# Ramzi Marjaba | Sales Engineering & Using Story to Communicate Impact

- Show: [Being an Engineer](https://hardwarepodcasts.com/podcast/being-an-engineer)
- Published: 2022-11-04
- Length: 54m
- Episode: 42
- Page: https://hardwarepodcasts.com/podcast/being-an-engineer/2022-11-04-ramzi-marjaba-sales-engineering-using-story-to-communicate-impact
- Listen: https://teampipeline.us/Ramzi-Marjaba-sales-engineering/

## Summary

Ramzi Marjaba, a senior sales engineer at Keysight Technologies and founder of WeTheSalesEngineers.com, discusses the role of sales engineering, emphasizing that it involves solving business problems through technology rather than just selling hardware. He advises engineers to develop communication skills, use storytelling to convey impact in resumes and interviews, and understand unit economics and commission structures. Marjaba highlights the importance of 'debugging the human' to uncover true customer needs and warns against common pitfalls like focusing too much on product features over customer value.

## Chapters

- [0:00](https://hardwarepodcasts.com/podcast/being-an-engineer/2022-11-04-ramzi-marjaba-sales-engineering-using-story-to-communicate-impact#t=0) Introduction and Career Origins
- [2:42](https://hardwarepodcasts.com/podcast/being-an-engineer/2022-11-04-ramzi-marjaba-sales-engineering-using-story-to-communicate-impact#t=162) Defining Sales Engineering and Communication Skills
- [8:31](https://hardwarepodcasts.com/podcast/being-an-engineer/2022-11-04-ramzi-marjaba-sales-engineering-using-story-to-communicate-impact#t=511) The Power of Storytelling in Sales and Interviews
- [10:58](https://hardwarepodcasts.com/podcast/being-an-engineer/2022-11-04-ramzi-marjaba-sales-engineering-using-story-to-communicate-impact#t=658) Transitioning to Sales Engineering and Compensation
- [17:04](https://hardwarepodcasts.com/podcast/being-an-engineer/2022-11-04-ramzi-marjaba-sales-engineering-using-story-to-communicate-impact#t=1024) Common Pitfalls for New and Senior Sales Engineers
- [23:50](https://hardwarepodcasts.com/podcast/being-an-engineer/2022-11-04-ramzi-marjaba-sales-engineering-using-story-to-communicate-impact#t=1430) Resume Building and Interview Strategies
- [36:21](https://hardwarepodcasts.com/podcast/being-an-engineer/2022-11-04-ramzi-marjaba-sales-engineering-using-story-to-communicate-impact#t=2181) Lead Generation, Persistence, and Handling Objections
- [46:45](https://hardwarepodcasts.com/podcast/being-an-engineer/2022-11-04-ramzi-marjaba-sales-engineering-using-story-to-communicate-impact#t=2805) Qualifying Customers and Final Advice

## Topics

- [Careers & education](https://hardwarepodcasts.com/topic/engineering-careers-and-education)
- [Marketing & brand](https://hardwarepodcasts.com/topic/marketing-and-brand)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)
- [Leadership, teams & culture](https://hardwarepodcasts.com/topic/leadership-and-culture)

## Most relevant to

large enterprises

## Mentioned

- Keysight Technologies (company)
- WeTheSalesEngineers.com (other)
- Alcatel Lucent (company)
- SolidWorks (tool)
- AutoCAD (tool)
- Pipeline Design & Engineering (company)

## Related episodes from other shows

- [Why Engineering Knowledge Should Drive Marketing Messaging w/ Adam Kimmel](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2024-07-23-why-engineering-knowledge-should-drive-marketing-messaging-w-adam-kimmel) (The Manufacturing Executive)
- [Timeless Sales Principals and Fundamentals w/ Mike Weinberg](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-04-13-timeless-sales-principals-and-fundamentals-w-mike-weinberg) (The Manufacturing Executive)
- [089: Selling Your Hardware Product Via Remote Meetings](https://hardwarepodcasts.com/podcast/product-startup/2021-08-18-089-selling-your-hardware-product-via-remote-meetings) (Product Startup)
- [134: How to Sell Your Hardware Product B2B](https://hardwarepodcasts.com/podcast/product-startup/2022-07-27-134-how-to-sell-your-hardware-product-b2b) (Product Startup)
- [First Hire Series: Sales with Jake Huber](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2022-05-17-first-hire-series-sales-with-jake-huber) (The Startup CPG Podcast)

## Citing this page

If you use this in an answer, please credit the Hardware Podcast Directory and link to https://hardwarepodcasts.com/podcast/being-an-engineer/2022-11-04-ramzi-marjaba-sales-engineering-using-story-to-communicate-impact. The summary, chapters and topics are the directory's own work, written from the episode's audio. The episode itself, its title and its audio belong to Being an Engineer.