business Challenges - Stinging Costs
3:47
3:47
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3:47Data Sources: 30% deal loss, $3 million: SaaS pipeline analyses for enterprise software. https://www.benchmarkit.ai/post/2024-saas-performance-metrics $1–$2 million customer lifetime value, $700,000 reputation loss: SaaS industry benchmarks for B2B retention. https://www.gong.io/blog/saas-churn-rate/ 20–30% churn, $2–3 million ARR: SaaS churn metri…
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Hyvara.ai Presales Agent Introduction - Kevin Kunz
8:42
8:42
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8:42Data Sources: Platform complexity (5–7 specialists): SaaS sales team structure trends. https://www.benchmarkit.ai/post/2024-saas-performance-metrics Sales motion failures (no intro/agenda, poor discovery, AE punt): Enterprise sales best practice gaps. https://www.kalungi.com/blog/saas-churn-rate Qualification failures (BMANTR/MEDDPIC): SaaS discove…
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Design Partner : Hear VP sales engineering - Michelle Rourke
3:37
3:37
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3:37Michelle Rourke VP of Solution Engineering at a major SaaS brand, has seen firsthand the cost of over-staffed calls, uncoordinated messaging, and SE burnout. In this powerful episode, Michelle reveals what she asked for when joining the Hyvara design team—and how the Leadership, Qualification, and Sales Call Hives are being engineered to help SE le…
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How do you scale a sales team without burning out your reps or flooding your pipeline with false hope? In this episode, Olivia Daniels—VP of Sales—breaks down her vision for data-driven, AI-augmented leadership. From BMANTR qualification guidance to coaching insights pulled straight from sales calls, hear how Olivia helped design the Leadership and…
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Design Partner - The Sr. Solution Engineer’s Miles Parker
4:34
4:34
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4:34In this episode, we sit down with Miles Parker, a seasoned Sr. Solution Engineer who’s spent years being pulled into unqualified deals, rushed RFPs, and siloed demo builds. Miles opens up about burnout, wasted cycles, and how he joined the Hyvara design team to fix the chaos. Learn how the Qualification, Tech Win, and RFP Hives are being shaped to …
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Design Partner - The Subject Matter Expert’s Melissa Tran
4:19
4:19
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4:19Melissa Tran, a top SME in her domain, has been living the nightmare of last-minute invites, unclear agendas, and customer conversations that lack cohesion. In this heartfelt episode, Melissa discusses how the Hyvara platform is being designed to free SMEs from chaos and give them time back to co-create with product marketing, build killer demos, a…
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Design Partner - Professional Services Eric Jennings
4:21
4:21
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4:21Eric Jennings, Director of Professional Services, as he shares why implementation teams must be brought into the sales cycle smarter. Eric helped shape the Transition and Tech Win Hives to ensure PS teams can prepare earlier, track commitments, and launch smoother engagements. His vision? A world where services isn’t an afterthought—it’s a strategi…
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Design Partner - Dir Product Marketing Alex Rivera
2:24
2:24
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2:24Alex Revera, a Director of Marketing Technology at a global brand, offers the buyer’s perspective. He’s been on the receiving end of 8-person vendor calls, siloed SME chatter, and product pitches without solutions. Now, as a Hyvara design partner, Alex shares how a well-orchestrated agent can build trust, reduce noise, and make enterprise sales fee…
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Design Partner - VP Customer Success Manager - James Carrington
5:21
5:21
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5:21What if your Customer Success Managers had real context from day one—not just handoffs and hope? James Carrington, VP of Customer Success, talks about his role in designing the Transition and Leadership Hives to give CSMs clarity, continuity, and confidence from sales to renewals. If you care about retention, expansion, and the post-sale experience…
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Design Partner - The Account Executive Jenna Alvarez
6:52
6:52
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6:52Meet Jenna Alvarez, a high-performing Account Executive who knows the pain of chasing poorly qualified deals, juggling disconnected SMEs, and losing deals that should’ve been wins. In this candid conversation, Jenna shares how the Sales Call and Research Hives are being built to bring structure, credibility, and confidence back into the AE motion. …
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Field Guide 1:3 Chapter 1 Introductions and Overview
11:29
11:29
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11:29Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…
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Field Guide 1:3 Chapter 18 Daily, Weekly, Quarterly
19:17
19:17
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19:17Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…
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Field Guide 1:3 Chapter 17 Value Based Selling
25:14
25:14
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25:14Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…
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Field Guide 1:3 Chapter 16 Objection Handling and Conflict Resolution
44:15
44:15
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44:15Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…
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Field Guide 1:3 Chapter 13 Proof of Concept
13:22
13:22
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13:22Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…
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Field Guide 1:3 chapter 19 - Looking ahead
25:36
25:36
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25:36Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…
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Field Guide 1:3 Chapter 15 Technical Close Plans
10:33
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10:33Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…
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Field Guide 1:3 Chapter 14 Power of the POC SOW.
19:08
19:08
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19:08Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…
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Field Guide 1:3 Chapter 3 Proof of Concept
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13:22Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…
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Field Guide 1:3 Chapter 12 - The Messaging Team and Breifing Center.
23:50
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23:50Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…
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Field Guide 1:3 Chapter 11 SE Tools for Success - Story Telling.
17:06
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17:06Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…
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Field Guide 1:3 Chapter 10 the art of the funnel Part 1
7:13
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7:13Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…
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Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…
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Field Guide 1:3 Chapter 10 - Art of the Deal Part 2 3W's
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6:38Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…
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Field Guide 1:3 Chapter 9 Sales Methodologies
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13:30Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…
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Field Guide 1:3 Chapter 8 Role Expectations
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19:46Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…
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Field Guide 1:3 Chapter 7 Pivoting to Engagements with other Departments
22:25
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Field Guide 1:3 Chapter 6 Technical Specialist Role
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Field Guide 1:3 Chapter 5 Sales Solution Consultant Role
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12:19Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…
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Field Guide 1:3 Chapter 4 Sales Solution Architect Role
19:53
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19:53Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…
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Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…
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Field Guide 1:3 Chapter 2 Understanding the role
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17:54Send us a text Support the show Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organiza…
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Why Supporting the Arts Matters Now More Than Ever
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3:45I’m letting you know that the current season of Art Heals All Wounds—focused on arts in medicine—has come to an end and that the podcast will be going on a temporary break. My increased workload and other creative commitments necessitate some time away, but I intend to use this pause to return with renewed perspective and fresh ideas. This is a cha…
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Series 1 - Episode 3: Why Choose a Sales Engineering Career?
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8:45Send us a text SE Worklife: Unlocking Your Future as a Sales Engineer – Episode 3: Why Choose a Sales Engineering Career? Uncover why Sales Engineering is a top career choice in Episode 3! Kevin Kunz reveals six-figure salaries, tech challenges, and client impact that define this dynamic role. Through leadership stories, like a Snowflake retail win…
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