{"version":"1.0.0","segments":[{"speaker":"Presenter","startTime":0.96,"endTime":3.48,"body":"Hi everyone. We've"},{"speaker":"Presenter","startTime":0.96,"endTime":3.48,"body":"set up this being an engineer"},{"speaker":"Presenter","startTime":3.48,"endTime":8.04,"body":"podcast as an industry knowledge"},{"speaker":"Presenter","startTime":3.48,"endTime":8.04,"body":"repository, if you will, we hope"},{"speaker":"Presenter","startTime":8.04,"endTime":10.8,"body":"it'll be a tool where engineers"},{"speaker":"Presenter","startTime":8.04,"endTime":10.8,"body":"can learn about and connect with"},{"speaker":"Presenter","startTime":10.8,"endTime":13.83,"body":"other companies technologies,"},{"speaker":"Presenter","startTime":10.8,"endTime":13.83,"body":"people, resources and"},{"speaker":"Presenter","startTime":13.83,"endTime":17.73,"body":"opportunities. So make some"},{"speaker":"Presenter","startTime":13.83,"endTime":17.73,"body":"connections and enjoy the show."},{"speaker":"Ramzi Marjaba","startTime":18.57,"endTime":23.01,"body":"A lot of times"},{"speaker":"Ramzi Marjaba","startTime":18.57,"endTime":23.01,"body":"sales engineers defer to"},{"speaker":"Ramzi Marjaba","startTime":23.01,"endTime":27.15,"body":"salespeople in terms of their"},{"speaker":"Ramzi Marjaba","startTime":23.01,"endTime":27.15,"body":"accounts, how they help their"},{"speaker":"Ramzi Marjaba","startTime":27.15,"endTime":32.25,"body":"customers. So my recommendation"},{"speaker":"Ramzi Marjaba","startTime":27.15,"endTime":32.25,"body":"is own it, you own the business"},{"speaker":"Aaron Moncur","startTime":32.0,"endTime":49.22,"body":"Hello, and welcome"},{"speaker":"Aaron Moncur","startTime":32.0,"endTime":49.22,"body":"to the being an engineer"},{"speaker":"Aaron Moncur","startTime":32.25,"endTime":33.51,"body":"as much as a salesperson."},{"speaker":"Aaron Moncur","startTime":49.22,"endTime":53.66,"body":"Podcast. Today we are speaking"},{"speaker":"Aaron Moncur","startTime":49.22,"endTime":53.66,"body":"with Ramzi Marjaba, Ramzi holds"},{"speaker":"Aaron Moncur","startTime":53.66,"endTime":55.97,"body":"a bachelor's degree in"},{"speaker":"Aaron Moncur","startTime":53.66,"endTime":55.97,"body":"engineering as well as a"},{"speaker":"Aaron Moncur","startTime":55.97,"endTime":59.6,"body":"master's degree in engineering"},{"speaker":"Aaron Moncur","startTime":55.97,"endTime":59.6,"body":"management. He started his"},{"speaker":"Aaron Moncur","startTime":59.6,"endTime":62.6,"body":"career in software development"},{"speaker":"Aaron Moncur","startTime":59.6,"endTime":62.6,"body":"and eventually made his way into"},{"speaker":"Aaron Moncur","startTime":62.6,"endTime":66.5,"body":"the sales engineer world. He is"},{"speaker":"Aaron Moncur","startTime":62.6,"endTime":66.5,"body":"currently a senior sales"},{"speaker":"Aaron Moncur","startTime":66.5,"endTime":69.05,"body":"engineer with Keysight"},{"speaker":"Aaron Moncur","startTime":66.5,"endTime":69.05,"body":"Technologies and also runs the"},{"speaker":"Aaron Moncur","startTime":69.05,"endTime":73.49,"body":"website wethesalesengineers.com,"},{"speaker":"Aaron Moncur","startTime":69.05,"endTime":73.49,"body":"where he helps sales engineers"},{"speaker":"Aaron Moncur","startTime":73.49,"endTime":76.88,"body":"develop the skills to succeed."},{"speaker":"Aaron Moncur","startTime":73.49,"endTime":76.88,"body":"Ramzi, thank you so much for"},{"speaker":"Aaron Moncur","startTime":76.88,"endTime":78.62,"body":"joining us, and welcome to the"},{"speaker":"Aaron Moncur","startTime":76.88,"endTime":78.62,"body":"show."},{"speaker":"Ramzi Marjaba","startTime":79.4,"endTime":81.35,"body":"It is my"},{"speaker":"Ramzi Marjaba","startTime":79.4,"endTime":81.35,"body":"pleasure. That's a better bio"},{"speaker":"Ramzi Marjaba","startTime":81.38,"endTime":83.27,"body":"than I would have written for"},{"speaker":"Ramzi Marjaba","startTime":81.38,"endTime":83.27,"body":"myself. So Thank you!"},{"speaker":"Aaron Moncur","startTime":84.32,"endTime":86.36,"body":"Maybe I should"},{"speaker":"Aaron Moncur","startTime":84.32,"endTime":86.36,"body":"start freelancing as a bio"},{"speaker":"Aaron Moncur","startTime":86.36,"endTime":86.78,"body":"writer."},{"speaker":"Ramzi Marjaba","startTime":87.2,"endTime":88.91,"body":"You should."},{"speaker":"Ramzi Marjaba","startTime":87.2,"endTime":88.91,"body":"That's a very good, that's a,"},{"speaker":"Ramzi Marjaba","startTime":89.21,"endTime":91.1,"body":"I'll give you to take a copy of"},{"speaker":"Ramzi Marjaba","startTime":89.21,"endTime":91.1,"body":"that when we're done."},{"speaker":"Aaron Moncur","startTime":91.13,"endTime":94.04,"body":"No problem. No"},{"speaker":"Aaron Moncur","startTime":91.13,"endTime":94.04,"body":"problem. All right, well, Ramzi"},{"speaker":"Aaron Moncur","startTime":94.4,"endTime":97.4,"body":"first question, this is the same"},{"speaker":"Aaron Moncur","startTime":94.4,"endTime":97.4,"body":"one. I asked everyone, what made"},{"speaker":"Aaron Moncur","startTime":97.4,"endTime":100.49,"body":"you decide to become an"},{"speaker":"Aaron Moncur","startTime":97.4,"endTime":100.49,"body":"engineer? I mean, I know you've"},{"speaker":"Aaron Moncur","startTime":100.49,"endTime":103.4,"body":"kind of gone towards the sales"},{"speaker":"Aaron Moncur","startTime":100.49,"endTime":103.4,"body":"side of engineering. But"},{"speaker":"Aaron Moncur","startTime":103.4,"endTime":105.8,"body":"originally, what was it that"},{"speaker":"Aaron Moncur","startTime":103.4,"endTime":105.8,"body":"made you think? Yeah, yeah,"},{"speaker":"Aaron Moncur","startTime":105.8,"endTime":106.82,"body":"that's the path for me."},{"speaker":"Ramzi Marjaba","startTime":108.19,"endTime":112.03,"body":"My dad, in short,"},{"speaker":"Ramzi Marjaba","startTime":108.19,"endTime":112.03,"body":"in long, so I'm, I'm raised in"},{"speaker":"Ramzi Marjaba","startTime":112.03,"endTime":114.52,"body":"Lebanon. I'm Lebanese,"},{"speaker":"Ramzi Marjaba","startTime":112.03,"endTime":114.52,"body":"originally, I lived there all my"},{"speaker":"Ramzi Marjaba","startTime":114.52,"endTime":121.69,"body":"life, or most of my life. And a"},{"speaker":"Ramzi Marjaba","startTime":114.52,"endTime":121.69,"body":"lot of the work outside. In the"},{"speaker":"Ramzi Marjaba","startTime":121.93,"endTime":124.33,"body":"world, when you want to live in"},{"speaker":"Ramzi Marjaba","startTime":121.93,"endTime":124.33,"body":"Lebanon, it's, it doesn't make"},{"speaker":"Ramzi Marjaba","startTime":124.33,"endTime":126.61,"body":"enough money for almost"},{"speaker":"Ramzi Marjaba","startTime":124.33,"endTime":126.61,"body":"anything. I wanted to be a"},{"speaker":"Ramzi Marjaba","startTime":126.61,"endTime":130.9,"body":"physical education guy or a"},{"speaker":"Ramzi Marjaba","startTime":126.61,"endTime":130.9,"body":"physical trainer. But there"},{"speaker":"Ramzi Marjaba","startTime":130.9,"endTime":135.82,"body":"wasn't any money in that. So my"},{"speaker":"Ramzi Marjaba","startTime":130.9,"endTime":135.82,"body":"dad guided me towards computers,"},{"speaker":"Ramzi Marjaba","startTime":135.82,"endTime":138.4,"body":"mainly because he saw me playing"},{"speaker":"Ramzi Marjaba","startTime":135.82,"endTime":138.4,"body":"games. He said transition be"},{"speaker":"Ramzi Marjaba","startTime":138.4,"endTime":142.69,"body":"computer engineer. I thought,"},{"speaker":"Ramzi Marjaba","startTime":138.4,"endTime":142.69,"body":"Okay, I'll make games. Turns out"},{"speaker":"Ramzi Marjaba","startTime":142.69,"endTime":144.97,"body":"it has nothing to do with each"},{"speaker":"Ramzi Marjaba","startTime":142.69,"endTime":144.97,"body":"other. But I'm glad I went to"},{"speaker":"Ramzi Marjaba","startTime":144.97,"endTime":145.57,"body":"engineering."},{"speaker":"Aaron Moncur","startTime":147.19,"endTime":151.93,"body":"That's funny. All"},{"speaker":"Aaron Moncur","startTime":147.19,"endTime":151.93,"body":"right. Well, let's talk about"},{"speaker":"Aaron Moncur","startTime":151.93,"endTime":155.44,"body":"being a sales engineer. What"},{"speaker":"Aaron Moncur","startTime":151.93,"endTime":155.44,"body":"what is a sales engineer? And"},{"speaker":"Aaron Moncur","startTime":155.44,"endTime":158.26,"body":"how is that role different from"},{"speaker":"Aaron Moncur","startTime":155.44,"endTime":158.26,"body":"your, you know, kind of your"},{"speaker":"Aaron Moncur","startTime":158.26,"endTime":160.57,"body":"typical standard sales role?"},{"speaker":"Ramzi Marjaba","startTime":162.13,"endTime":164.68,"body":"That most people"},{"speaker":"Ramzi Marjaba","startTime":162.13,"endTime":164.68,"body":"don't understand, like, don't"},{"speaker":"Ramzi Marjaba","startTime":164.68,"endTime":167.32,"body":"even know that sales engineering"},{"speaker":"Ramzi Marjaba","startTime":164.68,"endTime":167.32,"body":"exists. So sales engineering is"},{"speaker":"Ramzi Marjaba","startTime":167.32,"endTime":169.63,"body":"the process of solving a"},{"speaker":"Ramzi Marjaba","startTime":167.32,"endTime":169.63,"body":"business problem through"},{"speaker":"Ramzi Marjaba","startTime":169.63,"endTime":173.41,"body":"technology. Now, in the"},{"speaker":"Ramzi Marjaba","startTime":169.63,"endTime":173.41,"body":"mechanical world, you might have"},{"speaker":"Ramzi Marjaba","startTime":173.83,"endTime":177.01,"body":"a sales engineer who's actually"},{"speaker":"Ramzi Marjaba","startTime":173.83,"endTime":177.01,"body":"a salesperson, especially when"},{"speaker":"Ramzi Marjaba","startTime":177.01,"endTime":180.07,"body":"there's physical hardware, like"},{"speaker":"Ramzi Marjaba","startTime":177.01,"endTime":180.07,"body":"a wind turbine or something like"},{"speaker":"Ramzi Marjaba","startTime":180.07,"endTime":182.5,"body":"that someone is selling it,"},{"speaker":"Ramzi Marjaba","startTime":180.07,"endTime":182.5,"body":"they're usually sales engineers,"},{"speaker":"Ramzi Marjaba","startTime":182.74,"endTime":185.65,"body":"but they're salespeople doing"},{"speaker":"Ramzi Marjaba","startTime":182.74,"endTime":185.65,"body":"the engineering part as well."},{"speaker":"Ramzi Marjaba","startTime":186.1,"endTime":188.74,"body":"But if you go more into the"},{"speaker":"Ramzi Marjaba","startTime":186.1,"endTime":188.74,"body":"software side, so if you sell"},{"speaker":"Ramzi Marjaba","startTime":188.74,"endTime":192.67,"body":"any equipment to design that"},{"speaker":"Ramzi Marjaba","startTime":188.74,"endTime":192.67,"body":"wind turbine, the salesperson is"},{"speaker":"Ramzi Marjaba","startTime":192.67,"endTime":195.85,"body":"the person trying to find the"},{"speaker":"Ramzi Marjaba","startTime":192.67,"endTime":195.85,"body":"leads, get the customer to meet"},{"speaker":"Ramzi Marjaba","startTime":195.85,"endTime":199.24,"body":"with them. The sales engineer is"},{"speaker":"Ramzi Marjaba","startTime":195.85,"endTime":199.24,"body":"the one who comes in and figures"},{"speaker":"Ramzi Marjaba","startTime":199.24,"endTime":205.06,"body":"out what the problem is, offers"},{"speaker":"Ramzi Marjaba","startTime":199.24,"endTime":205.06,"body":"a solution shows the value of"},{"speaker":"Ramzi Marjaba","startTime":205.06,"endTime":207.01,"body":"that solution to the customer"},{"speaker":"Ramzi Marjaba","startTime":205.06,"endTime":207.01,"body":"tries to convince them that"},{"speaker":"Ramzi Marjaba","startTime":207.01,"endTime":209.62,"body":"their solution is better than"},{"speaker":"Ramzi Marjaba","startTime":207.01,"endTime":209.62,"body":"anybody else's. And then the"},{"speaker":"Ramzi Marjaba","startTime":209.62,"endTime":215.23,"body":"salesperson comes back and tries"},{"speaker":"Ramzi Marjaba","startTime":209.62,"endTime":215.23,"body":"to close the deal. So there's a"},{"speaker":"Ramzi Marjaba","startTime":215.23,"endTime":218.77,"body":"bit of difference. But we're all"},{"speaker":"Ramzi Marjaba","startTime":215.23,"endTime":218.77,"body":"part of the sales team, we have"},{"speaker":"Ramzi Marjaba","startTime":218.77,"endTime":221.56,"body":"the same goal, which is, in"},{"speaker":"Ramzi Marjaba","startTime":218.77,"endTime":221.56,"body":"theory, it should be to help the"},{"speaker":"Ramzi Marjaba","startTime":221.56,"endTime":225.46,"body":"customer. But a lot of times in,"},{"speaker":"Ramzi Marjaba","startTime":221.56,"endTime":225.46,"body":"in reality, it ends up being"},{"speaker":"Ramzi Marjaba","startTime":225.46,"endTime":227.14,"body":"just hoping to close the deal."},{"speaker":"Aaron Moncur","startTime":227.88,"endTime":230.1,"body":"Well, I really"},{"speaker":"Aaron Moncur","startTime":227.88,"endTime":230.1,"body":"liked the way you defined a"},{"speaker":"Aaron Moncur","startTime":230.1,"endTime":233.19,"body":"sales engineer that is solving a"},{"speaker":"Aaron Moncur","startTime":230.1,"endTime":233.19,"body":"business problem using"},{"speaker":"Aaron Moncur","startTime":233.19,"endTime":237.21,"body":"technology. That's a really"},{"speaker":"Aaron Moncur","startTime":233.19,"endTime":237.21,"body":"clean, concise way to describe"},{"speaker":"Aaron Moncur","startTime":237.21,"endTime":241.89,"body":"it that anyway, it helps me to"},{"speaker":"Aaron Moncur","startTime":237.21,"endTime":241.89,"body":"understand what that means. What"},{"speaker":"Aaron Moncur","startTime":241.92,"endTime":246.3,"body":"what are some some sales skills"},{"speaker":"Aaron Moncur","startTime":241.92,"endTime":246.3,"body":"that engineers who have maybe no"},{"speaker":"Aaron Moncur","startTime":246.3,"endTime":251.1,"body":"interest in becoming a sales"},{"speaker":"Aaron Moncur","startTime":246.3,"endTime":251.1,"body":"engineer can benefit from in"},{"speaker":"Aaron Moncur","startTime":251.1,"endTime":252.57,"body":"their engineering role?"},{"speaker":"Ramzi Marjaba","startTime":253.229,"endTime":255.479,"body":"It's it's"},{"speaker":"Ramzi Marjaba","startTime":253.229,"endTime":255.479,"body":"interesting, because when I went"},{"speaker":"Ramzi Marjaba","startTime":255.479,"endTime":258.569,"body":"into engineering, I wanted to do"},{"speaker":"Ramzi Marjaba","startTime":255.479,"endTime":258.569,"body":"engineering because I didn't"},{"speaker":"Ramzi Marjaba","startTime":258.569,"endTime":262.439,"body":"want to talk to people. And now"},{"speaker":"Ramzi Marjaba","startTime":258.569,"endTime":262.439,"body":"one of the most I realized that"},{"speaker":"Ramzi Marjaba","startTime":262.439,"endTime":265.709,"body":"one of the most important skills"},{"speaker":"Ramzi Marjaba","startTime":262.439,"endTime":265.709,"body":"that engineers in general right"},{"speaker":"Ramzi Marjaba","startTime":265.709,"endTime":268.979,"body":"now anybody should have is the"},{"speaker":"Ramzi Marjaba","startTime":265.709,"endTime":268.979,"body":"ability to communicate the"},{"speaker":"Ramzi Marjaba","startTime":268.979,"endTime":272.699,"body":"ability to take a complex idea"},{"speaker":"Ramzi Marjaba","startTime":268.979,"endTime":272.699,"body":"and make it simple ability to"},{"speaker":"Ramzi Marjaba","startTime":272.699,"endTime":275.039,"body":"convince someone to do"},{"speaker":"Ramzi Marjaba","startTime":272.699,"endTime":275.039,"body":"something. So I kind of"},{"speaker":"Ramzi Marjaba","startTime":275.039,"endTime":279.359,"body":"classified into two, there's one"},{"speaker":"Ramzi Marjaba","startTime":275.039,"endTime":279.359,"body":"set of skills to do the job one"},{"speaker":"Ramzi Marjaba","startTime":279.359,"endTime":282.569,"body":"set of skills to find the next"},{"speaker":"Ramzi Marjaba","startTime":279.359,"endTime":282.569,"body":"job, if you will. So if you want"},{"speaker":"Ramzi Marjaba","startTime":282.569,"endTime":284.909,"body":"to do the job, you have to be"},{"speaker":"Ramzi Marjaba","startTime":282.569,"endTime":284.909,"body":"able to have communication"},{"speaker":"Ramzi Marjaba","startTime":284.909,"endTime":288.149,"body":"skills. We write emails all the"},{"speaker":"Ramzi Marjaba","startTime":284.909,"endTime":288.149,"body":"time. We create reports all the"},{"speaker":"Ramzi Marjaba","startTime":288.149,"endTime":290.249,"body":"time. We're trying to convince"},{"speaker":"Ramzi Marjaba","startTime":288.149,"endTime":290.249,"body":"someone of something all the"},{"speaker":"Ramzi Marjaba","startTime":290.249,"endTime":294.809,"body":"time. So it's having the ability"},{"speaker":"Ramzi Marjaba","startTime":290.249,"endTime":294.809,"body":"to communicate something clearly"},{"speaker":"Ramzi Marjaba","startTime":294.959,"endTime":298.169,"body":"unlike what I'm doing right now,"},{"speaker":"Ramzi Marjaba","startTime":294.959,"endTime":298.169,"body":"but being able to actually be"},{"speaker":"Ramzi Marjaba","startTime":298.169,"endTime":301.049,"body":"concise and get your point"},{"speaker":"Ramzi Marjaba","startTime":298.169,"endTime":301.049,"body":"across fastest possible that's a"},{"speaker":"Ramzi Marjaba","startTime":301.049,"endTime":305.669,"body":"great skill. There's also"},{"speaker":"Ramzi Marjaba","startTime":301.049,"endTime":305.669,"body":"influence and persuasion, which"},{"speaker":"Ramzi Marjaba","startTime":305.699,"endTime":308.009,"body":"sounds negative, but what we're"},{"speaker":"Ramzi Marjaba","startTime":305.699,"endTime":308.009,"body":"trying to do is help someone"},{"speaker":"Ramzi Marjaba","startTime":308.009,"endTime":312.329,"body":"make a decision in the end. So"},{"speaker":"Ramzi Marjaba","startTime":308.009,"endTime":312.329,"body":"like, Aaron, if I need something"},{"speaker":"Ramzi Marjaba","startTime":312.329,"endTime":315.839,"body":"from you as your employee, I"},{"speaker":"Ramzi Marjaba","startTime":312.329,"endTime":315.839,"body":"kind of need to convince you why"},{"speaker":"Ramzi Marjaba","startTime":315.839,"endTime":319.499,"body":"it's useful for you. More than"},{"speaker":"Ramzi Marjaba","startTime":315.839,"endTime":319.499,"body":"it's useful for me, I don't want"},{"speaker":"Ramzi Marjaba","startTime":319.499,"endTime":323.399,"body":"to raise because I need it for"},{"speaker":"Ramzi Marjaba","startTime":319.499,"endTime":323.399,"body":"my family, I want to raise"},{"speaker":"Ramzi Marjaba","startTime":323.399,"endTime":327.629,"body":"because I've achieved all these"},{"speaker":"Ramzi Marjaba","startTime":323.399,"endTime":327.629,"body":"things for you. And I've earned"},{"speaker":"Ramzi Marjaba","startTime":327.629,"endTime":331.199,"body":"it, right. And then Joe is"},{"speaker":"Ramzi Marjaba","startTime":327.629,"endTime":331.199,"body":"speaking, every engineer has"},{"speaker":"Ramzi Marjaba","startTime":331.199,"endTime":334.559,"body":"that problem solving. As sales"},{"speaker":"Ramzi Marjaba","startTime":331.199,"endTime":334.559,"body":"engineers I mentioned earlier,"},{"speaker":"Ramzi Marjaba","startTime":334.589,"endTime":338.489,"body":"we solve business problems"},{"speaker":"Ramzi Marjaba","startTime":334.589,"endTime":338.489,"body":"through technology. And I talked"},{"speaker":"Ramzi Marjaba","startTime":338.489,"endTime":341.879,"body":"to so many engineers who tell"},{"speaker":"Ramzi Marjaba","startTime":338.489,"endTime":341.879,"body":"me, Well, I solved the problem"},{"speaker":"Ramzi Marjaba","startTime":341.879,"endTime":345.899,"body":"for myself, I solved this"},{"speaker":"Ramzi Marjaba","startTime":341.879,"endTime":345.899,"body":"problem for myself. When I asked"},{"speaker":"Ramzi Marjaba","startTime":345.899,"endTime":348.629,"body":"them, how did that help the"},{"speaker":"Ramzi Marjaba","startTime":345.899,"endTime":348.629,"body":"company say, Oh, it didn't just"},{"speaker":"Ramzi Marjaba","startTime":348.629,"endTime":351.779,"body":"help me. So you didn't solve the"},{"speaker":"Ramzi Marjaba","startTime":348.629,"endTime":351.779,"body":"business problem, you just"},{"speaker":"Ramzi Marjaba","startTime":351.779,"endTime":354.629,"body":"solved an annoyance for"},{"speaker":"Ramzi Marjaba","startTime":351.779,"endTime":354.629,"body":"yourself. If you can solve"},{"speaker":"Ramzi Marjaba","startTime":354.659,"endTime":357.419,"body":"multiple annoyances for your"},{"speaker":"Ramzi Marjaba","startTime":354.659,"endTime":357.419,"body":"entire team, now you're solving"},{"speaker":"Ramzi Marjaba","startTime":357.449,"endTime":362.999,"body":"a business problem. So do that"},{"speaker":"Ramzi Marjaba","startTime":357.449,"endTime":362.999,"body":"you address in your career? Go"},{"speaker":"Ramzi Marjaba","startTime":362.999,"endTime":363.269,"body":"ahead."},{"speaker":"Aaron Moncur","startTime":363.6,"endTime":366.24,"body":"Yeah, I love that"},{"speaker":"Aaron Moncur","startTime":363.6,"endTime":366.24,"body":"you brought up communication."},{"speaker":"Aaron Moncur","startTime":366.27,"endTime":369.78,"body":"It's one of the answers that I"},{"speaker":"Aaron Moncur","startTime":366.27,"endTime":369.78,"body":"hear so often on the show, I'm"},{"speaker":"Aaron Moncur","startTime":369.78,"endTime":375.15,"body":"always asking people, What are"},{"speaker":"Aaron Moncur","startTime":369.78,"endTime":375.15,"body":"the skills the most talented,"},{"speaker":"Aaron Moncur","startTime":375.33,"endTime":380.07,"body":"most productive engineers have?"},{"speaker":"Aaron Moncur","startTime":375.33,"endTime":380.07,"body":"And in the beginning, when I"},{"speaker":"Aaron Moncur","startTime":380.07,"endTime":383.58,"body":"first started the show, naively,"},{"speaker":"Aaron Moncur","startTime":380.07,"endTime":383.58,"body":"I suppose I expected to hear"},{"speaker":"Aaron Moncur","startTime":383.58,"endTime":387.48,"body":"answers like, Oh, they're really"},{"speaker":"Aaron Moncur","startTime":383.58,"endTime":387.48,"body":"good at CAD, or they remember"},{"speaker":"Aaron Moncur","startTime":387.48,"endTime":389.61,"body":"all the thermodynamics"},{"speaker":"Aaron Moncur","startTime":387.48,"endTime":389.61,"body":"equations, or you know,"},{"speaker":"Aaron Moncur","startTime":389.61,"endTime":393.36,"body":"something technical like that."},{"speaker":"Aaron Moncur","startTime":389.61,"endTime":393.36,"body":"But honestly, the by far, the"},{"speaker":"Aaron Moncur","startTime":393.36,"endTime":396.27,"body":"most common answer I get is,"},{"speaker":"Aaron Moncur","startTime":393.36,"endTime":396.27,"body":"they're really good"},{"speaker":"Aaron Moncur","startTime":396.27,"endTime":399.96,"body":"communicators. And I'm sure as a"},{"speaker":"Aaron Moncur","startTime":396.27,"endTime":399.96,"body":"sales engineer, you have so much"},{"speaker":"Aaron Moncur","startTime":399.96,"endTime":404.04,"body":"opportunity to practice that"},{"speaker":"Aaron Moncur","startTime":399.96,"endTime":404.04,"body":"skill that it's it probably pays"},{"speaker":"Aaron Moncur","startTime":404.04,"endTime":404.7,"body":"dividends."},{"speaker":"Ramzi Marjaba","startTime":405.3,"endTime":408.03,"body":"I started"},{"speaker":"Ramzi Marjaba","startTime":405.3,"endTime":408.03,"body":"practicing that skill when I was"},{"speaker":"Ramzi Marjaba","startTime":408.03,"endTime":411.99,"body":"more in support in a support"},{"speaker":"Ramzi Marjaba","startTime":408.03,"endTime":411.99,"body":"role. And I realized that when I"},{"speaker":"Ramzi Marjaba","startTime":411.99,"endTime":415.56,"body":"noticed, to see like, two"},{"speaker":"Ramzi Marjaba","startTime":411.99,"endTime":415.56,"body":"extremes, there's one person who"},{"speaker":"Ramzi Marjaba","startTime":415.56,"endTime":419.25,"body":"didn't do any work, and took the"},{"speaker":"Ramzi Marjaba","startTime":415.56,"endTime":419.25,"body":"easiest tickets, but took a lot"},{"speaker":"Ramzi Marjaba","startTime":419.25,"endTime":424.59,"body":"of them and marketed himself all"},{"speaker":"Ramzi Marjaba","startTime":419.25,"endTime":424.59,"body":"the time. My manager loved them."},{"speaker":"Ramzi Marjaba","startTime":425.85,"endTime":430.05,"body":"On the other extreme, I worked"},{"speaker":"Ramzi Marjaba","startTime":425.85,"endTime":430.05,"body":"with two guys, two of my friends"},{"speaker":"Ramzi Marjaba","startTime":430.26,"endTime":432.69,"body":"who I would see them, they're"},{"speaker":"Ramzi Marjaba","startTime":430.26,"endTime":432.69,"body":"like, they're messaging me at"},{"speaker":"Ramzi Marjaba","startTime":432.69,"endTime":435.36,"body":"eight o'clock at night, they"},{"speaker":"Ramzi Marjaba","startTime":432.69,"endTime":435.36,"body":"come in late, but they pick"},{"speaker":"Ramzi Marjaba","startTime":435.36,"endTime":438.09,"body":"their own tickets for support"},{"speaker":"Ramzi Marjaba","startTime":435.36,"endTime":438.09,"body":"stuff, and they just work on it."},{"speaker":"Ramzi Marjaba","startTime":438.33,"endTime":440.64,"body":"They grind, they take one"},{"speaker":"Ramzi Marjaba","startTime":438.33,"endTime":440.64,"body":"ticket, the other guy's taking"},{"speaker":"Ramzi Marjaba","startTime":440.64,"endTime":445.08,"body":"five, but it's much harder, and"},{"speaker":"Ramzi Marjaba","startTime":440.64,"endTime":445.08,"body":"no one knows about it. My boss"},{"speaker":"Ramzi Marjaba","startTime":445.08,"endTime":447.15,"body":"thought that they were not"},{"speaker":"Ramzi Marjaba","startTime":445.08,"endTime":447.15,"body":"working. They thought they were"},{"speaker":"Ramzi Marjaba","startTime":447.15,"endTime":449.73,"body":"lazy. And he was on their case,"},{"speaker":"Ramzi Marjaba","startTime":447.15,"endTime":449.73,"body":"like, why are you coming in at"},{"speaker":"Ramzi Marjaba","startTime":449.73,"endTime":453.36,"body":"10? Why are you leaving at"},{"speaker":"Ramzi Marjaba","startTime":449.73,"endTime":453.36,"body":"three? Well, because I'm going"},{"speaker":"Ramzi Marjaba","startTime":453.36,"endTime":455.58,"body":"back to work at five and work"},{"speaker":"Ramzi Marjaba","startTime":453.36,"endTime":455.58,"body":"until 10 o'clock at night,"},{"speaker":"Ramzi Marjaba","startTime":455.82,"endTime":458.85,"body":"right? So the fact that they"},{"speaker":"Ramzi Marjaba","startTime":455.82,"endTime":458.85,"body":"were able to that person was"},{"speaker":"Ramzi Marjaba","startTime":458.85,"endTime":462.6,"body":"able to market himself, he got"},{"speaker":"Ramzi Marjaba","startTime":458.85,"endTime":462.6,"body":"the promotions, he got the best"},{"speaker":"Ramzi Marjaba","startTime":462.6,"endTime":466.38,"body":"gigs where we had to go travel"},{"speaker":"Ramzi Marjaba","startTime":462.6,"endTime":466.38,"body":"to the customer sites that I was"},{"speaker":"Ramzi Marjaba","startTime":466.38,"endTime":468.87,"body":"sent to like no offense to"},{"speaker":"Ramzi Marjaba","startTime":466.38,"endTime":468.87,"body":"Roanoke, but I was sent to"},{"speaker":"Ramzi Marjaba","startTime":468.87,"endTime":472.77,"body":"Roanoke, Virginia, and he was"},{"speaker":"Ramzi Marjaba","startTime":468.87,"endTime":472.77,"body":"sent to New Orleans where he"},{"speaker":"Ramzi Marjaba","startTime":472.77,"endTime":476.25,"body":"there was a lot more fun, fun"},{"speaker":"Ramzi Marjaba","startTime":472.77,"endTime":476.25,"body":"stuff to do. So that he got to"},{"speaker":"Ramzi Marjaba","startTime":476.25,"endTime":480.78,"body":"pick wherever he wanted, where I"},{"speaker":"Ramzi Marjaba","startTime":476.25,"endTime":480.78,"body":"was sent places. So the fact"},{"speaker":"Ramzi Marjaba","startTime":480.78,"endTime":484.38,"body":"that he was able to communicate"},{"speaker":"Ramzi Marjaba","startTime":480.78,"endTime":484.38,"body":"and market himself, even though"},{"speaker":"Ramzi Marjaba","startTime":484.56,"endTime":487.29,"body":"I've, in my humble opinion,"},{"speaker":"Ramzi Marjaba","startTime":484.56,"endTime":487.29,"body":"which if you know me, it's not"},{"speaker":"Ramzi Marjaba","startTime":487.29,"endTime":490.92,"body":"very humble. He was the worst"},{"speaker":"Ramzi Marjaba","startTime":487.29,"endTime":490.92,"body":"Support Engineer on the team."},{"speaker":"Ramzi Marjaba","startTime":492.06,"endTime":495.18,"body":"That made all the difference for"},{"speaker":"Ramzi Marjaba","startTime":492.06,"endTime":495.18,"body":"for my manager."},{"speaker":"Aaron Moncur","startTime":495.66,"endTime":497.73,"body":"And well, I'm"},{"speaker":"Aaron Moncur","startTime":495.66,"endTime":497.73,"body":"seeing your skill in"},{"speaker":"Aaron Moncur","startTime":497.73,"endTime":499.89,"body":"communicating already. Because"},{"speaker":"Aaron Moncur","startTime":497.73,"endTime":499.89,"body":"that was such a perfect"},{"speaker":"Aaron Moncur","startTime":499.92,"endTime":504.99,"body":"illustration telling that story."},{"speaker":"Aaron Moncur","startTime":499.92,"endTime":504.99,"body":"It's easy to talk. And sometimes"},{"speaker":"Aaron Moncur","startTime":504.99,"endTime":507.36,"body":"people take something away from"},{"speaker":"Aaron Moncur","startTime":504.99,"endTime":507.36,"body":"it, sometimes they don't. But we"},{"speaker":"Aaron Moncur","startTime":507.39,"endTime":510.33,"body":"when you can tell a story that"},{"speaker":"Aaron Moncur","startTime":507.39,"endTime":510.33,"body":"illustrates a point that's so"},{"speaker":"Aaron Moncur","startTime":510.33,"endTime":511.14,"body":"powerful."},{"speaker":"Ramzi Marjaba","startTime":511.8,"endTime":515.07,"body":"That's the"},{"speaker":"Ramzi Marjaba","startTime":511.8,"endTime":515.07,"body":"majority of my work as a sales"},{"speaker":"Ramzi Marjaba","startTime":515.07,"endTime":518.7,"body":"engineer, or people in sales, we"},{"speaker":"Ramzi Marjaba","startTime":515.07,"endTime":518.7,"body":"have to tell stories, because"},{"speaker":"Ramzi Marjaba","startTime":519.27,"endTime":521.7,"body":"even though we like to think"},{"speaker":"Ramzi Marjaba","startTime":519.27,"endTime":521.7,"body":"that we're fact based, we make"},{"speaker":"Ramzi Marjaba","startTime":521.7,"endTime":524.4,"body":"decisions based on fact, most"},{"speaker":"Ramzi Marjaba","startTime":521.7,"endTime":524.4,"body":"people make decisions based on"},{"speaker":"Ramzi Marjaba","startTime":524.85,"endTime":529.95,"body":"emotion, fact has to back it up."},{"speaker":"Ramzi Marjaba","startTime":524.85,"endTime":529.95,"body":"But if I if there's me and"},{"speaker":"Ramzi Marjaba","startTime":529.95,"endTime":532.26,"body":"someone else telling you the"},{"speaker":"Ramzi Marjaba","startTime":529.95,"endTime":532.26,"body":"same exact thing, one through"},{"speaker":"Ramzi Marjaba","startTime":532.26,"endTime":534.99,"body":"just listing stuff off the data"},{"speaker":"Ramzi Marjaba","startTime":532.26,"endTime":534.99,"body":"sheet, and the other one telling"},{"speaker":"Ramzi Marjaba","startTime":534.99,"endTime":538.56,"body":"you through a story of how it"},{"speaker":"Ramzi Marjaba","startTime":534.99,"endTime":538.56,"body":"helped them and their customers,"},{"speaker":"Ramzi Marjaba","startTime":539.22,"endTime":543.66,"body":"most 10 times out of 10 or nine"},{"speaker":"Ramzi Marjaba","startTime":539.22,"endTime":543.66,"body":"times out of 10 Someone would"},{"speaker":"Ramzi Marjaba","startTime":543.66,"endTime":546.24,"body":"pick that person who told the"},{"speaker":"Ramzi Marjaba","startTime":543.66,"endTime":546.24,"body":"story, because they can build a"},{"speaker":"Ramzi Marjaba","startTime":546.24,"endTime":549.24,"body":"vision, they can now see"},{"speaker":"Ramzi Marjaba","startTime":546.24,"endTime":549.24,"body":"themselves as part of their"},{"speaker":"Ramzi Marjaba","startTime":549.24,"endTime":553.92,"body":"story. Whereas someone fell in"},{"speaker":"Ramzi Marjaba","startTime":549.24,"endTime":553.92,"body":"fact, now you're asking whoever"},{"speaker":"Ramzi Marjaba","startTime":553.92,"endTime":557.52,"body":"you're talking to, to make up"},{"speaker":"Ramzi Marjaba","startTime":553.92,"endTime":557.52,"body":"their story in their mind, and"},{"speaker":"Ramzi Marjaba","startTime":557.52,"endTime":558.78,"body":"you're just making it harder?"},{"speaker":"Aaron Moncur","startTime":558.87,"endTime":561.75,"body":"Yeah, that's a"},{"speaker":"Aaron Moncur","startTime":558.87,"endTime":561.75,"body":"good way to put it. Yeah, making"},{"speaker":"Aaron Moncur","startTime":561.75,"endTime":565.71,"body":"them work more. All right, well,"},{"speaker":"Aaron Moncur","startTime":561.75,"endTime":565.71,"body":"who can become a sales engineer?"},{"speaker":"Aaron Moncur","startTime":565.71,"endTime":569.16,"body":"And why might one consider"},{"speaker":"Aaron Moncur","startTime":565.71,"endTime":569.16,"body":"pursuing that role?"},{"speaker":"Ramzi Marjaba","startTime":569.789,"endTime":573.119,"body":"So anyone who has"},{"speaker":"Ramzi Marjaba","startTime":569.789,"endTime":573.119,"body":"thick skin who enjoys talking to"},{"speaker":"Ramzi Marjaba","startTime":573.119,"endTime":576.029,"body":"people, you don't have to be an"},{"speaker":"Ramzi Marjaba","startTime":573.119,"endTime":576.029,"body":"extrovert. I am very much an"},{"speaker":"Ramzi Marjaba","startTime":576.029,"endTime":580.949,"body":"introvert. And I still enjoy"},{"speaker":"Ramzi Marjaba","startTime":576.029,"endTime":580.949,"body":"that role. But it takes someone"},{"speaker":"Ramzi Marjaba","startTime":580.979,"endTime":584.159,"body":"I like to engage in one on one"},{"speaker":"Ramzi Marjaba","startTime":580.979,"endTime":584.159,"body":"conversation. So I enjoy that"},{"speaker":"Ramzi Marjaba","startTime":584.159,"endTime":586.979,"body":"part of it. But basically,"},{"speaker":"Ramzi Marjaba","startTime":584.159,"endTime":586.979,"body":"anyone who enjoys talking to"},{"speaker":"Ramzi Marjaba","startTime":586.979,"endTime":589.559,"body":"people who likes to understand"},{"speaker":"Ramzi Marjaba","startTime":586.979,"endTime":589.559,"body":"the business a little bit more"},{"speaker":"Ramzi Marjaba","startTime":589.769,"endTime":592.859,"body":"than just the technical because"},{"speaker":"Ramzi Marjaba","startTime":589.769,"endTime":592.859,"body":"everything we do in technology"},{"speaker":"Ramzi Marjaba","startTime":592.889,"endTime":595.889,"body":"is related to business. If there"},{"speaker":"Ramzi Marjaba","startTime":592.889,"endTime":595.889,"body":"wasn't a business behind it, no"},{"speaker":"Ramzi Marjaba","startTime":595.889,"endTime":599.549,"body":"one would create anything unless"},{"speaker":"Ramzi Marjaba","startTime":595.889,"endTime":599.549,"body":"you're in university and you"},{"speaker":"Ramzi Marjaba","startTime":599.549,"endTime":602.969,"body":"have an art D font, which is,"},{"speaker":"Ramzi Marjaba","startTime":599.549,"endTime":602.969,"body":"again, I guess, a business, but"},{"speaker":"Ramzi Marjaba","startTime":602.969,"endTime":604.709,"body":"you have to have thick skin,"},{"speaker":"Ramzi Marjaba","startTime":602.969,"endTime":604.709,"body":"because you're going to be"},{"speaker":"Ramzi Marjaba","startTime":604.709,"endTime":608.099,"body":"dealing with people, whether"},{"speaker":"Ramzi Marjaba","startTime":604.709,"endTime":608.099,"body":"it's customers, whether it's"},{"speaker":"Ramzi Marjaba","startTime":608.099,"endTime":610.349,"body":"salespeople, whether it's"},{"speaker":"Ramzi Marjaba","startTime":608.099,"endTime":610.349,"body":"product managers, project"},{"speaker":"Ramzi Marjaba","startTime":610.349,"endTime":613.469,"body":"managers, there's a lot of"},{"speaker":"Ramzi Marjaba","startTime":610.349,"endTime":613.469,"body":"dealing with people in one"},{"speaker":"Ramzi Marjaba","startTime":613.469,"endTime":616.889,"body":"should pursue it if, again, if"},{"speaker":"Ramzi Marjaba","startTime":613.469,"endTime":616.889,"body":"they want to learn business, but"},{"speaker":"Ramzi Marjaba","startTime":616.949,"endTime":620.549,"body":"and I'm gonna say this bluntly,"},{"speaker":"Ramzi Marjaba","startTime":616.949,"endTime":620.549,"body":"the workload, the closer you are"},{"speaker":"Ramzi Marjaba","startTime":620.549,"endTime":624.479,"body":"to the customer, the more money"},{"speaker":"Ramzi Marjaba","startTime":620.549,"endTime":624.479,"body":"you make. So if you're if one of"},{"speaker":"Ramzi Marjaba","startTime":624.479,"endTime":626.489,"body":"your interests is making more"},{"speaker":"Ramzi Marjaba","startTime":624.479,"endTime":626.489,"body":"money, taking care of your"},{"speaker":"Ramzi Marjaba","startTime":626.489,"endTime":629.369,"body":"family and doing something"},{"speaker":"Ramzi Marjaba","startTime":626.489,"endTime":629.369,"body":"that's not repetitive, you're"},{"speaker":"Ramzi Marjaba","startTime":629.369,"endTime":632.939,"body":"not doing the same thing twice"},{"speaker":"Ramzi Marjaba","startTime":629.369,"endTime":632.939,"body":"in a row. So if you want to do"},{"speaker":"Ramzi Marjaba","startTime":632.939,"endTime":634.799,"body":"that, you should look into sales"},{"speaker":"Ramzi Marjaba","startTime":632.939,"endTime":634.799,"body":"engineering."},{"speaker":"Aaron Moncur","startTime":636.149,"endTime":638.729,"body":"You mentioned"},{"speaker":"Aaron Moncur","startTime":636.149,"endTime":638.729,"body":"earlier that you went into"},{"speaker":"Aaron Moncur","startTime":638.729,"endTime":641.639,"body":"engineering because you didn't"},{"speaker":"Aaron Moncur","startTime":638.729,"endTime":641.639,"body":"want to talk to people. I'm"},{"speaker":"Aaron Moncur","startTime":641.639,"endTime":647.159,"body":"curious, how did you make that"},{"speaker":"Aaron Moncur","startTime":641.639,"endTime":647.159,"body":"transition? Is there not as much"},{"speaker":"Aaron Moncur","startTime":647.159,"endTime":649.949,"body":"talking to people as you thought"},{"speaker":"Aaron Moncur","startTime":647.159,"endTime":649.949,"body":"there might be? And then,"},{"speaker":"Aaron Moncur","startTime":650.129,"endTime":653.519,"body":"therefore, it's okay being a"},{"speaker":"Aaron Moncur","startTime":650.129,"endTime":653.519,"body":"sales engineer? Or did you just"},{"speaker":"Aaron Moncur","startTime":653.519,"endTime":656.549,"body":"learn how to talk to people and"},{"speaker":"Aaron Moncur","startTime":653.519,"endTime":656.549,"body":"become more comfortable with"},{"speaker":"Aaron Moncur","startTime":656.549,"endTime":656.849,"body":"that?"},{"speaker":"Ramzi Marjaba","startTime":658.23,"endTime":660.15,"body":"First off, I fell"},{"speaker":"Ramzi Marjaba","startTime":658.23,"endTime":660.15,"body":"into sales engineering by"},{"speaker":"Ramzi Marjaba","startTime":660.15,"endTime":663.12,"body":"accident, I applied to a systems"},{"speaker":"Ramzi Marjaba","startTime":660.15,"endTime":663.12,"body":"engineering role. So you'll"},{"speaker":"Ramzi Marjaba","startTime":663.12,"endTime":665.91,"body":"notice that sales engineers have"},{"speaker":"Ramzi Marjaba","startTime":663.12,"endTime":665.91,"body":"different many different titles."},{"speaker":"Ramzi Marjaba","startTime":666.27,"endTime":668.43,"body":"But for me, I applied to a"},{"speaker":"Ramzi Marjaba","startTime":666.27,"endTime":668.43,"body":"systems engineering role. And"},{"speaker":"Ramzi Marjaba","startTime":668.43,"endTime":670.89,"body":"turns out that was a sales"},{"speaker":"Ramzi Marjaba","startTime":668.43,"endTime":670.89,"body":"engineering role. And I got the"},{"speaker":"Ramzi Marjaba","startTime":670.89,"endTime":676.32,"body":"job. But even before I accepted"},{"speaker":"Ramzi Marjaba","startTime":670.89,"endTime":676.32,"body":"the job, I realized that if I"},{"speaker":"Ramzi Marjaba","startTime":676.32,"endTime":680.61,"body":"want to move anywhere, move up,"},{"speaker":"Ramzi Marjaba","startTime":676.32,"endTime":680.61,"body":"move sideways, in my career,"},{"speaker":"Ramzi Marjaba","startTime":681.0,"endTime":683.67,"body":"there's going to be a lot of"},{"speaker":"Ramzi Marjaba","startTime":681.0,"endTime":683.67,"body":"talking in German law,"},{"speaker":"Ramzi Marjaba","startTime":683.67,"endTime":687.15,"body":"communication, a lot of"},{"speaker":"Ramzi Marjaba","startTime":683.67,"endTime":687.15,"body":"relationship building. Anyways,"},{"speaker":"Ramzi Marjaba","startTime":687.75,"endTime":694.23,"body":"I spent four years a company"},{"speaker":"Ramzi Marjaba","startTime":687.75,"endTime":694.23,"body":"called Alcatel Lucent, in"},{"speaker":"Ramzi Marjaba","startTime":694.23,"endTime":697.02,"body":"support. So I was always talking"},{"speaker":"Ramzi Marjaba","startTime":694.23,"endTime":697.02,"body":"to customers, not only was I"},{"speaker":"Ramzi Marjaba","startTime":697.02,"endTime":699.9,"body":"talking to customers, I was"},{"speaker":"Ramzi Marjaba","startTime":697.02,"endTime":699.9,"body":"talking to customers when they"},{"speaker":"Ramzi Marjaba","startTime":699.9,"endTime":702.81,"body":"were the most pissed off, no one"},{"speaker":"Ramzi Marjaba","startTime":699.9,"endTime":702.81,"body":"calls support when they're"},{"speaker":"Ramzi Marjaba","startTime":702.81,"endTime":707.28,"body":"happy. Right? So I'm already"},{"speaker":"Ramzi Marjaba","startTime":702.81,"endTime":707.28,"body":"talking to customers, I'm"},{"speaker":"Ramzi Marjaba","startTime":707.28,"endTime":709.44,"body":"already talking to teammates"},{"speaker":"Ramzi Marjaba","startTime":707.28,"endTime":709.44,"body":"trying to convince them to help"},{"speaker":"Ramzi Marjaba","startTime":709.44,"endTime":711.75,"body":"me or to do something. I'm"},{"speaker":"Ramzi Marjaba","startTime":709.44,"endTime":711.75,"body":"talking to my boss trying to"},{"speaker":"Ramzi Marjaba","startTime":711.75,"endTime":716.43,"body":"convince them to give me a"},{"speaker":"Ramzi Marjaba","startTime":711.75,"endTime":716.43,"body":"raise. I'm doing all that. And I"},{"speaker":"Ramzi Marjaba","startTime":716.7,"endTime":719.31,"body":"found that being a sales"},{"speaker":"Ramzi Marjaba","startTime":716.7,"endTime":719.31,"body":"engineer, as I was going through"},{"speaker":"Ramzi Marjaba","startTime":719.31,"endTime":722.31,"body":"the interview process, I get to"},{"speaker":"Ramzi Marjaba","startTime":719.31,"endTime":722.31,"body":"still talk to customers, but"},{"speaker":"Ramzi Marjaba","startTime":722.31,"endTime":726.3,"body":"also if I work overtime, which"},{"speaker":"Ramzi Marjaba","startTime":722.31,"endTime":726.3,"body":"usually as engineers, we don't"},{"speaker":"Ramzi Marjaba","startTime":726.3,"endTime":730.74,"body":"get paid overtime. If I work"},{"speaker":"Ramzi Marjaba","startTime":726.3,"endTime":730.74,"body":"overtime, and I help sell more"},{"speaker":"Ramzi Marjaba","startTime":730.74,"endTime":734.67,"body":"help solve more problems for my"},{"speaker":"Ramzi Marjaba","startTime":730.74,"endTime":734.67,"body":"customers, I get recognition, I"},{"speaker":"Ramzi Marjaba","startTime":734.67,"endTime":738.72,"body":"get rewarded as well. Yeah, so"},{"speaker":"Ramzi Marjaba","startTime":734.67,"endTime":738.72,"body":"go ahead."},{"speaker":"Aaron Moncur","startTime":739.32,"endTime":741.93,"body":"Well, I'm"},{"speaker":"Aaron Moncur","startTime":739.32,"endTime":741.93,"body":"wondering how technical Do you"},{"speaker":"Aaron Moncur","startTime":741.93,"endTime":745.47,"body":"think you need to be to succeed"},{"speaker":"Aaron Moncur","startTime":741.93,"endTime":745.47,"body":"as a sales engineering is that"},{"speaker":"Aaron Moncur","startTime":746.28,"endTime":747.93,"body":"the most important skill."},{"speaker":"Ramzi Marjaba","startTime":793.0889999999999,"endTime":796.3889999999999,"body":"So the more"},{"speaker":"Ramzi Marjaba","startTime":793.0889999999999,"endTime":796.3889999999999,"body":"technical you are, that it could"},{"speaker":"Ramzi Marjaba","startTime":796.3889999999999,"endTime":801.1590000000001,"body":"be easier for you or faster for"},{"speaker":"Ramzi Marjaba","startTime":796.3889999999999,"endTime":801.1590000000001,"body":"you to sell something, the the"},{"speaker":"Ramzi Marjaba","startTime":801.1590000000001,"endTime":804.549,"body":"skill that is required more than"},{"speaker":"Ramzi Marjaba","startTime":801.1590000000001,"endTime":804.549,"body":"being technical is being able to"},{"speaker":"Ramzi Marjaba","startTime":804.549,"endTime":807.789,"body":"relate that technical"},{"speaker":"Ramzi Marjaba","startTime":804.549,"endTime":807.789,"body":"information to your customer in"},{"speaker":"Ramzi Marjaba","startTime":807.789,"endTime":811.329,"body":"a way that they'd understand. So"},{"speaker":"Ramzi Marjaba","startTime":807.789,"endTime":811.329,"body":"you might be talking, I might be"},{"speaker":"Ramzi Marjaba","startTime":811.329,"endTime":814.1489999999999,"body":"talking to you, and you might be"},{"speaker":"Ramzi Marjaba","startTime":811.329,"endTime":814.1489999999999,"body":"very technical, which means I"},{"speaker":"Ramzi Marjaba","startTime":814.1489999999999,"endTime":817.029,"body":"have to be technical. And if I,"},{"speaker":"Ramzi Marjaba","startTime":814.1489999999999,"endTime":817.029,"body":"if I'm not that technical, I'm"},{"speaker":"Ramzi Marjaba","startTime":817.029,"endTime":819.6990000000001,"body":"going to have to bring in"},{"speaker":"Ramzi Marjaba","startTime":817.029,"endTime":819.6990000000001,"body":"someone who's technical, which"},{"speaker":"Ramzi Marjaba","startTime":819.6990000000001,"endTime":823.5989999999999,"body":"delays, the sales process"},{"speaker":"Ramzi Marjaba","startTime":819.6990000000001,"endTime":823.5989999999999,"body":"delays, you being able to make a"},{"speaker":"Ramzi Marjaba","startTime":823.5989999999999,"endTime":826.329,"body":"decision. And if you're in a"},{"speaker":"Ramzi Marjaba","startTime":823.5989999999999,"endTime":826.329,"body":"hurry to make a decision now,"},{"speaker":"Ramzi Marjaba","startTime":826.509,"endTime":830.769,"body":"then you might just move on to"},{"speaker":"Ramzi Marjaba","startTime":826.509,"endTime":830.769,"body":"the next to the next vendor. So"},{"speaker":"Ramzi Marjaba","startTime":830.769,"endTime":833.469,"body":"being technical is very"},{"speaker":"Ramzi Marjaba","startTime":830.769,"endTime":833.469,"body":"important. But being able to"},{"speaker":"Ramzi Marjaba","startTime":833.469,"endTime":835.569,"body":"relate that information to"},{"speaker":"Ramzi Marjaba","startTime":833.469,"endTime":835.569,"body":"someone who's not technical,"},{"speaker":"Ramzi Marjaba","startTime":835.569,"endTime":838.9290000000001,"body":"let's say, You're not that"},{"speaker":"Ramzi Marjaba","startTime":835.569,"endTime":838.9290000000001,"body":"technical. And if I'm talking,"},{"speaker":"Ramzi Marjaba","startTime":838.9590000000001,"endTime":843.039,"body":"I'm mentioning all the jargon"},{"speaker":"Ramzi Marjaba","startTime":838.9590000000001,"endTime":843.039,"body":"that engineers would, and you"},{"speaker":"Ramzi Marjaba","startTime":843.039,"endTime":847.749,"body":"just glaze over that I'm doing a"},{"speaker":"Ramzi Marjaba","startTime":843.039,"endTime":847.749,"body":"bad job as well. So it's a"},{"speaker":"Ramzi Marjaba","startTime":847.749,"endTime":851.769,"body":"balance of technical"},{"speaker":"Ramzi Marjaba","startTime":847.749,"endTime":851.769,"body":"communication. There's, I think"},{"speaker":"Ramzi Marjaba","startTime":851.769,"endTime":855.6089999999999,"body":"of it as a three axis diagram,"},{"speaker":"Ramzi Marjaba","startTime":851.769,"endTime":855.6089999999999,"body":"where you have human skills,"},{"speaker":"Ramzi Marjaba","startTime":855.6089999999999,"endTime":859.029,"body":"technical skills, and soft"},{"speaker":"Ramzi Marjaba","startTime":855.6089999999999,"endTime":859.029,"body":"skills, or sales skills. So you"},{"speaker":"Ramzi Marjaba","startTime":859.029,"endTime":863.1389999999999,"body":"have to have a balance of all"},{"speaker":"Ramzi Marjaba","startTime":859.029,"endTime":863.1389999999999,"body":"three, to be able to actually"},{"speaker":"Ramzi Marjaba","startTime":863.1690000000001,"endTime":866.739,"body":"make a sale, because if part of"},{"speaker":"Ramzi Marjaba","startTime":863.1690000000001,"endTime":866.739,"body":"the human skills, if I make you"},{"speaker":"Ramzi Marjaba","startTime":866.739,"endTime":870.3689999999999,"body":"feel dumb, because I am the"},{"speaker":"Ramzi Marjaba","startTime":866.739,"endTime":870.3689999999999,"body":"smartest person in the room,"},{"speaker":"Ramzi Marjaba","startTime":870.8489999999999,"endTime":872.7090000000001,"body":"you're not going to like me,"},{"speaker":"Ramzi Marjaba","startTime":870.8489999999999,"endTime":872.7090000000001,"body":"you're not going to buy from me."},{"speaker":"Ramzi Marjaba","startTime":873.489,"endTime":875.8589999999999,"body":"If I don't answer your"},{"speaker":"Ramzi Marjaba","startTime":873.489,"endTime":875.8589999999999,"body":"questions, you're not going to"},{"speaker":"Ramzi Marjaba","startTime":875.8589999999999,"endTime":878.6790000000001,"body":"buy like me, you're not going to"},{"speaker":"Ramzi Marjaba","startTime":875.8589999999999,"endTime":878.6790000000001,"body":"buy from me if I lie to you."},{"speaker":"Ramzi Marjaba","startTime":879.039,"endTime":882.969,"body":"These are all things that we"},{"speaker":"Ramzi Marjaba","startTime":879.039,"endTime":882.969,"body":"have to balance together and"},{"speaker":"Ramzi Marjaba","startTime":883.299,"endTime":887.1089999999999,"body":"adjust the way we communicate."},{"speaker":"Ramzi Marjaba","startTime":883.299,"endTime":887.1089999999999,"body":"Like, for example, when we first"},{"speaker":"Ramzi Marjaba","startTime":887.1089999999999,"endTime":889.779,"body":"started, I asked you, your"},{"speaker":"Ramzi Marjaba","startTime":887.1089999999999,"endTime":889.779,"body":"audience is mostly mechanical,"},{"speaker":"Ramzi Marjaba","startTime":889.779,"endTime":894.3689999999999,"body":"right? So most of my examples"},{"speaker":"Ramzi Marjaba","startTime":889.779,"endTime":894.3689999999999,"body":"are talking about you. And my"},{"speaker":"Ramzi Marjaba","startTime":894.3689999999999,"endTime":897.519,"body":"experience is networking. So I"},{"speaker":"Ramzi Marjaba","startTime":894.3689999999999,"endTime":897.519,"body":"have to shift my, my"},{"speaker":"Ramzi Marjaba","startTime":897.519,"endTime":901.3889999999999,"body":"conversation style to maybe not"},{"speaker":"Ramzi Marjaba","startTime":897.519,"endTime":901.3889999999999,"body":"bring in networking examples,"},{"speaker":"Ramzi Marjaba","startTime":901.569,"endTime":904.8989999999999,"body":"other than this one, obviously,"},{"speaker":"Ramzi Marjaba","startTime":901.569,"endTime":904.8989999999999,"body":"but you know, shift the way you"},{"speaker":"Ramzi Marjaba","startTime":904.8989999999999,"endTime":906.8789999999999,"body":"talk so people can understand."},{"speaker":"Ramzi Marjaba","startTime":904.8989999999999,"endTime":906.8789999999999,"body":"It's the same thing with your"},{"speaker":"Ramzi Marjaba","startTime":906.8789999999999,"endTime":911.8889999999999,"body":"boss. If you want a raise, you"},{"speaker":"Ramzi Marjaba","startTime":906.8789999999999,"endTime":911.8889999999999,"body":"have to talk their language, not"},{"speaker":"Ramzi Marjaba","startTime":911.8889999999999,"endTime":915.8789999999999,"body":"your language. It's always about"},{"speaker":"Ramzi Marjaba","startTime":911.8889999999999,"endTime":915.8789999999999,"body":"the other person, right? Yeah."},{"speaker":"Ramzi Marjaba","startTime":915.9090000000001,"endTime":918.4290000000001,"body":"How did you make their life"},{"speaker":"Ramzi Marjaba","startTime":915.9090000000001,"endTime":918.4290000000001,"body":"easier? If you made their life"},{"speaker":"Ramzi Marjaba","startTime":918.4290000000001,"endTime":920.1990000000001,"body":"harder? They're never gonna give"},{"speaker":"Ramzi Marjaba","startTime":918.4290000000001,"endTime":920.1990000000001,"body":"you a raise. They're hoping"},{"speaker":"Ramzi Marjaba","startTime":920.1990000000001,"endTime":920.739,"body":"you'd leave."},{"speaker":"Aaron Moncur","startTime":922.1800000000001,"endTime":926.3800000000001,"body":"Right? So we've"},{"speaker":"Aaron Moncur","startTime":922.1800000000001,"endTime":926.3800000000001,"body":"talked a little bit about how"},{"speaker":"Aaron Moncur","startTime":926.8299999999999,"endTime":931.27,"body":"sales skills can transfer to an"},{"speaker":"Aaron Moncur","startTime":926.8299999999999,"endTime":931.27,"body":"engineering role, right? If"},{"speaker":"Aaron Moncur","startTime":931.27,"endTime":934.54,"body":"you're good with communication,"},{"speaker":"Aaron Moncur","startTime":931.27,"endTime":934.54,"body":"that's something that engineers"},{"speaker":"Aaron Moncur","startTime":934.54,"endTime":937.54,"body":"can certainly use as well. How"},{"speaker":"Aaron Moncur","startTime":934.54,"endTime":937.54,"body":"about the other way around? Are"},{"speaker":"Aaron Moncur","startTime":937.54,"endTime":941.6199999999999,"body":"there engineering skills that"},{"speaker":"Aaron Moncur","startTime":937.54,"endTime":941.6199999999999,"body":"are transferable into sales?"},{"speaker":"Ramzi Marjaba","startTime":942.46,"endTime":945.3399999999999,"body":"So the problem"},{"speaker":"Ramzi Marjaba","startTime":942.46,"endTime":945.3399999999999,"body":"solving is a big one, engineers"},{"speaker":"Ramzi Marjaba","startTime":945.3399999999999,"endTime":947.74,"body":"are known as problem solvers."},{"speaker":"Ramzi Marjaba","startTime":945.3399999999999,"endTime":947.74,"body":"Right? That's our, that's our"},{"speaker":"Ramzi Marjaba","startTime":947.74,"endTime":951.28,"body":"entire existence, we solve"},{"speaker":"Ramzi Marjaba","startTime":947.74,"endTime":951.28,"body":"problems. So if you can't solve"},{"speaker":"Ramzi Marjaba","startTime":951.28,"endTime":954.31,"body":"a problem, you're not going to"},{"speaker":"Ramzi Marjaba","startTime":951.28,"endTime":954.31,"body":"be a good sales engineer. And"},{"speaker":"Ramzi Marjaba","startTime":954.3399999999999,"endTime":957.04,"body":"it's not limited to the"},{"speaker":"Ramzi Marjaba","startTime":954.3399999999999,"endTime":957.04,"body":"technical though. Now you're"},{"speaker":"Ramzi Marjaba","startTime":957.04,"endTime":961.5699999999999,"body":"also you can have to debug a"},{"speaker":"Ramzi Marjaba","startTime":957.04,"endTime":961.5699999999999,"body":"human. In addition to debugging"},{"speaker":"Ramzi Marjaba","startTime":961.5699999999999,"endTime":964.1500000000001,"body":"technology, if someone wants to,"},{"speaker":"Ramzi Marjaba","startTime":961.5699999999999,"endTime":964.1500000000001,"body":"wants you to solve a problem,"},{"speaker":"Ramzi Marjaba","startTime":964.8399999999999,"endTime":967.54,"body":"like I've had customers come to"},{"speaker":"Ramzi Marjaba","startTime":964.8399999999999,"endTime":967.54,"body":"me and say, hey, I want that"},{"speaker":"Ramzi Marjaba","startTime":967.54,"endTime":973.75,"body":"piece of equipment. Right? If I"},{"speaker":"Ramzi Marjaba","startTime":967.54,"endTime":973.75,"body":"give it to them, then what? Now"},{"speaker":"Ramzi Marjaba","startTime":973.75,"endTime":975.79,"body":"they're gonna go straight to the"},{"speaker":"Ramzi Marjaba","startTime":973.75,"endTime":975.79,"body":"competitor and say, I want that"},{"speaker":"Ramzi Marjaba","startTime":975.79,"endTime":978.5799999999999,"body":"piece of equipment. And we're"},{"speaker":"Ramzi Marjaba","startTime":975.79,"endTime":978.5799999999999,"body":"kind of racing to the bottom in"},{"speaker":"Ramzi Marjaba","startTime":978.5799999999999,"endTime":982.45,"body":"terms of pricing. But if they"},{"speaker":"Ramzi Marjaba","startTime":978.5799999999999,"endTime":982.45,"body":"come to me and say, I want that"},{"speaker":"Ramzi Marjaba","startTime":982.45,"endTime":984.49,"body":"piece of equipment, and my my"},{"speaker":"Ramzi Marjaba","startTime":982.45,"endTime":984.49,"body":"question is, Oh, that's"},{"speaker":"Ramzi Marjaba","startTime":984.49,"endTime":986.5899999999999,"body":"interesting. Why are you looking"},{"speaker":"Ramzi Marjaba","startTime":984.49,"endTime":986.5899999999999,"body":"for that piece of equipment?"},{"speaker":"Ramzi Marjaba","startTime":986.6500000000001,"endTime":988.6600000000001,"body":"What are you trying to solve?"},{"speaker":"Ramzi Marjaba","startTime":986.6500000000001,"endTime":988.6600000000001,"body":"And now you start a"},{"speaker":"Ramzi Marjaba","startTime":988.6600000000001,"endTime":994.0899999999999,"body":"conversation, you're debugging"},{"speaker":"Ramzi Marjaba","startTime":988.6600000000001,"endTime":994.0899999999999,"body":"the human. Now you get to solve"},{"speaker":"Ramzi Marjaba","startTime":994.1500000000001,"endTime":996.94,"body":"the actual problem, not just"},{"speaker":"Ramzi Marjaba","startTime":994.1500000000001,"endTime":996.94,"body":"what they think their problem"},{"speaker":"Ramzi Marjaba","startTime":996.94,"endTime":1001.6500000000001,"body":"is. Yeah. So engineers in like,"},{"speaker":"Ramzi Marjaba","startTime":996.94,"endTime":1001.6500000000001,"body":"I might be generalizing. But"},{"speaker":"Ramzi Marjaba","startTime":1001.6500000000001,"endTime":1006.51,"body":"it's a positive generalization,"},{"speaker":"Ramzi Marjaba","startTime":1001.6500000000001,"endTime":1006.51,"body":"where we're usually curious. And"},{"speaker":"Ramzi Marjaba","startTime":1006.54,"endTime":1009.03,"body":"we're curious about technology."},{"speaker":"Ramzi Marjaba","startTime":1006.54,"endTime":1009.03,"body":"Now we have to be curious about"},{"speaker":"Ramzi Marjaba","startTime":1009.03,"endTime":1011.52,"body":"humans. Does that answer your"},{"speaker":"Ramzi Marjaba","startTime":1009.03,"endTime":1011.52,"body":"question?"},{"speaker":"Aaron Moncur","startTime":1011.6700000000001,"endTime":1015.0,"body":"Yeah, it does. I"},{"speaker":"Aaron Moncur","startTime":1011.6700000000001,"endTime":1015.0,"body":"really like your term debugging"},{"speaker":"Aaron Moncur","startTime":1015.03,"endTime":1018.6600000000001,"body":"the humans. That's, that's a fun"},{"speaker":"Aaron Moncur","startTime":1015.03,"endTime":1018.6600000000001,"body":"way to put it. So let's say that"},{"speaker":"Aaron Moncur","startTime":1018.6600000000001,"endTime":1022.47,"body":"I'm a new sales engineer just"},{"speaker":"Aaron Moncur","startTime":1018.6600000000001,"endTime":1022.47,"body":"starting out right, in my first"},{"speaker":"Aaron Moncur","startTime":1022.47,"endTime":1026.76,"body":"month or two, what are some"},{"speaker":"Aaron Moncur","startTime":1022.47,"endTime":1026.76,"body":"common pitfalls that new sales"},{"speaker":"Aaron Moncur","startTime":1026.76,"endTime":1028.5,"body":"engineers may fall into?"},{"speaker":"Ramzi Marjaba","startTime":1028.859,"endTime":1030.719,"body":"Thinking that you"},{"speaker":"Ramzi Marjaba","startTime":1028.859,"endTime":1030.719,"body":"have to solve everything on your"},{"speaker":"Ramzi Marjaba","startTime":1030.719,"endTime":1036.719,"body":"own? For one, if you if you ever"},{"speaker":"Ramzi Marjaba","startTime":1030.719,"endTime":1036.719,"body":"get to meet a group of sales"},{"speaker":"Ramzi Marjaba","startTime":1036.719,"endTime":1039.509,"body":"engineers, we're very helpful"},{"speaker":"Ramzi Marjaba","startTime":1036.719,"endTime":1039.509,"body":"bunch we enjoy helping other"},{"speaker":"Ramzi Marjaba","startTime":1039.509,"endTime":1042.089,"body":"people, especially since there"},{"speaker":"Ramzi Marjaba","startTime":1039.509,"endTime":1042.089,"body":"aren't that many of us, we think"},{"speaker":"Ramzi Marjaba","startTime":1042.089,"endTime":1044.729,"body":"it's like, oh, another person"},{"speaker":"Ramzi Marjaba","startTime":1042.089,"endTime":1044.729,"body":"who's joined the Brotherhood or"},{"speaker":"Ramzi Marjaba","startTime":1044.729,"endTime":1048.479,"body":"sisterhood? Yeah, let's work"},{"speaker":"Ramzi Marjaba","startTime":1044.729,"endTime":1048.479,"body":"together. So generally speaking,"},{"speaker":"Ramzi Marjaba","startTime":1049.229,"endTime":1051.239,"body":"sales engineers, when they first"},{"speaker":"Ramzi Marjaba","startTime":1049.229,"endTime":1051.239,"body":"started, they want to solve"},{"speaker":"Ramzi Marjaba","startTime":1051.239,"endTime":1052.949,"body":"everything on their own, they"},{"speaker":"Ramzi Marjaba","startTime":1051.239,"endTime":1052.949,"body":"don't know how to reach out for"},{"speaker":"Ramzi Marjaba","startTime":1052.949,"endTime":1057.359,"body":"questions, especially since a"},{"speaker":"Ramzi Marjaba","startTime":1052.949,"endTime":1057.359,"body":"lot of us are remote. I can do"},{"speaker":"Ramzi Marjaba","startTime":1057.359,"endTime":1059.339,"body":"all my entire job from home, I"},{"speaker":"Ramzi Marjaba","startTime":1057.359,"endTime":1059.339,"body":"don't need to see a single"},{"speaker":"Ramzi Marjaba","startTime":1059.339,"endTime":1063.659,"body":"person other than customers. But"},{"speaker":"Ramzi Marjaba","startTime":1059.339,"endTime":1063.659,"body":"I don't meet other sales"},{"speaker":"Ramzi Marjaba","startTime":1063.659,"endTime":1067.439,"body":"engineers. So we don't build"},{"speaker":"Ramzi Marjaba","startTime":1063.659,"endTime":1067.439,"body":"that relationship for one and"},{"speaker":"Ramzi Marjaba","startTime":1067.439,"endTime":1070.049,"body":"two. And that's kind of"},{"speaker":"Ramzi Marjaba","startTime":1067.439,"endTime":1070.049,"body":"contradict my previous statement"},{"speaker":"Ramzi Marjaba","startTime":1070.049,"endTime":1072.569,"body":"about being technical, but"},{"speaker":"Ramzi Marjaba","startTime":1070.049,"endTime":1072.569,"body":"focusing too much on the"},{"speaker":"Ramzi Marjaba","startTime":1072.569,"endTime":1076.3490000000002,"body":"technology, and not what"},{"speaker":"Ramzi Marjaba","startTime":1072.569,"endTime":1076.3490000000002,"body":"problems that technology solves."},{"speaker":"Ramzi Marjaba","startTime":1076.709,"endTime":1080.219,"body":"I've worked with es es, who"},{"speaker":"Ramzi Marjaba","startTime":1076.709,"endTime":1080.219,"body":"spent the first six months"},{"speaker":"Ramzi Marjaba","startTime":1081.839,"endTime":1084.269,"body":"understanding the product"},{"speaker":"Ramzi Marjaba","startTime":1081.839,"endTime":1084.269,"body":"deeply. They know everything"},{"speaker":"Ramzi Marjaba","startTime":1084.269,"endTime":1088.799,"body":"about it. And I went and when I"},{"speaker":"Ramzi Marjaba","startTime":1084.269,"endTime":1088.799,"body":"asked them, Why is that"},{"speaker":"Ramzi Marjaba","startTime":1088.799,"endTime":1092.039,"body":"important? They don't know the"},{"speaker":"Ramzi Marjaba","startTime":1088.799,"endTime":1092.039,"body":"answer. Like, what problem does"},{"speaker":"Ramzi Marjaba","startTime":1092.039,"endTime":1095.339,"body":"it solve for your customers,"},{"speaker":"Ramzi Marjaba","startTime":1092.039,"endTime":1095.339,"body":"you're focused on your product,"},{"speaker":"Ramzi Marjaba","startTime":1095.3690000000001,"endTime":1098.819,"body":"not on your customers be more"},{"speaker":"Ramzi Marjaba","startTime":1095.3690000000001,"endTime":1098.819,"body":"customer centric, so that you"},{"speaker":"Ramzi Marjaba","startTime":1098.819,"endTime":1102.719,"body":"can explain that they this, this"},{"speaker":"Ramzi Marjaba","startTime":1098.819,"endTime":1102.719,"body":"thing can do this for you, which"},{"speaker":"Ramzi Marjaba","startTime":1102.719,"endTime":1106.229,"body":"means you're gonna save time,"},{"speaker":"Ramzi Marjaba","startTime":1102.719,"endTime":1106.229,"body":"money or reduce risk, like,"},{"speaker":"Ramzi Marjaba","startTime":1106.259,"endTime":1108.929,"body":"yeah, in terms of maintenance,"},{"speaker":"Ramzi Marjaba","startTime":1106.259,"endTime":1108.929,"body":"or whatever it is. So that's the"},{"speaker":"Ramzi Marjaba","startTime":1108.929,"endTime":1113.309,"body":"biggest pitfall I see focusing"},{"speaker":"Ramzi Marjaba","startTime":1108.929,"endTime":1113.309,"body":"on not not focusing on"},{"speaker":"Ramzi Marjaba","startTime":1113.309,"endTime":1115.8890000000001,"body":"understanding what problems the"},{"speaker":"Ramzi Marjaba","startTime":1113.309,"endTime":1115.8890000000001,"body":"product solves."},{"speaker":"Aaron Moncur","startTime":1116.77,"endTime":1119.41,"body":"Are there are"},{"speaker":"Aaron Moncur","startTime":1116.77,"endTime":1119.41,"body":"there other pitfalls? If you"},{"speaker":"Aaron Moncur","startTime":1119.44,"endTime":1122.77,"body":"kind of take this a step"},{"speaker":"Aaron Moncur","startTime":1119.44,"endTime":1122.77,"body":"further? Let's say that guys who"},{"speaker":"Aaron Moncur","startTime":1122.77,"endTime":1125.29,"body":"have been doing this for you"},{"speaker":"Aaron Moncur","startTime":1122.77,"endTime":1125.29,"body":"know, 510 15 years, so they're"},{"speaker":"Aaron Moncur","startTime":1125.3200000000002,"endTime":1127.99,"body":"doing fine, right? They've been"},{"speaker":"Aaron Moncur","startTime":1125.3200000000002,"endTime":1127.99,"body":"in it long enough, they're doing"},{"speaker":"Aaron Moncur","startTime":1127.99,"endTime":1132.04,"body":"a fine job. But there's that"},{"speaker":"Aaron Moncur","startTime":1127.99,"endTime":1132.04,"body":"next level, maybe like where you"},{"speaker":"Aaron Moncur","startTime":1132.04,"endTime":1135.55,"body":"are Ramzi , like, really, upper"},{"speaker":"Aaron Moncur","startTime":1132.04,"endTime":1135.55,"body":"echelon top tier doing"},{"speaker":"Aaron Moncur","startTime":1135.5800000000002,"endTime":1139.24,"body":"incredibly well. Are there? Are"},{"speaker":"Aaron Moncur","startTime":1135.5800000000002,"endTime":1139.24,"body":"there some pitfalls that the"},{"speaker":"Aaron Moncur","startTime":1139.27,"endTime":1143.95,"body":"some people just never learned"},{"speaker":"Aaron Moncur","startTime":1139.27,"endTime":1143.95,"body":"to get over that prevent them"},{"speaker":"Aaron Moncur","startTime":1143.95,"endTime":1148.54,"body":"from moving up into that upper"},{"speaker":"Aaron Moncur","startTime":1143.95,"endTime":1148.54,"body":"stratosphere area?"},{"speaker":"Ramzi Marjaba","startTime":1149.1000000000001,"endTime":1151.6200000000001,"body":"Yeah. I mean,"},{"speaker":"Ramzi Marjaba","startTime":1149.1000000000001,"endTime":1151.6200000000001,"body":"whether I'm on the upper echelon"},{"speaker":"Ramzi Marjaba","startTime":1151.6200000000001,"endTime":1157.02,"body":"is debatable. My wife would say"},{"speaker":"Ramzi Marjaba","startTime":1151.6200000000001,"endTime":1157.02,"body":"no, but I think the biggest"},{"speaker":"Ramzi Marjaba","startTime":1157.02,"endTime":1160.71,"body":"thing I see is that"},{"speaker":"Ramzi Marjaba","startTime":1157.02,"endTime":1160.71,"body":"communication part, that human"},{"speaker":"Ramzi Marjaba","startTime":1160.74,"endTime":1164.25,"body":"interaction, I've worked with a"},{"speaker":"Ramzi Marjaba","startTime":1160.74,"endTime":1164.25,"body":"lot of a lot of the esses that I"},{"speaker":"Ramzi Marjaba","startTime":1164.25,"endTime":1167.52,"body":"work with, have been doing this"},{"speaker":"Ramzi Marjaba","startTime":1164.25,"endTime":1167.52,"body":"for 10 years. And they're"},{"speaker":"Ramzi Marjaba","startTime":1167.52,"endTime":1170.4,"body":"focused on the technology more"},{"speaker":"Ramzi Marjaba","startTime":1167.52,"endTime":1170.4,"body":"than anything else. They can"},{"speaker":"Ramzi Marjaba","startTime":1170.4,"endTime":1172.8,"body":"answer anything about the"},{"speaker":"Ramzi Marjaba","startTime":1170.4,"endTime":1172.8,"body":"technology, but they can't work"},{"speaker":"Ramzi Marjaba","startTime":1172.8,"endTime":1176.79,"body":"with customers very well,"},{"speaker":"Ramzi Marjaba","startTime":1172.8,"endTime":1176.79,"body":"because the way sales engineers"},{"speaker":"Ramzi Marjaba","startTime":1176.79,"endTime":1178.89,"body":"have been treated in the past,"},{"speaker":"Ramzi Marjaba","startTime":1176.79,"endTime":1178.89,"body":"and I'm not saying it's their"},{"speaker":"Ramzi Marjaba","startTime":1178.89,"endTime":1181.41,"body":"fault, it's just the way they've"},{"speaker":"Ramzi Marjaba","startTime":1178.89,"endTime":1181.41,"body":"been treated in the past was"},{"speaker":"Ramzi Marjaba","startTime":1181.41,"endTime":1184.95,"body":"more as sales support. So a"},{"speaker":"Ramzi Marjaba","startTime":1181.41,"endTime":1184.95,"body":"salesperson goes and meets the"},{"speaker":"Ramzi Marjaba","startTime":1184.95,"endTime":1187.8300000000002,"body":"customer. They come up with a"},{"speaker":"Ramzi Marjaba","startTime":1184.95,"endTime":1187.8300000000002,"body":"bunch of questions, they come"},{"speaker":"Ramzi Marjaba","startTime":1187.8300000000002,"endTime":1190.41,"body":"back to the sales engineer who"},{"speaker":"Ramzi Marjaba","startTime":1187.8300000000002,"endTime":1190.41,"body":"has to answer these questions."},{"speaker":"Ramzi Marjaba","startTime":1190.71,"endTime":1195.51,"body":"And the sales engineers cannot"},{"speaker":"Ramzi Marjaba","startTime":1190.71,"endTime":1195.51,"body":"ask questions of their own. So"},{"speaker":"Ramzi Marjaba","startTime":1195.51,"endTime":1198.9,"body":"they're more they treated more"},{"speaker":"Ramzi Marjaba","startTime":1195.51,"endTime":1198.9,"body":"as a resource. But now it's"},{"speaker":"Ramzi Marjaba","startTime":1198.9,"endTime":1203.04,"body":"shifting, it's shifting for to"},{"speaker":"Ramzi Marjaba","startTime":1198.9,"endTime":1203.04,"body":"towards more of a consultative"},{"speaker":"Ramzi Marjaba","startTime":1203.8500000000001,"endTime":1207.54,"body":"way of doing things. So those"},{"speaker":"Ramzi Marjaba","startTime":1203.8500000000001,"endTime":1207.54,"body":"who have been there for 10 years"},{"speaker":"Ramzi Marjaba","startTime":1207.66,"endTime":1210.8700000000001,"body":"and want to go to that upper"},{"speaker":"Ramzi Marjaba","startTime":1207.66,"endTime":1210.8700000000001,"body":"echelon, they're going to have"},{"speaker":"Ramzi Marjaba","startTime":1210.8700000000001,"endTime":1215.1000000000001,"body":"to shift as well, and start"},{"speaker":"Ramzi Marjaba","startTime":1210.8700000000001,"endTime":1215.1000000000001,"body":"talking about their customers"},{"speaker":"Ramzi Marjaba","startTime":1215.25,"endTime":1217.65,"body":"that what their problems are,"},{"speaker":"Ramzi Marjaba","startTime":1215.25,"endTime":1217.65,"body":"what their customers problems"},{"speaker":"Ramzi Marjaba","startTime":1259.52,"endTime":1264.98,"body":"are, and how that technology can"},{"speaker":"Ramzi Marjaba","startTime":1259.52,"endTime":1264.98,"body":"help. versus just being there to"},{"speaker":"Ramzi Marjaba","startTime":1264.98,"endTime":1267.9199999999998,"body":"support the salesperson or even"},{"speaker":"Ramzi Marjaba","startTime":1264.98,"endTime":1267.9199999999998,"body":"the customer. When they have"},{"speaker":"Ramzi Marjaba","startTime":1268.01,"endTime":1271.01,"body":"when they ask questions. I've"},{"speaker":"Ramzi Marjaba","startTime":1268.01,"endTime":1271.01,"body":"had a customer reach out to me"},{"speaker":"Ramzi Marjaba","startTime":1271.01,"endTime":1275.57,"body":"and another sc. Say, I want to"},{"speaker":"Ramzi Marjaba","startTime":1271.01,"endTime":1275.57,"body":"do I want to do this feature. I"},{"speaker":"Ramzi Marjaba","startTime":1275.57,"endTime":1280.25,"body":"want to use this feature. Do you"},{"speaker":"Ramzi Marjaba","startTime":1275.57,"endTime":1280.25,"body":"have it? My colleague responded"},{"speaker":"Ramzi Marjaba","startTime":1280.31,"endTime":1284.4199999999998,"body":"immediately. No, we cannot. I"},{"speaker":"Ramzi Marjaba","startTime":1280.31,"endTime":1284.4199999999998,"body":"followed up right after it's"},{"speaker":"Ramzi Marjaba","startTime":1284.4199999999998,"endTime":1288.08,"body":"like why are you looking to do"},{"speaker":"Ramzi Marjaba","startTime":1284.4199999999998,"endTime":1288.08,"body":"this? And my customer will"},{"speaker":"Ramzi Marjaba","startTime":1288.11,"endTime":1291.6799999999998,"body":"pretty much in an essay of why"},{"speaker":"Ramzi Marjaba","startTime":1288.11,"endTime":1291.6799999999998,"body":"he's looking to do this. And"},{"speaker":"Ramzi Marjaba","startTime":1291.71,"endTime":1295.79,"body":"then my colleague SAE jumped in"},{"speaker":"Ramzi Marjaba","startTime":1291.71,"endTime":1295.79,"body":"said, oh, yeah, we have this"},{"speaker":"Ramzi Marjaba","startTime":1295.79,"endTime":1299.6599999999999,"body":"other product that can do this"},{"speaker":"Ramzi Marjaba","startTime":1295.79,"endTime":1299.6599999999999,"body":"for you. Right. And he's been"},{"speaker":"Ramzi Marjaba","startTime":1299.6599999999999,"endTime":1300.74,"body":"there for 10 years."},{"speaker":"Aaron Moncur","startTime":1301.579,"endTime":1304.519,"body":"Another great"},{"speaker":"Aaron Moncur","startTime":1301.579,"endTime":1304.519,"body":"example of it makes me think of"},{"speaker":"Aaron Moncur","startTime":1304.549,"endTime":1308.749,"body":"our own customers, you know, if"},{"speaker":"Aaron Moncur","startTime":1304.549,"endTime":1308.749,"body":"I were to ask, not just what,"},{"speaker":"Aaron Moncur","startTime":1309.229,"endTime":1312.1989999999998,"body":"what piece of equipment do you"},{"speaker":"Aaron Moncur","startTime":1309.229,"endTime":1312.1989999999998,"body":"want us to develop? But why do"},{"speaker":"Aaron Moncur","startTime":1312.1989999999998,"endTime":1314.6589999999999,"body":"you want us to develop that?"},{"speaker":"Aaron Moncur","startTime":1312.1989999999998,"endTime":1314.6589999999999,"body":"What is it you're really trying"},{"speaker":"Aaron Moncur","startTime":1314.6589999999999,"endTime":1317.029,"body":"to achieve? Here, they're"},{"speaker":"Aaron Moncur","startTime":1314.6589999999999,"endTime":1317.029,"body":"probably, you know, so many"},{"speaker":"Aaron Moncur","startTime":1317.029,"endTime":1320.2089999999998,"body":"missed opportunities that have"},{"speaker":"Aaron Moncur","startTime":1317.029,"endTime":1320.2089999999998,"body":"been there all along these"},{"speaker":"Aaron Moncur","startTime":1320.2089999999998,"endTime":1321.529,"body":"years, and I've just passed them"},{"speaker":"Aaron Moncur","startTime":1320.2089999999998,"endTime":1321.529,"body":"up."},{"speaker":"Ramzi Marjaba","startTime":1322.039,"endTime":1324.289,"body":"Well, the thing"},{"speaker":"Ramzi Marjaba","startTime":1322.039,"endTime":1324.289,"body":"about customers is they do their"},{"speaker":"Ramzi Marjaba","startTime":1324.289,"endTime":1327.589,"body":"research. And there's a lot of"},{"speaker":"Ramzi Marjaba","startTime":1324.289,"endTime":1327.589,"body":"information on the internet"},{"speaker":"Ramzi Marjaba","startTime":1327.589,"endTime":1330.1989999999998,"body":"today. But all of it is"},{"speaker":"Ramzi Marjaba","startTime":1327.589,"endTime":1330.1989999999998,"body":"incomplete. And they kind of"},{"speaker":"Ramzi Marjaba","startTime":1330.1989999999998,"endTime":1333.259,"body":"have to piece it together"},{"speaker":"Ramzi Marjaba","startTime":1330.1989999999998,"endTime":1333.259,"body":"themselves. And then they reach"},{"speaker":"Ramzi Marjaba","startTime":1333.259,"endTime":1336.6789999999999,"body":"out to us to a salesperson"},{"speaker":"Ramzi Marjaba","startTime":1333.259,"endTime":1336.6789999999999,"body":"asking them if they can do this,"},{"speaker":"Ramzi Marjaba","startTime":1336.9189999999999,"endTime":1340.219,"body":"whatever they thought they want"},{"speaker":"Ramzi Marjaba","startTime":1336.9189999999999,"endTime":1340.219,"body":"it. And if the salesperson"},{"speaker":"Ramzi Marjaba","startTime":1340.219,"endTime":1342.469,"body":"doesn't take the time to"},{"speaker":"Ramzi Marjaba","startTime":1340.219,"endTime":1342.469,"body":"actually understand what their"},{"speaker":"Ramzi Marjaba","startTime":1342.469,"endTime":1347.4489999999998,"body":"goal is, because what they want"},{"speaker":"Ramzi Marjaba","startTime":1342.469,"endTime":1347.4489999999998,"body":"isn't necessarily the best thing"},{"speaker":"Ramzi Marjaba","startTime":1347.4489999999998,"endTime":1350.299,"body":"for them. Right? So we have to"},{"speaker":"Ramzi Marjaba","startTime":1347.4489999999998,"endTime":1350.299,"body":"figure out what is it that"},{"speaker":"Ramzi Marjaba","startTime":1350.299,"endTime":1355.009,"body":"you're trying to achieve. And we"},{"speaker":"Ramzi Marjaba","startTime":1350.299,"endTime":1355.009,"body":"may not have that for you. But"},{"speaker":"Ramzi Marjaba","startTime":1355.009,"endTime":1359.359,"body":"we can build something better"},{"speaker":"Ramzi Marjaba","startTime":1355.009,"endTime":1359.359,"body":"for you. And this kind of leads"},{"speaker":"Ramzi Marjaba","startTime":1359.359,"endTime":1361.999,"body":"me to the second pitfall is"},{"speaker":"Ramzi Marjaba","startTime":1359.359,"endTime":1361.999,"body":"sometimes sales engineers have"},{"speaker":"Ramzi Marjaba","startTime":1362.029,"endTime":1367.609,"body":"way too much to learn. So they"},{"speaker":"Ramzi Marjaba","startTime":1362.029,"endTime":1367.609,"body":"might not be as much in depth"},{"speaker":"Ramzi Marjaba","startTime":1367.609,"endTime":1372.4089999999999,"body":"like there, we call it, you're a"},{"speaker":"Ramzi Marjaba","startTime":1367.609,"endTime":1372.4089999999999,"body":"mile wide inch deep. So they"},{"speaker":"Ramzi Marjaba","startTime":1372.4089999999999,"endTime":1375.109,"body":"might not have that knowledge to"},{"speaker":"Ramzi Marjaba","startTime":1372.4089999999999,"endTime":1375.109,"body":"dig in. And they might have to"},{"speaker":"Ramzi Marjaba","startTime":1375.139,"endTime":1380.569,"body":"bring in some help from somebody"},{"speaker":"Ramzi Marjaba","startTime":1375.139,"endTime":1380.569,"body":"else. But if we can ask those"},{"speaker":"Ramzi Marjaba","startTime":1380.569,"endTime":1383.4489999999998,"body":"questions, if we can dig deep"},{"speaker":"Ramzi Marjaba","startTime":1380.569,"endTime":1383.4489999999998,"body":"with the customer, and we can"},{"speaker":"Ramzi Marjaba","startTime":1383.4489999999998,"endTime":1386.059,"body":"take more complete information,"},{"speaker":"Ramzi Marjaba","startTime":1383.4489999999998,"endTime":1386.059,"body":"if we can't solve it ourselves,"},{"speaker":"Ramzi Marjaba","startTime":1386.4489999999998,"endTime":1390.109,"body":"we can have help from somebody"},{"speaker":"Ramzi Marjaba","startTime":1386.4489999999998,"endTime":1390.109,"body":"else to help solve whatever"},{"speaker":"Ramzi Marjaba","startTime":1390.109,"endTime":1392.569,"body":"problem that the customer is"},{"speaker":"Ramzi Marjaba","startTime":1390.109,"endTime":1392.569,"body":"having. And again, you don't"},{"speaker":"Ramzi Marjaba","startTime":1392.569,"endTime":1397.1589999999999,"body":"need to do it alone. We're a"},{"speaker":"Ramzi Marjaba","startTime":1392.569,"endTime":1397.1589999999999,"body":"helpful bunch, whether you're a"},{"speaker":"Ramzi Marjaba","startTime":1397.1589999999999,"endTime":1400.729,"body":"regular engineer, like just"},{"speaker":"Ramzi Marjaba","startTime":1397.1589999999999,"endTime":1400.729,"body":"someone who design stuff for a"},{"speaker":"Ramzi Marjaba","startTime":1400.729,"endTime":1403.4589999999998,"body":"living, or someone who talks"},{"speaker":"Ramzi Marjaba","startTime":1400.729,"endTime":1403.4589999999998,"body":"about designing stuff for a"},{"speaker":"Ramzi Marjaba","startTime":1403.4589999999998,"endTime":1404.269,"body":"living like myself."},{"speaker":"Aaron Moncur","startTime":1404.52,"endTime":1407.7,"body":"Right, right. All"},{"speaker":"Aaron Moncur","startTime":1404.52,"endTime":1407.7,"body":"right. So you convince me Ramzi"},{"speaker":"Aaron Moncur","startTime":1407.7,"endTime":1410.34,"body":", I'm hearing all this wonderful"},{"speaker":"Aaron Moncur","startTime":1407.7,"endTime":1410.34,"body":"stuff about sales engineers, I'm"},{"speaker":"Aaron Moncur","startTime":1410.34,"endTime":1413.55,"body":"thinking to myself, I'm done"},{"speaker":"Aaron Moncur","startTime":1410.34,"endTime":1413.55,"body":"owning a company, I want to jump"},{"speaker":"Aaron Moncur","startTime":1413.55,"endTime":1416.04,"body":"in and be a sales engineer."},{"speaker":"Aaron Moncur","startTime":1413.55,"endTime":1416.04,"body":"Let's say that I'm going to go"},{"speaker":"Aaron Moncur","startTime":1416.04,"endTime":1420.1799999999998,"body":"out and start interviewing, what"},{"speaker":"Aaron Moncur","startTime":1416.04,"endTime":1420.1799999999998,"body":"how can I? What can I do in my"},{"speaker":"Aaron Moncur","startTime":1420.1799999999998,"endTime":1424.77,"body":"resume to make me attractive as"},{"speaker":"Aaron Moncur","startTime":1420.1799999999998,"endTime":1424.77,"body":"a sales engineer? And hopefully,"},{"speaker":"Aaron Moncur","startTime":1424.8,"endTime":1431.46,"body":"if I get some interviews, what,"},{"speaker":"Aaron Moncur","startTime":1424.8,"endTime":1431.46,"body":"what are some tips to share"},{"speaker":"Aaron Moncur","startTime":1431.58,"endTime":1434.94,"body":"shining the best light on myself"},{"speaker":"Aaron Moncur","startTime":1431.58,"endTime":1434.94,"body":"that can help you land a job?"},{"speaker":"Ramzi Marjaba","startTime":1435.84,"endTime":1439.1399999999999,"body":"So you already a"},{"speaker":"Ramzi Marjaba","startTime":1435.84,"endTime":1439.1399999999999,"body":"sales engineer, right? As a"},{"speaker":"Ramzi Marjaba","startTime":1439.1399999999999,"endTime":1442.47,"body":"business owner, right? You're"},{"speaker":"Ramzi Marjaba","startTime":1439.1399999999999,"endTime":1442.47,"body":"kind of you're actually"},{"speaker":"Ramzi Marjaba","startTime":1442.47,"endTime":1445.5,"body":"everything? Right? You're you're"},{"speaker":"Ramzi Marjaba","startTime":1442.47,"endTime":1445.5,"body":"getting the business you're"},{"speaker":"Ramzi Marjaba","startTime":1445.5,"endTime":1447.87,"body":"trying and you're getting the"},{"speaker":"Ramzi Marjaba","startTime":1445.5,"endTime":1447.87,"body":"customer trying to solve their"},{"speaker":"Ramzi Marjaba","startTime":1447.87,"endTime":1450.54,"body":"problem and providing a"},{"speaker":"Ramzi Marjaba","startTime":1447.87,"endTime":1450.54,"body":"solution. But let's say someone"},{"speaker":"Ramzi Marjaba","startTime":1450.54,"endTime":1453.9299999999998,"body":"who works for you, wants you to"},{"speaker":"Ramzi Marjaba","startTime":1450.54,"endTime":1453.9299999999998,"body":"hire them as as your first"},{"speaker":"Ramzi Marjaba","startTime":1453.9299999999998,"endTime":1457.08,"body":"engineer sales engineer, like"},{"speaker":"Ramzi Marjaba","startTime":1453.9299999999998,"endTime":1457.08,"body":"can we take that as an example?"},{"speaker":"Aaron Moncur","startTime":1457.1399999999999,"endTime":1458.55,"body":"Sure. Great."},{"speaker":"Aaron Moncur","startTime":1457.1399999999999,"endTime":1458.55,"body":"Perfect. Hey,"},{"speaker":"Ramzi Marjaba","startTime":1459.06,"endTime":1462.99,"body":"so the thing I"},{"speaker":"Ramzi Marjaba","startTime":1459.06,"endTime":1462.99,"body":"always recommend, like I, I just"},{"speaker":"Ramzi Marjaba","startTime":1462.99,"endTime":1465.48,"body":"came up with this like"},{"speaker":"Ramzi Marjaba","startTime":1462.99,"endTime":1465.48,"body":"yesterday, the three eyes,"},{"speaker":"Ramzi Marjaba","startTime":1465.57,"endTime":1469.05,"body":"right? Impact. I can't remember"},{"speaker":"Ramzi Marjaba","startTime":1465.57,"endTime":1469.05,"body":"the elsewise, but let's start"},{"speaker":"Ramzi Marjaba","startTime":1469.05,"endTime":1469.26,"body":"with it."},{"speaker":"Aaron Moncur","startTime":1472.77,"endTime":1473.94,"body":"I love it. Okay,"},{"speaker":"Ramzi Marjaba","startTime":1474.45,"endTime":1478.62,"body":"so let's start"},{"speaker":"Ramzi Marjaba","startTime":1474.45,"endTime":1478.62,"body":"with impact. When I see resumes,"},{"speaker":"Ramzi Marjaba","startTime":1478.6499999999999,"endTime":1482.8799999999999,"body":"a lot of times, they're just,"},{"speaker":"Ramzi Marjaba","startTime":1478.6499999999999,"endTime":1482.8799999999999,"body":"they're just job descriptions. I"},{"speaker":"Ramzi Marjaba","startTime":1483.48,"endTime":1488.3999999999999,"body":"design stuff with AutoCAD, I did"},{"speaker":"Ramzi Marjaba","startTime":1483.48,"endTime":1488.3999999999999,"body":"this with tremble. I did this on"},{"speaker":"Ramzi Marjaba","startTime":1488.3999999999999,"endTime":1491.46,"body":"a CNC machine, I put turbines"},{"speaker":"Ramzi Marjaba","startTime":1488.3999999999999,"endTime":1491.46,"body":"together, whatever it is,"},{"speaker":"Ramzi Marjaba","startTime":1491.8799999999999,"endTime":1494.8799999999999,"body":"they're just it's the job"},{"speaker":"Ramzi Marjaba","startTime":1491.8799999999999,"endTime":1494.8799999999999,"body":"description. And the person"},{"speaker":"Ramzi Marjaba","startTime":1494.8799999999999,"endTime":1497.6399999999999,"body":"right next to you in the same"},{"speaker":"Ramzi Marjaba","startTime":1494.8799999999999,"endTime":1497.6399999999999,"body":"job will have the same exact"},{"speaker":"Ramzi Marjaba","startTime":1498.03,"endTime":1502.98,"body":"resume. But what what did you do"},{"speaker":"Ramzi Marjaba","startTime":1498.03,"endTime":1502.98,"body":"with that? What was your impact?"},{"speaker":"Ramzi Marjaba","startTime":1503.6699999999998,"endTime":1507.6599999999999,"body":"That major employer wants you to"},{"speaker":"Ramzi Marjaba","startTime":1503.6699999999998,"endTime":1507.6599999999999,"body":"want you to stay? If they did,"},{"speaker":"Ramzi Marjaba","startTime":1507.81,"endTime":1509.6699999999998,"body":"if you didn't have an impact,"},{"speaker":"Ramzi Marjaba","startTime":1507.81,"endTime":1509.6699999999998,"body":"then it's going to be hard for"},{"speaker":"Ramzi Marjaba","startTime":1509.6699999999998,"endTime":1512.97,"body":"you to find a job as a sales"},{"speaker":"Ramzi Marjaba","startTime":1509.6699999999998,"endTime":1512.97,"body":"engineer. But if what was the"},{"speaker":"Ramzi Marjaba","startTime":1512.97,"endTime":1517.1699999999998,"body":"impact did you reduce? Did you"},{"speaker":"Ramzi Marjaba","startTime":1512.97,"endTime":1517.1699999999998,"body":"reduce some process by X"},{"speaker":"Ramzi Marjaba","startTime":1517.1699999999998,"endTime":1521.85,"body":"percent? Did you bring in"},{"speaker":"Ramzi Marjaba","startTime":1517.1699999999998,"endTime":1521.85,"body":"revenue by by y percent increase"},{"speaker":"Ramzi Marjaba","startTime":1521.85,"endTime":1527.34,"body":"revenue by y percent? What was"},{"speaker":"Ramzi Marjaba","startTime":1521.85,"endTime":1527.34,"body":"the impact that you've had? So"},{"speaker":"Ramzi Marjaba","startTime":1528.54,"endTime":1531.3,"body":"try to think about that. And"},{"speaker":"Ramzi Marjaba","startTime":1528.54,"endTime":1531.3,"body":"almost everybody's had an impact"},{"speaker":"Ramzi Marjaba","startTime":1531.3,"endTime":1534.84,"body":"in one way, shape or form. They"},{"speaker":"Ramzi Marjaba","startTime":1531.3,"endTime":1534.84,"body":"just don't think about it. So"},{"speaker":"Ramzi Marjaba","startTime":1534.87,"endTime":1538.8899999999999,"body":"you might need to sit back and"},{"speaker":"Ramzi Marjaba","startTime":1534.87,"endTime":1538.8899999999999,"body":"ask yourself, like, I have a"},{"speaker":"Ramzi Marjaba","startTime":1538.8899999999999,"endTime":1542.8799999999999,"body":"document that's called, like,"},{"speaker":"Ramzi Marjaba","startTime":1538.8899999999999,"endTime":1542.8799999999999,"body":"resume building questions where"},{"speaker":"Ramzi Marjaba","startTime":1542.8799999999999,"endTime":1546.06,"body":"I just asked you about the sort"},{"speaker":"Ramzi Marjaba","startTime":1542.8799999999999,"endTime":1546.06,"body":"of things if you if you want I"},{"speaker":"Ramzi Marjaba","startTime":1546.06,"endTime":1551.37,"body":"can I can make it available for"},{"speaker":"Ramzi Marjaba","startTime":1546.06,"endTime":1551.37,"body":"your for your listeners. But you"},{"speaker":"Ramzi Marjaba","startTime":1551.37,"endTime":1553.95,"body":"have to go through thinking"},{"speaker":"Ramzi Marjaba","startTime":1551.37,"endTime":1553.95,"body":"about what was your impact? What"},{"speaker":"Ramzi Marjaba","startTime":1553.95,"endTime":1556.8899999999999,"body":"have you done recently? Why"},{"speaker":"Ramzi Marjaba","startTime":1553.95,"endTime":1556.8899999999999,"body":"should people hire you over"},{"speaker":"Ramzi Marjaba","startTime":1556.8899999999999,"endTime":1561.57,"body":"somebody else? And that's all in"},{"speaker":"Ramzi Marjaba","startTime":1556.8899999999999,"endTime":1561.57,"body":"the resume. But let's say Aaron,"},{"speaker":"Ramzi Marjaba","startTime":1561.57,"endTime":1563.8799999999999,"body":"you don't have a sales engineer"},{"speaker":"Ramzi Marjaba","startTime":1561.57,"endTime":1563.8799999999999,"body":"position open and they want to"},{"speaker":"Ramzi Marjaba","startTime":1563.8799999999999,"endTime":1568.02,"body":"move somewhere else. Most of the"},{"speaker":"Ramzi Marjaba","startTime":1563.8799999999999,"endTime":1568.02,"body":"time resume does not get you a"},{"speaker":"Ramzi Marjaba","startTime":1568.02,"endTime":1572.01,"body":"job. You have to be out there"},{"speaker":"Ramzi Marjaba","startTime":1568.02,"endTime":1572.01,"body":"connecting with people meeting"},{"speaker":"Ramzi Marjaba","startTime":1572.01,"endTime":1575.37,"body":"people. And there's that saying"},{"speaker":"Ramzi Marjaba","startTime":1572.01,"endTime":1575.37,"body":"that I like to think that I came"},{"speaker":"Ramzi Marjaba","startTime":1575.37,"endTime":1578.4299999999998,"body":"up with but I know how to be"},{"speaker":"Ramzi Marjaba","startTime":1575.37,"endTime":1578.4299999999998,"body":"people who came up with it"},{"speaker":"Ramzi Marjaba","startTime":1578.4299999999998,"endTime":1582.75,"body":"before me dig your well before"},{"speaker":"Ramzi Marjaba","startTime":1578.4299999999998,"endTime":1582.75,"body":"you need it. So even if you're"},{"speaker":"Ramzi Marjaba","startTime":1582.75,"endTime":1584.79,"body":"not looking for a job, go out"},{"speaker":"Ramzi Marjaba","startTime":1582.75,"endTime":1584.79,"body":"and connect with people you"},{"speaker":"Ramzi Marjaba","startTime":1584.79,"endTime":1588.36,"body":"never know what could happen."},{"speaker":"Ramzi Marjaba","startTime":1584.79,"endTime":1588.36,"body":"Often, we always think like, I"},{"speaker":"Ramzi Marjaba","startTime":1588.36,"endTime":1591.87,"body":"want to be loyal to my company,"},{"speaker":"Ramzi Marjaba","startTime":1588.36,"endTime":1591.87,"body":"great. Your company wants to be"},{"speaker":"Ramzi Marjaba","startTime":1591.87,"endTime":1594.33,"body":"loyal to you until there's a"},{"speaker":"Ramzi Marjaba","startTime":1591.87,"endTime":1594.33,"body":"business problem, and they have"},{"speaker":"Ramzi Marjaba","startTime":1594.33,"endTime":1599.07,"body":"to let you go. If you're happy,"},{"speaker":"Ramzi Marjaba","startTime":1594.33,"endTime":1599.07,"body":"don't go out looking for a job,"},{"speaker":"Ramzi Marjaba","startTime":1599.22,"endTime":1601.47,"body":"but still make those"},{"speaker":"Ramzi Marjaba","startTime":1599.22,"endTime":1601.47,"body":"connections. So when you need a"},{"speaker":"Ramzi Marjaba","startTime":1601.47,"endTime":1605.49,"body":"job, go out and get it. Because"},{"speaker":"Ramzi Marjaba","startTime":1601.47,"endTime":1605.49,"body":"even if you have the worst"},{"speaker":"Ramzi Marjaba","startTime":1605.49,"endTime":1608.4299999999998,"body":"resume in the world, if you have"},{"speaker":"Ramzi Marjaba","startTime":1605.49,"endTime":1608.4299999999998,"body":"a good referral you're already"},{"speaker":"Ramzi Marjaba","startTime":1608.4299999999998,"endTime":1613.86,"body":"in. So that's from a resume"},{"speaker":"Ramzi Marjaba","startTime":1608.4299999999998,"endTime":1613.86,"body":"perspective. Did I answer that"},{"speaker":"Ramzi Marjaba","startTime":1613.86,"endTime":1616.8,"body":"part? I'm gonna pause here for a"},{"speaker":"Ramzi Marjaba","startTime":1613.86,"endTime":1616.8,"body":"second. Yeah, yeah. Any"},{"speaker":"Ramzi Marjaba","startTime":1616.8,"endTime":1619.5,"body":"questions? Do you want to dig"},{"speaker":"Ramzi Marjaba","startTime":1616.8,"endTime":1619.5,"body":"into or should I move on to the"},{"speaker":"Ramzi Marjaba","startTime":1619.53,"endTime":1623.01,"body":"to the interview? Let's move on."},{"speaker":"Ramzi Marjaba","startTime":1619.53,"endTime":1623.01,"body":"Alright, so for the interview,"},{"speaker":"Ramzi Marjaba","startTime":1623.01,"endTime":1627.75,"body":"specifically, again, you have to"},{"speaker":"Ramzi Marjaba","startTime":1623.01,"endTime":1627.75,"body":"focus about your impact. But you"},{"speaker":"Ramzi Marjaba","startTime":1627.75,"endTime":1631.62,"body":"have to do it through sharing"},{"speaker":"Ramzi Marjaba","startTime":1627.75,"endTime":1631.62,"body":"stories. So yesterday, I was"},{"speaker":"Ramzi Marjaba","startTime":1631.62,"endTime":1635.31,"body":"talking to one of my clients,"},{"speaker":"Ramzi Marjaba","startTime":1631.62,"endTime":1635.31,"body":"and he told me the biggest"},{"speaker":"Ramzi Marjaba","startTime":1635.31,"endTime":1639.75,"body":"hurdle he has is answering that"},{"speaker":"Ramzi Marjaba","startTime":1635.31,"endTime":1639.75,"body":"tell me about you questions. And"},{"speaker":"Ramzi Marjaba","startTime":1639.75,"endTime":1642.6,"body":"I think, like, at least in my"},{"speaker":"Ramzi Marjaba","startTime":1639.75,"endTime":1642.6,"body":"industry, almost everybody asked"},{"speaker":"Ramzi Marjaba","startTime":1642.6,"endTime":1646.83,"body":"that question. Not sure why. But"},{"speaker":"Ramzi Marjaba","startTime":1642.6,"endTime":1646.83,"body":"that does. Do you ask that"},{"speaker":"Ramzi Marjaba","startTime":1646.83,"endTime":1647.85,"body":"question in your interviews?"},{"speaker":"Aaron Moncur","startTime":1648.96,"endTime":1649.74,"body":"Yeah, for sure."},{"speaker":"Ramzi Marjaba","startTime":1649.8,"endTime":1652.23,"body":"Okay. All right."},{"speaker":"Ramzi Marjaba","startTime":1649.8,"endTime":1652.23,"body":"So in my opinion, and correct me"},{"speaker":"Ramzi Marjaba","startTime":1652.26,"endTime":1655.74,"body":"if I'm wrong, you're you're you"},{"speaker":"Ramzi Marjaba","startTime":1652.26,"endTime":1655.74,"body":"run the business. But when when"},{"speaker":"Ramzi Marjaba","startTime":1655.74,"endTime":1658.26,"body":"someone asks, well, tell me"},{"speaker":"Ramzi Marjaba","startTime":1655.74,"endTime":1658.26,"body":"about you, they will focus more"},{"speaker":"Ramzi Marjaba","startTime":1658.26,"endTime":1660.57,"body":"about what have you done with"},{"speaker":"Ramzi Marjaba","startTime":1658.26,"endTime":1660.57,"body":"your life? What are you proud"},{"speaker":"Ramzi Marjaba","startTime":1660.57,"endTime":1663.96,"body":"of? I want to know a little bit"},{"speaker":"Ramzi Marjaba","startTime":1660.57,"endTime":1663.96,"body":"more about yourself. He didn't"},{"speaker":"Ramzi Marjaba","startTime":1663.96,"endTime":1666.57,"body":"know what to answer. So we went"},{"speaker":"Ramzi Marjaba","startTime":1663.96,"endTime":1666.57,"body":"through that. Some questions"},{"speaker":"Ramzi Marjaba","startTime":1666.57,"endTime":1670.44,"body":"like, What are you proud of in"},{"speaker":"Ramzi Marjaba","startTime":1666.57,"endTime":1670.44,"body":"your life? What are you proud"},{"speaker":"Ramzi Marjaba","startTime":1670.44,"endTime":1674.76,"body":"of? And his response was? Well,"},{"speaker":"Ramzi Marjaba","startTime":1670.44,"endTime":1674.76,"body":"I'm the middle child of five"},{"speaker":"Ramzi Marjaba","startTime":1674.76,"endTime":1677.7,"body":"kids. And I'm the first one to"},{"speaker":"Ramzi Marjaba","startTime":1674.76,"endTime":1677.7,"body":"go to university. All right,"},{"speaker":"Ramzi Marjaba","startTime":1677.7,"endTime":1681.1499999999999,"body":"cool. So let's dig in a little"},{"speaker":"Ramzi Marjaba","startTime":1677.7,"endTime":1681.1499999999999,"body":"bit deeper on that. Since you"},{"speaker":"Ramzi Marjaba","startTime":1681.1499999999999,"endTime":1683.58,"body":"went to university, any of your"},{"speaker":"Ramzi Marjaba","startTime":1681.1499999999999,"endTime":1683.58,"body":"other siblings decided to follow"},{"speaker":"Ramzi Marjaba","startTime":1683.58,"endTime":1686.1,"body":"in your footsteps? Well, I don't"},{"speaker":"Ramzi Marjaba","startTime":1683.58,"endTime":1686.1,"body":"know if they decided to follow"},{"speaker":"Ramzi Marjaba","startTime":1686.1,"endTime":1688.83,"body":"my footsteps. Alright, but"},{"speaker":"Ramzi Marjaba","startTime":1686.1,"endTime":1688.83,"body":"anybody got went to university."},{"speaker":"Ramzi Marjaba","startTime":1689.04,"endTime":1693.78,"body":"So yeah, my older sister, and my"},{"speaker":"Ramzi Marjaba","startTime":1689.04,"endTime":1693.78,"body":"younger sister. Alright, so"},{"speaker":"Ramzi Marjaba","startTime":1694.56,"endTime":1697.1699999999998,"body":"you're proud of the fact that"},{"speaker":"Ramzi Marjaba","startTime":1694.56,"endTime":1697.1699999999998,"body":"you're the first of five kids to"},{"speaker":"Ramzi Marjaba","startTime":1697.1699999999998,"endTime":1701.04,"body":"go to university and through"},{"speaker":"Ramzi Marjaba","startTime":1697.1699999999998,"endTime":1701.04,"body":"your example, kids, your brother"},{"speaker":"Ramzi Marjaba","startTime":1701.04,"endTime":1705.09,"body":"and your sisters, older and"},{"speaker":"Ramzi Marjaba","startTime":1701.04,"endTime":1705.09,"body":"younger, are trying to emulate"},{"speaker":"Ramzi Marjaba","startTime":1705.09,"endTime":1707.19,"body":"what you've done. You've opened"},{"speaker":"Ramzi Marjaba","startTime":1705.09,"endTime":1707.19,"body":"the floodgates for your family."},{"speaker":"Ramzi Marjaba","startTime":1707.4299999999998,"endTime":1709.98,"body":"So you're helping your family"},{"speaker":"Ramzi Marjaba","startTime":1707.4299999999998,"endTime":1709.98,"body":"have a better life. Is that"},{"speaker":"Ramzi Marjaba","startTime":1709.98,"endTime":1713.73,"body":"accurate? Yeah, that's accurate."},{"speaker":"Ramzi Marjaba","startTime":1709.98,"endTime":1713.73,"body":"Okay. Okay. Good. All right. So"},{"speaker":"Ramzi Marjaba","startTime":1714.3,"endTime":1717.8999999999999,"body":"this is something you're proud"},{"speaker":"Ramzi Marjaba","startTime":1714.3,"endTime":1717.8999999999999,"body":"of, in your personal life, what"},{"speaker":"Ramzi Marjaba","startTime":1717.8999999999999,"endTime":1720.3,"body":"have you made an impact in terms"},{"speaker":"Ramzi Marjaba","startTime":1717.8999999999999,"endTime":1720.3,"body":"of work, because like, I was"},{"speaker":"Ramzi Marjaba","startTime":1720.3,"endTime":1724.05,"body":"able to go to Haiti, my my"},{"speaker":"Ramzi Marjaba","startTime":1720.3,"endTime":1724.05,"body":"mother country, and provide"},{"speaker":"Ramzi Marjaba","startTime":1724.05,"endTime":1728.7,"body":"humanitarian aid, while offs"},{"speaker":"Ramzi Marjaba","startTime":1724.05,"endTime":1728.7,"body":"overseas, and they are well,"},{"speaker":"Ramzi Marjaba","startTime":1728.7,"endTime":1733.02,"body":"that's your story, man. That's"},{"speaker":"Ramzi Marjaba","startTime":1728.7,"endTime":1733.02,"body":"telling me about yourself, right"},{"speaker":"Ramzi Marjaba","startTime":1733.02,"endTime":1738.1499999999999,"body":"there. So we need to think think"},{"speaker":"Ramzi Marjaba","startTime":1733.02,"endTime":1738.1499999999999,"body":"about beyond just the things"},{"speaker":"Ramzi Marjaba","startTime":1738.1499999999999,"endTime":1740.34,"body":"that we've done in our lives in"},{"speaker":"Ramzi Marjaba","startTime":1738.1499999999999,"endTime":1740.34,"body":"this story, he's showing that"},{"speaker":"Ramzi Marjaba","startTime":1740.37,"endTime":1744.84,"body":"he's the first of five kids who"},{"speaker":"Ramzi Marjaba","startTime":1740.37,"endTime":1744.84,"body":"never been to university, his"},{"speaker":"Ramzi Marjaba","startTime":1744.84,"endTime":1748.05,"body":"entire family chain, never been"},{"speaker":"Ramzi Marjaba","startTime":1744.84,"endTime":1748.05,"body":"to university, he was able to"},{"speaker":"Ramzi Marjaba","startTime":1748.05,"endTime":1751.53,"body":"make it to university, he"},{"speaker":"Ramzi Marjaba","startTime":1748.05,"endTime":1751.53,"body":"overcame obstacles. And when he"},{"speaker":"Ramzi Marjaba","startTime":1751.53,"endTime":1754.6799999999998,"body":"overcame obstacles, he was able"},{"speaker":"Ramzi Marjaba","startTime":1751.53,"endTime":1754.6799999999998,"body":"to use that in a positive light"},{"speaker":"Ramzi Marjaba","startTime":1754.98,"endTime":1758.04,"body":"by helping other people out. And"},{"speaker":"Ramzi Marjaba","startTime":1754.98,"endTime":1758.04,"body":"he wants to become a sales"},{"speaker":"Ramzi Marjaba","startTime":1758.04,"endTime":1762.81,"body":"engineer. So the last thing he"},{"speaker":"Ramzi Marjaba","startTime":1758.04,"endTime":1762.81,"body":"has to say is, because I know"},{"speaker":"Ramzi Marjaba","startTime":1762.84,"endTime":1765.69,"body":"the value of helping other"},{"speaker":"Ramzi Marjaba","startTime":1762.84,"endTime":1765.69,"body":"people, I want to become a sales"},{"speaker":"Ramzi Marjaba","startTime":1765.69,"endTime":1769.32,"body":"engineer to help customers make"},{"speaker":"Ramzi Marjaba","startTime":1765.69,"endTime":1769.32,"body":"make informed decisions about"},{"speaker":"Ramzi Marjaba","startTime":1769.32,"endTime":1773.37,"body":"their, the purchasing that"},{"speaker":"Ramzi Marjaba","startTime":1769.32,"endTime":1773.37,"body":"they're making. So I went from"},{"speaker":"Ramzi Marjaba","startTime":1773.6399999999999,"endTime":1774.12,"body":"good,"},{"speaker":"Aaron Moncur","startTime":1774.27,"endTime":1775.74,"body":"I love that you"},{"speaker":"Aaron Moncur","startTime":1774.27,"endTime":1775.74,"body":"keep bringing it back to"},{"speaker":"Aaron Moncur","startTime":1775.74,"endTime":1777.75,"body":"stories, because again, it's"},{"speaker":"Aaron Moncur","startTime":1775.74,"endTime":1777.75,"body":"such a powerful way to"},{"speaker":"Aaron Moncur","startTime":1777.75,"endTime":1781.2,"body":"communicate with people. Are you"},{"speaker":"Aaron Moncur","startTime":1777.75,"endTime":1781.2,"body":"familiar with the the story"},{"speaker":"Aaron Moncur","startTime":1781.2,"endTime":1784.56,"body":"brand worked for it or"},{"speaker":"Aaron Moncur","startTime":1781.2,"endTime":1784.56,"body":"framework? It's"},{"speaker":"Ramzi Marjaba","startTime":1785.7,"endTime":1787.71,"body":"is that sort of"},{"speaker":"Ramzi Marjaba","startTime":1785.7,"endTime":1787.71,"body":"similar to the hero's journey?"},{"speaker":"Ramzi Marjaba","startTime":1787.86,"endTime":1792.84,"body":"Yeah, it Cynthia. Yeah. Yeah,"},{"speaker":"Ramzi Marjaba","startTime":1787.86,"endTime":1792.84,"body":"yeah. So we do that a lot as"},{"speaker":"Ramzi Marjaba","startTime":1792.84,"endTime":1796.32,"body":"sales engineers, and that's"},{"speaker":"Ramzi Marjaba","startTime":1792.84,"endTime":1796.32,"body":"something we have to do in"},{"speaker":"Ramzi Marjaba","startTime":1796.53,"endTime":1802.26,"body":"interviews. I've actually never"},{"speaker":"Ramzi Marjaba","startTime":1796.53,"endTime":1802.26,"body":"had someone send their silent as"},{"speaker":"Ramzi Marjaba","startTime":1802.26,"endTime":1805.23,"body":"I'm telling the story, like,"},{"speaker":"Ramzi Marjaba","startTime":1802.26,"endTime":1805.23,"body":"like we just had, but it had an"},{"speaker":"Ramzi Marjaba","startTime":1805.23,"endTime":1810.69,"body":"impact. I'm guessing it looked"},{"speaker":"Ramzi Marjaba","startTime":1805.23,"endTime":1810.69,"body":"like it had an impact on you. So"},{"speaker":"Ramzi Marjaba","startTime":1811.71,"endTime":1815.1599999999999,"body":"the more you tell stories, and"},{"speaker":"Ramzi Marjaba","startTime":1811.71,"endTime":1815.1599999999999,"body":"there's a balance, again, of"},{"speaker":"Ramzi Marjaba","startTime":1815.1599999999999,"endTime":1818.46,"body":"telling stories, and they have"},{"speaker":"Ramzi Marjaba","startTime":1815.1599999999999,"endTime":1818.46,"body":"to be real stories that you"},{"speaker":"Ramzi Marjaba","startTime":1818.46,"endTime":1822.6299999999999,"body":"can't just make a story up. But"},{"speaker":"Ramzi Marjaba","startTime":1818.46,"endTime":1822.6299999999999,"body":"I never advocate lying, because"},{"speaker":"Ramzi Marjaba","startTime":1822.6599999999999,"endTime":1826.8899999999999,"body":"you're going to get found out."},{"speaker":"Ramzi Marjaba","startTime":1822.6599999999999,"endTime":1826.8899999999999,"body":"Like, if you're okay morally to"},{"speaker":"Ramzi Marjaba","startTime":1826.8899999999999,"endTime":1829.86,"body":"lie, you're gonna get found out."},{"speaker":"Ramzi Marjaba","startTime":1826.8899999999999,"endTime":1829.86,"body":"So there is no point in lying."},{"speaker":"Ramzi Marjaba","startTime":1830.52,"endTime":1834.54,"body":"But sharing a piece of"},{"speaker":"Ramzi Marjaba","startTime":1830.52,"endTime":1834.54,"body":"information through story is"},{"speaker":"Ramzi Marjaba","startTime":1834.54,"endTime":1839.25,"body":"much more powerful by then just"},{"speaker":"Ramzi Marjaba","startTime":1834.54,"endTime":1839.25,"body":"type facts. Another example, if"},{"speaker":"Ramzi Marjaba","startTime":1839.25,"endTime":1843.36,"body":"you wish, we get lost a lot like"},{"speaker":"Ramzi Marjaba","startTime":1839.25,"endTime":1843.36,"body":"how do you learn this new"},{"speaker":"Ramzi Marjaba","startTime":1843.36,"endTime":1847.9199999999998,"body":"technology? And almost everybody"},{"speaker":"Ramzi Marjaba","startTime":1843.36,"endTime":1847.9199999999998,"body":"I talked to, they told me Well,"},{"speaker":"Ramzi Marjaba","startTime":1848.3999999999999,"endTime":1852.1499999999999,"body":"if I were asked to learn a new"},{"speaker":"Ramzi Marjaba","startTime":1848.3999999999999,"endTime":1852.1499999999999,"body":"technology, I would do this. And"},{"speaker":"Ramzi Marjaba","startTime":1852.1499999999999,"endTime":1856.8,"body":"I stopped them. Okay, hold on"},{"speaker":"Ramzi Marjaba","startTime":1852.1499999999999,"endTime":1856.8,"body":"right there. How have you"},{"speaker":"Ramzi Marjaba","startTime":1856.8,"endTime":1861.57,"body":"learned a technology? Tell me"},{"speaker":"Ramzi Marjaba","startTime":1856.8,"endTime":1861.57,"body":"that story. So we don't want to"},{"speaker":"Ramzi Marjaba","startTime":1861.57,"endTime":1865.05,"body":"talk in hypotheticals? Because"},{"speaker":"Ramzi Marjaba","startTime":1861.57,"endTime":1865.05,"body":"if we asked me, How would you"},{"speaker":"Ramzi Marjaba","startTime":1865.05,"endTime":1868.71,"body":"learn a technology, and I tell"},{"speaker":"Ramzi Marjaba","startTime":1865.05,"endTime":1868.71,"body":"you in the future, it could"},{"speaker":"Ramzi Marjaba","startTime":1868.71,"endTime":1873.06,"body":"imply that I've never learned it"},{"speaker":"Ramzi Marjaba","startTime":1868.71,"endTime":1873.06,"body":"technology in my life. Right. So"},{"speaker":"Ramzi Marjaba","startTime":1873.09,"endTime":1876.1799999999998,"body":"I'm talking in hypotheticals. I"},{"speaker":"Ramzi Marjaba","startTime":1873.09,"endTime":1876.1799999999998,"body":"might do this. I might do that."},{"speaker":"Ramzi Marjaba","startTime":1876.1799999999998,"endTime":1880.53,"body":"No, tell me exactly how you"},{"speaker":"Ramzi Marjaba","startTime":1876.1799999999998,"endTime":1880.53,"body":"learn and you technology. Show"},{"speaker":"Ramzi Marjaba","startTime":1880.53,"endTime":1883.29,"body":"me that you can learn that you"},{"speaker":"Ramzi Marjaba","startTime":1880.53,"endTime":1883.29,"body":"have learned and you can learn"},{"speaker":"Ramzi Marjaba","startTime":1883.6799999999998,"endTime":1887.07,"body":"and let me know your thought"},{"speaker":"Ramzi Marjaba","startTime":1883.6799999999998,"endTime":1887.07,"body":"process. Since behind doing"},{"speaker":"Ramzi Marjaba","startTime":1887.07,"endTime":1889.02,"body":"that, and by sharing a story"},{"speaker":"Ramzi Marjaba","startTime":1887.07,"endTime":1889.02,"body":"again, it's a little bit more"},{"speaker":"Ramzi Marjaba","startTime":1889.02,"endTime":1893.34,"body":"engaging, then I would go watch"},{"speaker":"Ramzi Marjaba","startTime":1889.02,"endTime":1893.34,"body":"YouTube videos, I would go take"},{"speaker":"Ramzi Marjaba","startTime":1893.34,"endTime":1896.9099999999999,"body":"a course. Tell me the story,"},{"speaker":"Ramzi Marjaba","startTime":1893.34,"endTime":1896.9099999999999,"body":"share that information. It"},{"speaker":"Ramzi Marjaba","startTime":1896.9099999999999,"endTime":1900.1499999999999,"body":"really is the same information."},{"speaker":"Ramzi Marjaba","startTime":1896.9099999999999,"endTime":1900.1499999999999,"body":"But people remember stories."},{"speaker":"Ramzi Marjaba","startTime":1900.1499999999999,"endTime":1901.2,"body":"They don't remember facts."},{"speaker":"Aaron Moncur","startTime":1901.29,"endTime":1906.06,"body":"100% Yep,"},{"speaker":"Aaron Moncur","startTime":1901.29,"endTime":1906.06,"body":"absolutely. Yeah. Well, let me"},{"speaker":"Aaron Moncur","startTime":1906.06,"endTime":1909.6299999999999,"body":"take a very short break here and"},{"speaker":"Aaron Moncur","startTime":1906.06,"endTime":1909.6299999999999,"body":"share with the listeners that"},{"speaker":"Aaron Moncur","startTime":1909.6299999999999,"endTime":1914.01,"body":"Team pipeline.us is where you"},{"speaker":"Aaron Moncur","startTime":1909.6299999999999,"endTime":1914.01,"body":"can learn more about how we help"},{"speaker":"Aaron Moncur","startTime":1914.04,"endTime":1917.37,"body":"medical device and other product"},{"speaker":"Aaron Moncur","startTime":1914.04,"endTime":1917.37,"body":"engineering or manufacturing"},{"speaker":"Aaron Moncur","startTime":1917.37,"endTime":1920.6399999999999,"body":"teams, develop turnkey"},{"speaker":"Aaron Moncur","startTime":1917.37,"endTime":1920.6399999999999,"body":"equipment, custom fixtures and"},{"speaker":"Aaron Moncur","startTime":1920.6699999999998,"endTime":1923.76,"body":"automated machines to"},{"speaker":"Aaron Moncur","startTime":1920.6699999999998,"endTime":1923.76,"body":"characterize, inspect, assemble,"},{"speaker":"Aaron Moncur","startTime":1923.76,"endTime":1926.82,"body":"manufacture and perform"},{"speaker":"Aaron Moncur","startTime":1923.76,"endTime":1926.82,"body":"verification testing on your"},{"speaker":"Aaron Moncur","startTime":1926.82,"endTime":1930.75,"body":"devices. Ramzi as I read that, I"},{"speaker":"Aaron Moncur","startTime":1926.82,"endTime":1930.75,"body":"thought to myself, what I should"},{"speaker":"Aaron Moncur","startTime":1930.75,"endTime":1934.62,"body":"really do here, instead of this"},{"speaker":"Aaron Moncur","startTime":1930.75,"endTime":1934.62,"body":"generic plug is tell a short"},{"speaker":"Aaron Moncur","startTime":1934.62,"endTime":1937.44,"body":"story about how we've actually"},{"speaker":"Aaron Moncur","startTime":1934.62,"endTime":1937.44,"body":"done this with one of our"},{"speaker":"Aaron Moncur","startTime":1937.44,"endTime":1939.75,"body":"customers. That would be a lot"},{"speaker":"Aaron Moncur","startTime":1937.44,"endTime":1939.75,"body":"more interesting, wouldn't it?"},{"speaker":"Ramzi Marjaba","startTime":1940.11,"endTime":1943.1699999999998,"body":"You gave me an"},{"speaker":"Ramzi Marjaba","startTime":1940.11,"endTime":1943.1699999999998,"body":"amazing bio. I'm happy to give"},{"speaker":"Ramzi Marjaba","startTime":1943.1699999999998,"endTime":1944.01,"body":"you a story later."},{"speaker":"Aaron Moncur","startTime":1945.06,"endTime":1948.33,"body":"All right. Well,"},{"speaker":"Aaron Moncur","startTime":1945.06,"endTime":1948.33,"body":"we talked a little bit about how"},{"speaker":"Aaron Moncur","startTime":1948.33,"endTime":1952.56,"body":"might one transition into the"},{"speaker":"Aaron Moncur","startTime":1948.33,"endTime":1952.56,"body":"role of a sales engineer. I"},{"speaker":"Aaron Moncur","startTime":1952.56,"endTime":1955.47,"body":"think I moved too quickly,"},{"speaker":"Aaron Moncur","startTime":1952.56,"endTime":1955.47,"body":"though, I got all excited about"},{"speaker":"Aaron Moncur","startTime":1955.47,"endTime":1957.84,"body":"it. Hearing you talk about the"},{"speaker":"Aaron Moncur","startTime":1955.47,"endTime":1957.84,"body":"wonderful world of sales"},{"speaker":"Aaron Moncur","startTime":1957.84,"endTime":1961.11,"body":"engineering. How do I even get"},{"speaker":"Aaron Moncur","startTime":1957.84,"endTime":1961.11,"body":"paid as a sales engineer? That's"},{"speaker":"Aaron Moncur","startTime":1961.11,"endTime":1961.74,"body":"important?"},{"speaker":"Ramzi Marjaba","startTime":1962.3999999999999,"endTime":1965.3999999999999,"body":"Yeah. And again,"},{"speaker":"Ramzi Marjaba","startTime":1962.3999999999999,"endTime":1965.3999999999999,"body":"it's different for every"},{"speaker":"Ramzi Marjaba","startTime":1965.3999999999999,"endTime":1967.47,"body":"industry, every company,"},{"speaker":"Ramzi Marjaba","startTime":1965.3999999999999,"endTime":1967.47,"body":"generally speaking, sales"},{"speaker":"Ramzi Marjaba","startTime":1967.47,"endTime":1972.33,"body":"engineers are paid mainly a big"},{"speaker":"Ramzi Marjaba","startTime":1967.47,"endTime":1972.33,"body":"chunk of money as a base or"},{"speaker":"Ramzi Marjaba","startTime":1972.33,"endTime":1976.8,"body":"salary. And in addition to that,"},{"speaker":"Ramzi Marjaba","startTime":1972.33,"endTime":1976.8,"body":"they're paid commission or"},{"speaker":"Ramzi Marjaba","startTime":1976.8899999999999,"endTime":1979.53,"body":"bonuses. I prefer the"},{"speaker":"Ramzi Marjaba","startTime":1976.8899999999999,"endTime":1979.53,"body":"Commission's I always go after"},{"speaker":"Ramzi Marjaba","startTime":1979.6499999999999,"endTime":1982.74,"body":"companies that would offer me"},{"speaker":"Ramzi Marjaba","startTime":1979.6499999999999,"endTime":1982.74,"body":"baseless commission, because"},{"speaker":"Ramzi Marjaba","startTime":1982.9199999999998,"endTime":1986.1599999999999,"body":"bonus is kind of dependent on"},{"speaker":"Ramzi Marjaba","startTime":1982.9199999999998,"endTime":1986.1599999999999,"body":"someone else to decide that,"},{"speaker":"Ramzi Marjaba","startTime":1986.1599999999999,"endTime":1989.76,"body":"yeah, you deserve the bonus"},{"speaker":"Ramzi Marjaba","startTime":1986.1599999999999,"endTime":1989.76,"body":"commission, you sell more, you"},{"speaker":"Ramzi Marjaba","startTime":1989.76,"endTime":1994.3799999999999,"body":"make more. So I always prefer"},{"speaker":"Ramzi Marjaba","startTime":1989.76,"endTime":1994.3799999999999,"body":"that. And the, again, if you're"},{"speaker":"Ramzi Marjaba","startTime":1994.3799999999999,"endTime":1998.52,"body":"a pure salesperson, so a sales"},{"speaker":"Ramzi Marjaba","startTime":1994.3799999999999,"endTime":1998.52,"body":"engineer who you do sales, the"},{"speaker":"Ramzi Marjaba","startTime":1998.52,"endTime":2002.51,"body":"commission split could be like"},{"speaker":"Ramzi Marjaba","startTime":1998.52,"endTime":2002.51,"body":"5050, or 6040. Depends. So 60%"},{"speaker":"Ramzi Marjaba","startTime":2002.51,"endTime":2008.6599999999999,"body":"of your total salary is base 40"},{"speaker":"Ramzi Marjaba","startTime":2002.51,"endTime":2008.6599999999999,"body":"is Commission, or 5050. And for"},{"speaker":"Ramzi Marjaba","startTime":2008.6599999999999,"endTime":2012.9199999999998,"body":"sales engineers, pure software"},{"speaker":"Ramzi Marjaba","startTime":2008.6599999999999,"endTime":2012.9199999999998,"body":"sales, pure sales, even if"},{"speaker":"Ramzi Marjaba","startTime":2012.9199999999998,"endTime":2015.6799999999998,"body":"you're selling it to a"},{"speaker":"Ramzi Marjaba","startTime":2012.9199999999998,"endTime":2015.6799999999998,"body":"mechanical world, like so"},{"speaker":"Ramzi Marjaba","startTime":2015.6799999999998,"endTime":2018.26,"body":"whatever software, what's a good"},{"speaker":"Ramzi Marjaba","startTime":2015.6799999999998,"endTime":2018.26,"body":"software they use, I can use it"},{"speaker":"Ramzi Marjaba","startTime":2018.26,"endTime":2020.54,"body":"as an example. Instead of keep"},{"speaker":"Ramzi Marjaba","startTime":2018.26,"endTime":2020.54,"body":"saying whatever software you use"},{"speaker":"Ramzi Marjaba","startTime":2021.08,"endTime":2024.32,"body":"SolidWorks SolidWorks, right."},{"speaker":"Ramzi Marjaba","startTime":2021.08,"endTime":2024.32,"body":"Let me write that down. Because"},{"speaker":"Ramzi Marjaba","startTime":2024.32,"endTime":2028.1,"body":"I'm gonna forget it. Two"},{"speaker":"Ramzi Marjaba","startTime":2024.32,"endTime":2028.1,"body":"seconds. Solid Works. Alright."},{"speaker":"Ramzi Marjaba","startTime":2028.28,"endTime":2032.12,"body":"So if I don't know how"},{"speaker":"Ramzi Marjaba","startTime":2028.28,"endTime":2032.12,"body":"SolidWorks works, that's okay."},{"speaker":"Aaron Moncur","startTime":2033.23,"endTime":2035.75,"body":"But it's a CAD"},{"speaker":"Aaron Moncur","startTime":2033.23,"endTime":2035.75,"body":"programs kind of like AutoCAD,"},{"speaker":"Ramzi Marjaba","startTime":2036.26,"endTime":2039.71,"body":"okay, right. So"},{"speaker":"Ramzi Marjaba","startTime":2036.26,"endTime":2039.71,"body":"if you, for example, if you work"},{"speaker":"Ramzi Marjaba","startTime":2039.71,"endTime":2042.53,"body":"for solid SolidWorks, you might"},{"speaker":"Ramzi Marjaba","startTime":2039.71,"endTime":2042.53,"body":"want to go on their website, but"},{"speaker":"Ramzi Marjaba","startTime":2042.86,"endTime":2048.89,"body":"it could be 80% of your salary"},{"speaker":"Ramzi Marjaba","startTime":2042.86,"endTime":2048.89,"body":"is based 20% is Commission, or"},{"speaker":"Ramzi Marjaba","startTime":2048.92,"endTime":2053.03,"body":"7030 could be a different split."},{"speaker":"Ramzi Marjaba","startTime":2048.92,"endTime":2053.03,"body":"But one thing that I want to add"},{"speaker":"Ramzi Marjaba","startTime":2053.03,"endTime":2056.2400000000002,"body":"is, if you go over your quota,"},{"speaker":"Ramzi Marjaba","startTime":2053.03,"endTime":2056.2400000000002,"body":"you're usually assigned quota."},{"speaker":"Ramzi Marjaba","startTime":2056.2400000000002,"endTime":2059.54,"body":"So the commission part is based"},{"speaker":"Ramzi Marjaba","startTime":2056.2400000000002,"endTime":2059.54,"body":"on quota that you're given from"},{"speaker":"Ramzi Marjaba","startTime":2059.54,"endTime":2063.9500000000003,"body":"the Lord's above. If you go over"},{"speaker":"Ramzi Marjaba","startTime":2059.54,"endTime":2063.9500000000003,"body":"quota, there's usually"},{"speaker":"Ramzi Marjaba","startTime":2063.9500000000003,"endTime":2069.17,"body":"accelerators. So it's it says"},{"speaker":"Ramzi Marjaba","startTime":2063.9500000000003,"endTime":2069.17,"body":"this. Yeah, yeah. So if you get"},{"speaker":"Ramzi Marjaba","startTime":2069.17,"endTime":2073.31,"body":"paid 1%, of quota, usually 1% of"},{"speaker":"Ramzi Marjaba","startTime":2069.17,"endTime":2073.31,"body":"commission for 1% of quota sold,"},{"speaker":"Ramzi Marjaba","startTime":2073.85,"endTime":2076.76,"body":"you could get paid two or three"},{"speaker":"Ramzi Marjaba","startTime":2073.85,"endTime":2076.76,"body":"times more after you hit your"},{"speaker":"Ramzi Marjaba","startTime":2076.76,"endTime":2081.7400000000002,"body":"quota for every percent sold. So"},{"speaker":"Ramzi Marjaba","startTime":2076.76,"endTime":2081.7400000000002,"body":"if you achieve 110% of your"},{"speaker":"Ramzi Marjaba","startTime":2081.7400000000002,"endTime":2086.96,"body":"quota, you're kind of making it"},{"speaker":"Ramzi Marjaba","startTime":2081.7400000000002,"endTime":2086.96,"body":"130% of my math is correct. For"},{"speaker":"Ramzi Marjaba","startTime":2086.9900000000002,"endTime":2091.1299999999997,"body":"commission. So it's a good chunk"},{"speaker":"Ramzi Marjaba","startTime":2086.9900000000002,"endTime":2091.1299999999997,"body":"of money. And I like it"},{"speaker":"Ramzi Marjaba","startTime":2091.19,"endTime":2093.35,"body":"personally. Yeah, it's useful"},{"speaker":"Ramzi Marjaba","startTime":2091.19,"endTime":2093.35,"body":"for my family."},{"speaker":"Aaron Moncur","startTime":2094.7599999999998,"endTime":2098.45,"body":"Do you think that"},{"speaker":"Aaron Moncur","startTime":2094.7599999999998,"endTime":2098.45,"body":"many sales engineers are"},{"speaker":"Aaron Moncur","startTime":2098.45,"endTime":2104.6,"body":"primarily? What's the word I"},{"speaker":"Aaron Moncur","startTime":2098.45,"endTime":2104.6,"body":"want to use here? I can't think"},{"speaker":"Aaron Moncur","startTime":2104.6,"endTime":2107.27,"body":"of a better term. So money"},{"speaker":"Aaron Moncur","startTime":2104.6,"endTime":2107.27,"body":"focused, like is that the"},{"speaker":"Aaron Moncur","startTime":2107.27,"endTime":2108.56,"body":"primary driver?"},{"speaker":"Ramzi Marjaba","startTime":2108.98,"endTime":2112.6699999999996,"body":"No, no, usually,"},{"speaker":"Ramzi Marjaba","startTime":2108.98,"endTime":2112.6699999999996,"body":"most sales engineers I talked"},{"speaker":"Ramzi Marjaba","startTime":2112.6699999999996,"endTime":2115.2799999999997,"body":"to, although they don't mind the"},{"speaker":"Ramzi Marjaba","startTime":2112.6699999999996,"endTime":2115.2799999999997,"body":"money, we don't think it's evil."},{"speaker":"Ramzi Marjaba","startTime":2115.8199999999997,"endTime":2121.0099999999998,"body":"It's solution and technology"},{"speaker":"Ramzi Marjaba","startTime":2115.8199999999997,"endTime":2121.0099999999998,"body":"focused. And the way I teach"},{"speaker":"Ramzi Marjaba","startTime":2121.0099999999998,"endTime":2124.25,"body":"people to negotiate their salary"},{"speaker":"Ramzi Marjaba","startTime":2121.0099999999998,"endTime":2124.25,"body":"is to whatever base they get,"},{"speaker":"Ramzi Marjaba","startTime":2124.3999999999996,"endTime":2127.19,"body":"should be able to, to be"},{"speaker":"Ramzi Marjaba","startTime":2124.3999999999996,"endTime":2127.19,"body":"sufficient for them to live"},{"speaker":"Ramzi Marjaba","startTime":2127.19,"endTime":2130.22,"body":"their lives. I don't want people"},{"speaker":"Ramzi Marjaba","startTime":2127.19,"endTime":2130.22,"body":"to feel like they're under"},{"speaker":"Ramzi Marjaba","startTime":2130.22,"endTime":2133.91,"body":"pressure to tell a fib, let that"},{"speaker":"Ramzi Marjaba","startTime":2130.22,"endTime":2133.91,"body":"one slide, not correct the"},{"speaker":"Ramzi Marjaba","startTime":2133.91,"endTime":2139.43,"body":"salesperson just to make a deal."},{"speaker":"Ramzi Marjaba","startTime":2133.91,"endTime":2139.43,"body":"So negotiate the base salary to"},{"speaker":"Ramzi Marjaba","startTime":2139.43,"endTime":2142.04,"body":"fit your needs should be higher"},{"speaker":"Ramzi Marjaba","startTime":2139.43,"endTime":2142.04,"body":"than what you're making today."},{"speaker":"Ramzi Marjaba","startTime":2142.04,"endTime":2145.88,"body":"Anyways, and then the rest is"},{"speaker":"Ramzi Marjaba","startTime":2142.04,"endTime":2145.88,"body":"gravy. The rest is things that"},{"speaker":"Ramzi Marjaba","startTime":2145.91,"endTime":2149.48,"body":"like you're proud of. I call it"},{"speaker":"Ramzi Marjaba","startTime":2145.91,"endTime":2149.48,"body":"the grandma test. I got it from"},{"speaker":"Ramzi Marjaba","startTime":2149.48,"endTime":2152.5099999999998,"body":"a guy named Pat Flynn. So he"},{"speaker":"Ramzi Marjaba","startTime":2149.48,"endTime":2152.5099999999998,"body":"calls it the grandma test. So if"},{"speaker":"Ramzi Marjaba","startTime":2152.5099999999998,"endTime":2157.16,"body":"you can look your grandma in the"},{"speaker":"Ramzi Marjaba","startTime":2152.5099999999998,"endTime":2157.16,"body":"eyes, and tell her what you did,"},{"speaker":"Ramzi Marjaba","startTime":2157.16,"endTime":2160.34,"body":"and she's proud of you. You're"},{"speaker":"Ramzi Marjaba","startTime":2157.16,"endTime":2160.34,"body":"you're doing something? Well,"},{"speaker":"Aaron Moncur","startTime":2160.7,"endTime":2164.66,"body":"that's a good rule"},{"speaker":"Aaron Moncur","startTime":2160.7,"endTime":2164.66,"body":"of thumb. All right. So all"},{"speaker":"Aaron Moncur","startTime":2164.66,"endTime":2167.48,"body":"right. Well, let's say that I've"},{"speaker":"Aaron Moncur","startTime":2164.66,"endTime":2167.48,"body":"gone through I've submitted"},{"speaker":"Aaron Moncur","startTime":2167.48,"endTime":2170.15,"body":"resumes I've gone through the"},{"speaker":"Aaron Moncur","startTime":2167.48,"endTime":2170.15,"body":"interview process. Yay. They"},{"speaker":"Aaron Moncur","startTime":2170.15,"endTime":2173.54,"body":"hired me interviewed Well, now"},{"speaker":"Aaron Moncur","startTime":2170.15,"endTime":2173.54,"body":"I'm just starting out right."},{"speaker":"Aaron Moncur","startTime":2173.9,"endTime":2179.0,"body":"Brand new sales engineer. I need"},{"speaker":"Aaron Moncur","startTime":2173.9,"endTime":2179.0,"body":"to go hunting, I need to find my"},{"speaker":"Aaron Moncur","startTime":2179.0,"endTime":2183.47,"body":"new my leads. How can I start"},{"speaker":"Aaron Moncur","startTime":2179.0,"endTime":2183.47,"body":"breaking into new accounts like"},{"speaker":"Aaron Moncur","startTime":2183.47,"endTime":2185.7799999999997,"body":"what are some best practices to"},{"speaker":"Aaron Moncur","startTime":2183.47,"endTime":2185.7799999999997,"body":"do that?"},{"speaker":"Ramzi Marjaba","startTime":2185.84,"endTime":2188.39,"body":"There are a"},{"speaker":"Ramzi Marjaba","startTime":2185.84,"endTime":2188.39,"body":"couple of different ways. So"},{"speaker":"Ramzi Marjaba","startTime":2188.42,"endTime":2190.31,"body":"when we're talking sales"},{"speaker":"Ramzi Marjaba","startTime":2188.42,"endTime":2190.31,"body":"engineer, right now we're"},{"speaker":"Ramzi Marjaba","startTime":2190.31,"endTime":2194.33,"body":"talking more sales focused in,"},{"speaker":"Ramzi Marjaba","startTime":2190.31,"endTime":2194.33,"body":"then the sales engineer focus."},{"speaker":"Ramzi Marjaba","startTime":2195.32,"endTime":2198.44,"body":"Because sales engineers, the"},{"speaker":"Ramzi Marjaba","startTime":2195.32,"endTime":2198.44,"body":"technology focus don't have to"},{"speaker":"Ramzi Marjaba","startTime":2198.44,"endTime":2201.35,"body":"go out and find new"},{"speaker":"Ramzi Marjaba","startTime":2198.44,"endTime":2201.35,"body":"opportunities. It's good if they"},{"speaker":"Ramzi Marjaba","startTime":2201.35,"endTime":2205.1,"body":"do. But that's, that's not part"},{"speaker":"Ramzi Marjaba","startTime":2201.35,"endTime":2205.1,"body":"of their job description. But"},{"speaker":"Ramzi Marjaba","startTime":2205.13,"endTime":2208.25,"body":"let's talk about sales, a lot of"},{"speaker":"Ramzi Marjaba","startTime":2205.13,"endTime":2208.25,"body":"times leads just, if the company"},{"speaker":"Ramzi Marjaba","startTime":2208.25,"endTime":2212.15,"body":"is doing marketing Well, leads"},{"speaker":"Ramzi Marjaba","startTime":2208.25,"endTime":2212.15,"body":"come in. If the company is not"},{"speaker":"Ramzi Marjaba","startTime":2212.15,"endTime":2214.91,"body":"doing marketing, well, then"},{"speaker":"Ramzi Marjaba","startTime":2212.15,"endTime":2214.91,"body":"you're gonna have to figure out"},{"speaker":"Ramzi Marjaba","startTime":2214.91,"endTime":2219.11,"body":"a way to find your quota. So a"},{"speaker":"Ramzi Marjaba","startTime":2214.91,"endTime":2219.11,"body":"lot of research takes place in"},{"speaker":"Ramzi Marjaba","startTime":2219.5299999999997,"endTime":2223.31,"body":"when when we reach out to"},{"speaker":"Ramzi Marjaba","startTime":2219.5299999999997,"endTime":2223.31,"body":"customers, for the first time"},{"speaker":"Ramzi Marjaba","startTime":2223.31,"endTime":2228.2,"body":"and this, many people have"},{"speaker":"Ramzi Marjaba","startTime":2223.31,"endTime":2228.2,"body":"courses on cold calling and cold"},{"speaker":"Ramzi Marjaba","startTime":2228.2,"endTime":2231.86,"body":"emails and all that. But the big"},{"speaker":"Ramzi Marjaba","startTime":2228.2,"endTime":2231.86,"body":"thing is lead with value. Now,"},{"speaker":"Ramzi Marjaba","startTime":2231.86,"endTime":2236.63,"body":"if you're reaching out to them,"},{"speaker":"Ramzi Marjaba","startTime":2231.86,"endTime":2236.63,"body":"you're not, you don't want to"},{"speaker":"Ramzi Marjaba","startTime":2236.63,"endTime":2240.65,"body":"ask them for a favor to meet"},{"speaker":"Ramzi Marjaba","startTime":2236.63,"endTime":2240.65,"body":"you. You want to provide them"},{"speaker":"Ramzi Marjaba","startTime":2240.65,"endTime":2244.19,"body":"value so that they can see that,"},{"speaker":"Ramzi Marjaba","startTime":2240.65,"endTime":2244.19,"body":"alright, this person is actually"},{"speaker":"Ramzi Marjaba","startTime":2244.19,"endTime":2249.5299999999997,"body":"helpful. And they can come and"},{"speaker":"Ramzi Marjaba","startTime":2244.19,"endTime":2249.5299999999997,"body":"meet with me. And it doesn't"},{"speaker":"Ramzi Marjaba","startTime":2249.5299999999997,"endTime":2251.5099999999998,"body":"happen with one email. It"},{"speaker":"Ramzi Marjaba","startTime":2249.5299999999997,"endTime":2251.5099999999998,"body":"doesn't happen with two emails"},{"speaker":"Ramzi Marjaba","startTime":2251.5099999999998,"endTime":2253.2799999999997,"body":"could be three months, four"},{"speaker":"Ramzi Marjaba","startTime":2251.5099999999998,"endTime":2253.2799999999997,"body":"emails could be LinkedIn"},{"speaker":"Ramzi Marjaba","startTime":2253.2799999999997,"endTime":2255.65,"body":"connection could be them. Seeing"},{"speaker":"Ramzi Marjaba","startTime":2253.2799999999997,"endTime":2255.65,"body":"your posts on LinkedIn, and how"},{"speaker":"Ramzi Marjaba","startTime":2255.65,"endTime":2259.31,"body":"you're helping other people is a"},{"speaker":"Ramzi Marjaba","startTime":2255.65,"endTime":2259.31,"body":"lot of different touch points."},{"speaker":"Ramzi Marjaba","startTime":2259.31,"endTime":2264.29,"body":"And I personally just don't like"},{"speaker":"Ramzi Marjaba","startTime":2259.31,"endTime":2264.29,"body":"if someone reaches out to me out"},{"speaker":"Ramzi Marjaba","startTime":2264.29,"endTime":2267.35,"body":"of the blue and GSA, I get a lot"},{"speaker":"Ramzi Marjaba","startTime":2264.29,"endTime":2267.35,"body":"of because I'm in Canada, I get"},{"speaker":"Ramzi Marjaba","startTime":2267.35,"endTime":2269.81,"body":"a lot of people reaching out to"},{"speaker":"Ramzi Marjaba","startTime":2267.35,"endTime":2269.81,"body":"me saying, Hey, I'm a financial"},{"speaker":"Ramzi Marjaba","startTime":2269.81,"endTime":2277.4,"body":"planner, I want to help you fix"},{"speaker":"Ramzi Marjaba","startTime":2269.81,"endTime":2277.4,"body":"your stuff. Call me now. So you"},{"speaker":"Ramzi Marjaba","startTime":2277.4,"endTime":2279.59,"body":"didn't add it? How do you know I"},{"speaker":"Ramzi Marjaba","startTime":2277.4,"endTime":2279.59,"body":"don't have a financial planner?"},{"speaker":"Ramzi Marjaba","startTime":2280.22,"endTime":2282.86,"body":"Did you do any research about"},{"speaker":"Ramzi Marjaba","startTime":2280.22,"endTime":2282.86,"body":"me? Or is it the same generic"},{"speaker":"Ramzi Marjaba","startTime":2282.86,"endTime":2286.58,"body":"email? You're sending anybody?"},{"speaker":"Ramzi Marjaba","startTime":2282.86,"endTime":2286.58,"body":"Everybody else? And when I"},{"speaker":"Ramzi Marjaba","startTime":2286.58,"endTime":2289.22,"body":"reached out to you to get on"},{"speaker":"Ramzi Marjaba","startTime":2286.58,"endTime":2289.22,"body":"this podcast, I did like,"},{"speaker":"Ramzi Marjaba","startTime":2289.7599999999998,"endTime":2294.08,"body":"customize my email to fit you to"},{"speaker":"Ramzi Marjaba","startTime":2289.7599999999998,"endTime":2294.08,"body":"make you want to talk to me. You"},{"speaker":"Ramzi Marjaba","startTime":2294.08,"endTime":2298.52,"body":"didn't I showed my value to you."},{"speaker":"Ramzi Marjaba","startTime":2294.08,"endTime":2298.52,"body":"I hope you still said yes. I'm"},{"speaker":"Ramzi Marjaba","startTime":2298.52,"endTime":2302.99,"body":"assuming you are here we are."},{"speaker":"Ramzi Marjaba","startTime":2298.52,"endTime":2302.99,"body":"Yeah, yeah. So you have to show"},{"speaker":"Ramzi Marjaba","startTime":2302.99,"endTime":2307.34,"body":"value to them and think, again,"},{"speaker":"Ramzi Marjaba","startTime":2302.99,"endTime":2307.34,"body":"being customer centric, and not"},{"speaker":"Ramzi Marjaba","startTime":2307.34,"endTime":2309.2599999999998,"body":"give up from the first time"},{"speaker":"Ramzi Marjaba","startTime":2307.34,"endTime":2309.2599999999998,"body":"unless they tell you please"},{"speaker":"Ramzi Marjaba","startTime":2309.2599999999998,"endTime":2312.2599999999998,"body":"leave me alone. If they didn't"},{"speaker":"Ramzi Marjaba","startTime":2309.2599999999998,"endTime":2312.2599999999998,"body":"say Leave me alone, that's"},{"speaker":"Ramzi Marjaba","startTime":2312.2599999999998,"endTime":2316.91,"body":"permission to keep kind of email"},{"speaker":"Ramzi Marjaba","startTime":2312.2599999999998,"endTime":2316.91,"body":"on them gently. So that these"},{"speaker":"Ramzi Marjaba","startTime":2316.91,"endTime":2318.59,"body":"are my thoughts around that."},{"speaker":"Aaron Moncur","startTime":2318.71,"endTime":2320.84,"body":"Yeah. Something"},{"speaker":"Aaron Moncur","startTime":2318.71,"endTime":2320.84,"body":"I've learned over the years is"},{"speaker":"Aaron Moncur","startTime":2320.84,"endTime":2324.44,"body":"that this is a phrase that I"},{"speaker":"Aaron Moncur","startTime":2320.84,"endTime":2324.44,"body":"think I've coined, I don't know,"},{"speaker":"Aaron Moncur","startTime":2324.44,"endTime":2327.89,"body":"maybe someone else has said it"},{"speaker":"Aaron Moncur","startTime":2324.44,"endTime":2327.89,"body":"as well. But persistence beats"},{"speaker":"Aaron Moncur","startTime":2327.89,"endTime":2330.92,"body":"brilliance, it doesn't matter."},{"speaker":"Aaron Moncur","startTime":2327.89,"endTime":2330.92,"body":"You don't have to be the"},{"speaker":"Aaron Moncur","startTime":2330.92,"endTime":2334.58,"body":"smartest person in the room. But"},{"speaker":"Aaron Moncur","startTime":2330.92,"endTime":2334.58,"body":"if you can be persistent, and"},{"speaker":"Aaron Moncur","startTime":2335.09,"endTime":2339.86,"body":"follow up with these people, you"},{"speaker":"Aaron Moncur","startTime":2335.09,"endTime":2339.86,"body":"know, aggressively, but But"},{"speaker":"Aaron Moncur","startTime":2339.89,"endTime":2344.87,"body":"respectfully, then that's going"},{"speaker":"Aaron Moncur","startTime":2339.89,"endTime":2344.87,"body":"to, in the, in the long run,"},{"speaker":"Aaron Moncur","startTime":2345.59,"endTime":2348.38,"body":"lead to a lot more success than"},{"speaker":"Aaron Moncur","startTime":2345.59,"endTime":2348.38,"body":"just being really, really smart."},{"speaker":"Ramzi Marjaba","startTime":2349.2799999999997,"endTime":2351.83,"body":"I've heard"},{"speaker":"Ramzi Marjaba","startTime":2349.2799999999997,"endTime":2351.83,"body":"consistency beats talent, but"},{"speaker":"Ramzi Marjaba","startTime":2351.83,"endTime":2358.22,"body":"I'm going to use years from now"},{"speaker":"Ramzi Marjaba","startTime":2351.83,"endTime":2358.22,"body":"on. All right. Yeah, like I"},{"speaker":"Ramzi Marjaba","startTime":2358.22,"endTime":2364.79,"body":"agree. Like it's showing up,"},{"speaker":"Ramzi Marjaba","startTime":2358.22,"endTime":2364.79,"body":"right? You, someone, you miss"},{"speaker":"Ramzi Marjaba","startTime":2364.82,"endTime":2367.13,"body":"100% of the shots. You don't"},{"speaker":"Ramzi Marjaba","startTime":2364.82,"endTime":2367.13,"body":"take Michael Jordan. Yeah, there"},{"speaker":"Ramzi Marjaba","startTime":2367.13,"endTime":2370.73,"body":"you go. Exactly. But if you only"},{"speaker":"Ramzi Marjaba","startTime":2367.13,"endTime":2370.73,"body":"take one shot, how are you going"},{"speaker":"Ramzi Marjaba","startTime":2370.73,"endTime":2373.34,"body":"to get better people to think"},{"speaker":"Ramzi Marjaba","startTime":2370.73,"endTime":2373.34,"body":"that as soon as they join become"},{"speaker":"Ramzi Marjaba","startTime":2373.34,"endTime":2378.0499999999997,"body":"something else, they're going to"},{"speaker":"Ramzi Marjaba","startTime":2373.34,"endTime":2378.0499999999997,"body":"be brilliant at it. But if you"},{"speaker":"Ramzi Marjaba","startTime":2378.0499999999997,"endTime":2381.5,"body":"think about it, we didn't learn"},{"speaker":"Ramzi Marjaba","startTime":2378.0499999999997,"endTime":2381.5,"body":"how to walk until we were a year"},{"speaker":"Ramzi Marjaba","startTime":2381.5,"endTime":2384.14,"body":"old. And we still look like it"},{"speaker":"Ramzi Marjaba","startTime":2381.5,"endTime":2384.14,"body":"is like I have my daughter."},{"speaker":"Ramzi Marjaba","startTime":2384.2,"endTime":2388.19,"body":"She's almost two years old. And"},{"speaker":"Ramzi Marjaba","startTime":2384.2,"endTime":2388.19,"body":"I can like, I don't know how she"},{"speaker":"Ramzi Marjaba","startTime":2388.19,"endTime":2391.58,"body":"doesn't fall five times a day."},{"speaker":"Ramzi Marjaba","startTime":2388.19,"endTime":2391.58,"body":"She doesn't look stable. But for"},{"speaker":"Ramzi Marjaba","startTime":2391.58,"endTime":2394.82,"body":"some reason, as adults, when we"},{"speaker":"Ramzi Marjaba","startTime":2391.58,"endTime":2394.82,"body":"start something new, whether"},{"speaker":"Ramzi Marjaba","startTime":2394.82,"endTime":2398.99,"body":"it's a sport, whether it's a"},{"speaker":"Ramzi Marjaba","startTime":2394.82,"endTime":2398.99,"body":"career, we expect to be great on"},{"speaker":"Ramzi Marjaba","startTime":2398.99,"endTime":2403.43,"body":"day one, and be if someone"},{"speaker":"Ramzi Marjaba","startTime":2398.99,"endTime":2403.43,"body":"doesn't, I learned this tick"},{"speaker":"Ramzi Marjaba","startTime":2403.43,"endTime":2408.44,"body":"trick on how to send emails. And"},{"speaker":"Ramzi Marjaba","startTime":2403.43,"endTime":2408.44,"body":"no one responded to me. So I'm"},{"speaker":"Ramzi Marjaba","startTime":2408.44,"endTime":2411.74,"body":"going to quit. But it takes"},{"speaker":"Ramzi Marjaba","startTime":2408.44,"endTime":2411.74,"body":"time. It takes consistency. It"},{"speaker":"Ramzi Marjaba","startTime":2411.74,"endTime":2416.81,"body":"takes practice. And it takes"},{"speaker":"Ramzi Marjaba","startTime":2411.74,"endTime":2416.81,"body":"data, like you said, 200 emails,"},{"speaker":"Ramzi Marjaba","startTime":2417.08,"endTime":2419.57,"body":"which ones worked? Which ones"},{"speaker":"Ramzi Marjaba","startTime":2417.08,"endTime":2419.57,"body":"didn't? Why did these work? Why"},{"speaker":"Ramzi Marjaba","startTime":2419.57,"endTime":2420.29,"body":"didn't those one?"},{"speaker":"Aaron Moncur","startTime":2420.35,"endTime":2424.2799999999997,"body":"Yeah, this gets"},{"speaker":"Aaron Moncur","startTime":2420.35,"endTime":2424.2799999999997,"body":"into really kind of the tactical"},{"speaker":"Aaron Moncur","startTime":2424.2799999999997,"endTime":2428.2999999999997,"body":"stuff here. But one, speaking of"},{"speaker":"Aaron Moncur","startTime":2424.2799999999997,"endTime":2428.2999999999997,"body":"emails, one that I have found to"},{"speaker":"Aaron Moncur","startTime":2428.2999999999997,"endTime":2431.96,"body":"be effective for me, is when I"},{"speaker":"Aaron Moncur","startTime":2428.2999999999997,"endTime":2431.96,"body":"email someone, and it's kind of"},{"speaker":"Aaron Moncur","startTime":2431.96,"endTime":2436.1,"body":"a sales email, you know, if I"},{"speaker":"Aaron Moncur","startTime":2431.96,"endTime":2436.1,"body":"don't get a response, I might"},{"speaker":"Aaron Moncur","startTime":2436.1,"endTime":2438.62,"body":"respond, you know, in a week or"},{"speaker":"Aaron Moncur","startTime":2436.1,"endTime":2438.62,"body":"two or something like that. I'll"},{"speaker":"Aaron Moncur","startTime":2438.62,"endTime":2442.82,"body":"follow up and I'll say, hey,"},{"speaker":"Aaron Moncur","startTime":2438.62,"endTime":2442.82,"body":"probably you probably don't have"},{"speaker":"Aaron Moncur","startTime":2442.82,"endTime":2445.43,"body":"time for this right now. Not a"},{"speaker":"Aaron Moncur","startTime":2442.82,"endTime":2445.43,"body":"big deal. I'll follow up with"},{"speaker":"Aaron Moncur","startTime":2445.43,"endTime":2448.79,"body":"you again in two weeks. You"},{"speaker":"Aaron Moncur","startTime":2445.43,"endTime":2448.79,"body":"know, it kind of puts the ball"},{"speaker":"Aaron Moncur","startTime":2448.79,"endTime":2453.56,"body":"in my court as opposed to asking"},{"speaker":"Aaron Moncur","startTime":2448.79,"endTime":2453.56,"body":"them for something. And I found"},{"speaker":"Aaron Moncur","startTime":2453.56,"endTime":2456.5299999999997,"body":"that when I do this, Hey, no"},{"speaker":"Aaron Moncur","startTime":2453.56,"endTime":2456.5299999999997,"body":"problem. If you don't have time"},{"speaker":"Aaron Moncur","startTime":2456.5299999999997,"endTime":2459.77,"body":"for this right now, I get it."},{"speaker":"Aaron Moncur","startTime":2456.5299999999997,"endTime":2459.77,"body":"You're busy. I'll reach out"},{"speaker":"Aaron Moncur","startTime":2459.77,"endTime":2463.07,"body":"again next week. They not always"},{"speaker":"Aaron Moncur","startTime":2459.77,"endTime":2463.07,"body":"but much more often, they"},{"speaker":"Aaron Moncur","startTime":2463.07,"endTime":2465.89,"body":"actually do respond because"},{"speaker":"Aaron Moncur","startTime":2463.07,"endTime":2465.89,"body":"they're like, oh, okay, like"},{"speaker":"Aaron Moncur","startTime":2465.89,"endTime":2468.32,"body":"he's actually tracking this and"},{"speaker":"Aaron Moncur","startTime":2465.89,"endTime":2468.32,"body":"he is going to follow up. He's"},{"speaker":"Aaron Moncur","startTime":2468.32,"endTime":2471.11,"body":"already done a one so he'll"},{"speaker":"Aaron Moncur","startTime":2468.32,"endTime":2471.11,"body":"probably just keep keep up until"},{"speaker":"Aaron Moncur","startTime":2471.11,"endTime":2473.21,"body":"I respond. That's been helpful"},{"speaker":"Aaron Moncur","startTime":2471.11,"endTime":2473.21,"body":"for me."},{"speaker":"Ramzi Marjaba","startTime":2473.87,"endTime":2475.67,"body":"And contrast,"},{"speaker":"Ramzi Marjaba","startTime":2473.87,"endTime":2475.67,"body":"I've worked with a sales"},{"speaker":"Ramzi Marjaba","startTime":2475.67,"endTime":2479.0,"body":"engineer who actually goes up to"},{"speaker":"Ramzi Marjaba","startTime":2475.67,"endTime":2479.0,"body":"the customer so what you're"},{"speaker":"Ramzi Marjaba","startTime":2479.0,"endTime":2483.65,"body":"gonna buy is no I'm not gonna"},{"speaker":"Ramzi Marjaba","startTime":2479.0,"endTime":2483.65,"body":"buy"},{"speaker":"Aaron Moncur","startTime":2485.69,"endTime":2491.15,"body":"It is direct."},{"speaker":"Aaron Moncur","startTime":2485.69,"endTime":2491.15,"body":"Sounds pretty great. So what"},{"speaker":"Aaron Moncur","startTime":2491.15,"endTime":2495.92,"body":"you're gonna buy? Steal that one"},{"speaker":"Aaron Moncur","startTime":2491.15,"endTime":2495.92,"body":"next trade show I met stop"},{"speaker":"Aaron Moncur","startTime":2495.92,"endTime":2497.54,"body":"people. So you're gonna buy it,"},{"speaker":"Ramzi Marjaba","startTime":2497.57,"endTime":2500.5099999999998,"body":"you're gonna buy"},{"speaker":"Ramzi Marjaba","startTime":2497.57,"endTime":2500.5099999999998,"body":"T shirts like"},{"speaker":"Aaron Moncur","startTime":2503.63,"endTime":2508.97,"body":"even better, just"},{"speaker":"Aaron Moncur","startTime":2503.63,"endTime":2508.97,"body":"pointed the shirt. Great. All"},{"speaker":"Aaron Moncur","startTime":2508.97,"endTime":2511.91,"body":"right. All right. So Ramzi, I"},{"speaker":"Aaron Moncur","startTime":2508.97,"endTime":2511.91,"body":"went out and I met with the"},{"speaker":"Aaron Moncur","startTime":2511.91,"endTime":2515.96,"body":"lead. And they had an"},{"speaker":"Aaron Moncur","startTime":2511.91,"endTime":2515.96,"body":"opportunity for me. And so I"},{"speaker":"Aaron Moncur","startTime":2515.99,"endTime":2519.74,"body":"share with some of the solutions"},{"speaker":"Aaron Moncur","startTime":2515.99,"endTime":2519.74,"body":"that we have. And I've been"},{"speaker":"Aaron Moncur","startTime":2519.74,"endTime":2523.37,"body":"given them a quote, and they"},{"speaker":"Aaron Moncur","startTime":2519.74,"endTime":2523.37,"body":"said, cost too much. And it's"},{"speaker":"Aaron Moncur","startTime":2523.37,"endTime":2526.82,"body":"gonna take too long. So no, how"},{"speaker":"Aaron Moncur","startTime":2523.37,"endTime":2526.82,"body":"do I respond to this?"},{"speaker":"Ramzi Marjaba","startTime":2527.33,"endTime":2530.75,"body":"Well, the"},{"speaker":"Ramzi Marjaba","startTime":2527.33,"endTime":2530.75,"body":"biggest, the biggest issue I see"},{"speaker":"Ramzi Marjaba","startTime":2531.23,"endTime":2534.2,"body":"is when we give a quote, we"},{"speaker":"Ramzi Marjaba","startTime":2531.23,"endTime":2534.2,"body":"didn't have we didn't develop"},{"speaker":"Ramzi Marjaba","startTime":2534.2,"endTime":2538.73,"body":"value ahead of time. Throughout"},{"speaker":"Ramzi Marjaba","startTime":2534.2,"endTime":2538.73,"body":"the discovery call, throughout"},{"speaker":"Ramzi Marjaba","startTime":2538.73,"endTime":2541.79,"body":"the selling, that we're talking"},{"speaker":"Ramzi Marjaba","startTime":2538.73,"endTime":2541.79,"body":"about our products, we kind of"},{"speaker":"Ramzi Marjaba","startTime":2541.79,"endTime":2544.88,"body":"have to highlight the value we"},{"speaker":"Ramzi Marjaba","startTime":2541.79,"endTime":2544.88,"body":"have to diggin understand the"},{"speaker":"Ramzi Marjaba","startTime":2544.88,"endTime":2549.17,"body":"problem, really well see how"},{"speaker":"Ramzi Marjaba","startTime":2544.88,"endTime":2549.17,"body":"much it costs them. Whether"},{"speaker":"Ramzi Marjaba","startTime":2549.17,"endTime":2552.92,"body":"it's, again, there's usually"},{"speaker":"Ramzi Marjaba","startTime":2549.17,"endTime":2552.92,"body":"three things time, money and"},{"speaker":"Ramzi Marjaba","startTime":2552.92,"endTime":2557.54,"body":"risk. If it's going to break"},{"speaker":"Ramzi Marjaba","startTime":2552.92,"endTime":2557.54,"body":"every two weeks, it's that's"},{"speaker":"Ramzi Marjaba","startTime":2557.54,"endTime":2559.61,"body":"going to cost them money in the"},{"speaker":"Ramzi Marjaba","startTime":2557.54,"endTime":2559.61,"body":"long run, even if it's cheaper."},{"speaker":"Ramzi Marjaba","startTime":2559.91,"endTime":2562.0099999999998,"body":"So we have to dig into it and"},{"speaker":"Ramzi Marjaba","startTime":2559.91,"endTime":2562.0099999999998,"body":"understand what the business"},{"speaker":"Ramzi Marjaba","startTime":2562.0099999999998,"endTime":2567.23,"body":"problem is. And when, when we're"},{"speaker":"Ramzi Marjaba","startTime":2562.0099999999998,"endTime":2567.23,"body":"selling, we have to show the"},{"speaker":"Ramzi Marjaba","startTime":2567.23,"endTime":2571.07,"body":"value of our product in"},{"speaker":"Ramzi Marjaba","startTime":2567.23,"endTime":2571.07,"body":"comparison to what they have"},{"speaker":"Ramzi Marjaba","startTime":2571.07,"endTime":2575.0,"body":"today. And when we provide the"},{"speaker":"Ramzi Marjaba","startTime":2571.07,"endTime":2575.0,"body":"quote, If the quote is higher,"},{"speaker":"Ramzi Marjaba","startTime":2575.21,"endTime":2577.82,"body":"the costs more than solving the"},{"speaker":"Ramzi Marjaba","startTime":2575.21,"endTime":2577.82,"body":"problem that obviously they're"},{"speaker":"Ramzi Marjaba","startTime":2577.82,"endTime":2581.12,"body":"gonna say no, but the quote is"},{"speaker":"Ramzi Marjaba","startTime":2577.82,"endTime":2581.12,"body":"less. But in their mind, it's"},{"speaker":"Ramzi Marjaba","startTime":2581.12,"endTime":2585.0499999999997,"body":"higher, we have to fall back on"},{"speaker":"Ramzi Marjaba","startTime":2581.12,"endTime":2585.0499999999997,"body":"whatever we did earlier, to show"},{"speaker":"Ramzi Marjaba","startTime":2585.0499999999997,"endTime":2589.34,"body":"them that, hey, let's say my"},{"speaker":"Ramzi Marjaba","startTime":2585.0499999999997,"endTime":2589.34,"body":"product, my solution is 100k."},{"speaker":"Ramzi Marjaba","startTime":2590.6,"endTime":2595.85,"body":"You're you're paying around 50k"},{"speaker":"Ramzi Marjaba","startTime":2590.6,"endTime":2595.85,"body":"every other month, or every six"},{"speaker":"Ramzi Marjaba","startTime":2595.85,"endTime":2599.54,"body":"months, or whatever it is. So in"},{"speaker":"Ramzi Marjaba","startTime":2595.85,"endTime":2599.54,"body":"three years, your ROI is"},{"speaker":"Ramzi Marjaba","startTime":2599.54,"endTime":2602.36,"body":"whatever that is, I don't use"},{"speaker":"Ramzi Marjaba","startTime":2599.54,"endTime":2602.36,"body":"ROI. I get them to think about"},{"speaker":"Ramzi Marjaba","startTime":2602.39,"endTime":2604.73,"body":"that, like, Hey, you're doing"},{"speaker":"Ramzi Marjaba","startTime":2602.39,"endTime":2604.73,"body":"your it's it's costing you"},{"speaker":"Ramzi Marjaba","startTime":2604.73,"endTime":2608.72,"body":"600,000 In three years, my"},{"speaker":"Ramzi Marjaba","startTime":2604.73,"endTime":2608.72,"body":"solution is 100k. It's it's an"},{"speaker":"Ramzi Marjaba","startTime":2608.72,"endTime":2614.5099999999998,"body":"initial investment. But would"},{"speaker":"Ramzi Marjaba","startTime":2608.72,"endTime":2614.5099999999998,"body":"that be beneficial to you? So"},{"speaker":"Ramzi Marjaba","startTime":2615.14,"endTime":2618.29,"body":"there's that you have to we have"},{"speaker":"Ramzi Marjaba","startTime":2615.14,"endTime":2618.29,"body":"to shift the way they're"},{"speaker":"Ramzi Marjaba","startTime":2618.29,"endTime":2621.0499999999997,"body":"thinking about it a lot of"},{"speaker":"Ramzi Marjaba","startTime":2618.29,"endTime":2621.0499999999997,"body":"times, and that's the problem"},{"speaker":"Ramzi Marjaba","startTime":2621.0499999999997,"endTime":2623.6,"body":"that I mentioned earlier, when a"},{"speaker":"Ramzi Marjaba","startTime":2621.0499999999997,"endTime":2623.6,"body":"customer comes in, says I want"},{"speaker":"Ramzi Marjaba","startTime":2623.6,"endTime":2626.96,"body":"that product. And we provide a"},{"speaker":"Ramzi Marjaba","startTime":2623.6,"endTime":2626.96,"body":"quote, they take that and go"},{"speaker":"Ramzi Marjaba","startTime":2626.96,"endTime":2629.2999999999997,"body":"straight to the competitors,"},{"speaker":"Ramzi Marjaba","startTime":2626.96,"endTime":2629.2999999999997,"body":"like I want this product. And"},{"speaker":"Ramzi Marjaba","startTime":2629.2999999999997,"endTime":2632.6,"body":"now, how much discount Can you"},{"speaker":"Ramzi Marjaba","startTime":2629.2999999999997,"endTime":2632.6,"body":"give me? Yeah, well, whoever"},{"speaker":"Ramzi Marjaba","startTime":2632.6,"endTime":2636.74,"body":"gives me the highest discount"},{"speaker":"Ramzi Marjaba","startTime":2632.6,"endTime":2636.74,"body":"wins. Yeah. Right. In terms of"},{"speaker":"Ramzi Marjaba","startTime":2636.74,"endTime":2640.13,"body":"time, that again, that's"},{"speaker":"Ramzi Marjaba","startTime":2636.74,"endTime":2640.13,"body":"something we kind of had to"},{"speaker":"Ramzi Marjaba","startTime":2640.13,"endTime":2644.24,"body":"discover early on, what what"},{"speaker":"Ramzi Marjaba","startTime":2640.13,"endTime":2644.24,"body":"what do you need to buy? Why is"},{"speaker":"Ramzi Marjaba","startTime":2644.24,"endTime":2647.48,"body":"it that deadline? Because a lot"},{"speaker":"Ramzi Marjaba","startTime":2644.24,"endTime":2647.48,"body":"of times people throw out some,"},{"speaker":"Ramzi Marjaba","startTime":2647.72,"endTime":2652.2799999999997,"body":"some timeline that's not really"},{"speaker":"Ramzi Marjaba","startTime":2647.72,"endTime":2652.2799999999997,"body":"made in reality. Either they're"},{"speaker":"Ramzi Marjaba","startTime":2652.2799999999997,"endTime":2656.12,"body":"trying to object ahead of time,"},{"speaker":"Ramzi Marjaba","startTime":2652.2799999999997,"endTime":2656.12,"body":"because they don't have a big"},{"speaker":"Ramzi Marjaba","startTime":2656.12,"endTime":2660.89,"body":"pain. Or they just don't know,"},{"speaker":"Ramzi Marjaba","startTime":2656.12,"endTime":2660.89,"body":"we have to dig in and understand"},{"speaker":"Ramzi Marjaba","startTime":2660.89,"endTime":2664.1,"body":"why that timeline if we if"},{"speaker":"Ramzi Marjaba","startTime":2660.89,"endTime":2664.1,"body":"Honestly, if I can't fit that"},{"speaker":"Ramzi Marjaba","startTime":2664.1,"endTime":2666.35,"body":"your timeline, and you're"},{"speaker":"Ramzi Marjaba","startTime":2664.1,"endTime":2666.35,"body":"telling me on day one, that's"},{"speaker":"Ramzi Marjaba","startTime":2666.35,"endTime":2669.77,"body":"your time, and I can't get you"},{"speaker":"Ramzi Marjaba","startTime":2666.35,"endTime":2669.77,"body":"to it's actually your timeline."},{"speaker":"Ramzi Marjaba","startTime":2669.77,"endTime":2673.43,"body":"It's not some fabricated number,"},{"speaker":"Ramzi Marjaba","startTime":2669.77,"endTime":2673.43,"body":"though I'll qualify myself on go"},{"speaker":"Ramzi Marjaba","startTime":2673.43,"endTime":2678.5,"body":"on to the next opportunity. But"},{"speaker":"Ramzi Marjaba","startTime":2673.43,"endTime":2678.5,"body":"if you're thinking that it's"},{"speaker":"Ramzi Marjaba","startTime":2678.5,"endTime":2681.08,"body":"that's the timeline, but you"},{"speaker":"Ramzi Marjaba","startTime":2678.5,"endTime":2681.08,"body":"don't really have a good reason"},{"speaker":"Ramzi Marjaba","startTime":2681.89,"endTime":2687.38,"body":"why something happened to me the"},{"speaker":"Ramzi Marjaba","startTime":2681.89,"endTime":2687.38,"body":"other day. Someone said I needed"},{"speaker":"Ramzi Marjaba","startTime":2687.38,"endTime":2689.54,"body":"something. I'm like, Why? Why"},{"speaker":"Ramzi Marjaba","startTime":2687.38,"endTime":2689.54,"body":"are you asking for that thing?"},{"speaker":"Ramzi Marjaba","startTime":2689.54,"endTime":2692.6,"body":"It's like, oh, no reason. I was"},{"speaker":"Ramzi Marjaba","startTime":2689.54,"endTime":2692.6,"body":"like, Okay, can we talk about"},{"speaker":"Ramzi Marjaba","startTime":2692.6,"endTime":2695.27,"body":"your needs? So we kind of have"},{"speaker":"Ramzi Marjaba","startTime":2692.6,"endTime":2695.27,"body":"to dig in and see why that's the"},{"speaker":"Ramzi Marjaba","startTime":2695.27,"endTime":2695.81,"body":"timeline."},{"speaker":"Aaron Moncur","startTime":2696.2,"endTime":2698.72,"body":"How about. So"},{"speaker":"Aaron Moncur","startTime":2696.2,"endTime":2698.72,"body":"let's say that we kind of"},{"speaker":"Aaron Moncur","startTime":2698.72,"endTime":2702.14,"body":"reflect on this right? Customer"},{"speaker":"Aaron Moncur","startTime":2698.72,"endTime":2702.14,"body":"said customer takes too long. So"},{"speaker":"Aaron Moncur","startTime":2702.14,"endTime":2705.0499999999997,"body":"I go back and I'm thinking about"},{"speaker":"Aaron Moncur","startTime":2702.14,"endTime":2705.0499999999997,"body":"the discovery process. Maybe I I"},{"speaker":"Aaron Moncur","startTime":2705.0499999999997,"endTime":2708.11,"body":"learned some things from"},{"speaker":"Aaron Moncur","startTime":2705.0499999999997,"endTime":2708.11,"body":"reflection lessons learned,"},{"speaker":"Aaron Moncur","startTime":2708.11,"endTime":2713.33,"body":"right? I want to get more"},{"speaker":"Aaron Moncur","startTime":2708.11,"endTime":2713.33,"body":"feedback from the customer. Now,"},{"speaker":"Aaron Moncur","startTime":2713.36,"endTime":2716.27,"body":"how do you get feedback on a"},{"speaker":"Aaron Moncur","startTime":2713.36,"endTime":2716.27,"body":"sale that you didn't win?"},{"speaker":"Ramzi Marjaba","startTime":2717.2599999999998,"endTime":2721.46,"body":"It has very much"},{"speaker":"Ramzi Marjaba","startTime":2717.2599999999998,"endTime":2721.46,"body":"to do with the relationship I've"},{"speaker":"Ramzi Marjaba","startTime":2721.46,"endTime":2725.75,"body":"built with them. So do they like"},{"speaker":"Ramzi Marjaba","startTime":2721.46,"endTime":2725.75,"body":"me? Or do they not? Like if they"},{"speaker":"Ramzi Marjaba","startTime":2725.75,"endTime":2729.86,"body":"don't like me, it's very hard"},{"speaker":"Ramzi Marjaba","startTime":2725.75,"endTime":2729.86,"body":"for me to get feedback. Also, is"},{"speaker":"Ramzi Marjaba","startTime":2729.86,"endTime":2732.98,"body":"it a one time sale? Like, is"},{"speaker":"Ramzi Marjaba","startTime":2729.86,"endTime":2732.98,"body":"there an opportunity in a year"},{"speaker":"Ramzi Marjaba","startTime":2733.04,"endTime":2735.92,"body":"or half a year that we can work"},{"speaker":"Ramzi Marjaba","startTime":2733.04,"endTime":2735.92,"body":"together? Because a lot of"},{"speaker":"Ramzi Marjaba","startTime":2735.92,"endTime":2738.5,"body":"customers are repeat customers,"},{"speaker":"Ramzi Marjaba","startTime":2735.92,"endTime":2738.5,"body":"you work with them once you work"},{"speaker":"Ramzi Marjaba","startTime":2738.5,"endTime":2742.1,"body":"with them twice. So it didn't"},{"speaker":"Ramzi Marjaba","startTime":2738.5,"endTime":2742.1,"body":"work out this time. So Mr."},{"speaker":"Ramzi Marjaba","startTime":2742.1,"endTime":2744.71,"body":"Customer, I would really love to"},{"speaker":"Ramzi Marjaba","startTime":2742.1,"endTime":2744.71,"body":"or Mrs. Customer, I'd really"},{"speaker":"Ramzi Marjaba","startTime":2744.71,"endTime":2749.12,"body":"love to understand where we fell"},{"speaker":"Ramzi Marjaba","startTime":2744.71,"endTime":2749.12,"body":"short for you. So we can"},{"speaker":"Ramzi Marjaba","startTime":2749.12,"endTime":2753.7999999999997,"body":"actually fix it for next time"},{"speaker":"Ramzi Marjaba","startTime":2749.12,"endTime":2753.7999999999997,"body":"for you. Again, it's all about"},{"speaker":"Ramzi Marjaba","startTime":2753.7999999999997,"endTime":2757.49,"body":"them. I'm not getting feedback"},{"speaker":"Ramzi Marjaba","startTime":2753.7999999999997,"endTime":2757.49,"body":"for myself, so I can go sell the"},{"speaker":"Ramzi Marjaba","startTime":2757.49,"endTime":2760.1,"body":"next customer. Like if there's a"},{"speaker":"Ramzi Marjaba","startTime":2757.49,"endTime":2760.1,"body":"chance that I can work with you"},{"speaker":"Ramzi Marjaba","startTime":2760.1,"endTime":2762.23,"body":"in the future. I don't want to"},{"speaker":"Ramzi Marjaba","startTime":2760.1,"endTime":2762.23,"body":"do the same mistakes that I did"},{"speaker":"Ramzi Marjaba","startTime":2762.23,"endTime":2764.66,"body":"this time. So I want to be there"},{"speaker":"Ramzi Marjaba","startTime":2762.23,"endTime":2764.66,"body":"for you."},{"speaker":"Aaron Moncur","startTime":2764.96,"endTime":2768.02,"body":"That's a great way"},{"speaker":"Aaron Moncur","startTime":2764.96,"endTime":2768.02,"body":"to frame it. Yeah. All right."},{"speaker":"Aaron Moncur","startTime":2768.0499999999997,"endTime":2771.5,"body":"How about So you mentioned"},{"speaker":"Aaron Moncur","startTime":2768.0499999999997,"endTime":2771.5,"body":"during the discovery process, we"},{"speaker":"Aaron Moncur","startTime":2771.5,"endTime":2775.1,"body":"really want to understand what"},{"speaker":"Aaron Moncur","startTime":2771.5,"endTime":2775.1,"body":"it costs the customer to not"},{"speaker":"Aaron Moncur","startTime":2775.22,"endTime":2778.67,"body":"have this solution. And from"},{"speaker":"Aaron Moncur","startTime":2775.22,"endTime":2778.67,"body":"there, we can reverse kind of"},{"speaker":"Aaron Moncur","startTime":2778.7,"endTime":2781.34,"body":"reverse engineer. You know what"},{"speaker":"Aaron Moncur","startTime":2778.7,"endTime":2781.34,"body":"the solution needs to look like"},{"speaker":"Aaron Moncur","startTime":2781.34,"endTime":2784.64,"body":"in terms of cost and schedule,"},{"speaker":"Aaron Moncur","startTime":2781.34,"endTime":2784.64,"body":"and all that stuff. Let's say"},{"speaker":"Aaron Moncur","startTime":2784.64,"endTime":2787.61,"body":"that the customer They don't"},{"speaker":"Aaron Moncur","startTime":2784.64,"endTime":2787.61,"body":"really have if they don't know"},{"speaker":"Aaron Moncur","startTime":2787.61,"endTime":2790.97,"body":"exactly what their budget is."},{"speaker":"Aaron Moncur","startTime":2787.61,"endTime":2790.97,"body":"And maybe they don't even know"},{"speaker":"Aaron Moncur","startTime":2790.97,"endTime":2795.08,"body":"exactly what their scope is yet,"},{"speaker":"Aaron Moncur","startTime":2790.97,"endTime":2795.08,"body":"but they're pressing you to give"},{"speaker":"Aaron Moncur","startTime":2795.08,"endTime":2799.97,"body":"them a quote for something and"},{"speaker":"Aaron Moncur","startTime":2795.08,"endTime":2799.97,"body":"they want, you know, a fixed"},{"speaker":"Aaron Moncur","startTime":2799.97,"endTime":2803.48,"body":"price or within some very narrow"},{"speaker":"Aaron Moncur","startTime":2799.97,"endTime":2803.48,"body":"margin of error of plus or minus"},{"speaker":"Aaron Moncur","startTime":2803.48,"endTime":2806.72,"body":"10%, or something like that. How"},{"speaker":"Aaron Moncur","startTime":2803.48,"endTime":2806.72,"body":"do you work with customers like"},{"speaker":"Aaron Moncur","startTime":2806.72,"endTime":2809.39,"body":"that to, you know, to make it"},{"speaker":"Aaron Moncur","startTime":2806.72,"endTime":2809.39,"body":"successful for everyone,"},{"speaker":"Ramzi Marjaba","startTime":2810.02,"endTime":2810.89,"body":"I fire them."},{"speaker":"Aaron Moncur","startTime":2812.15,"endTime":2814.07,"body":"Straight up,"},{"speaker":"Aaron Moncur","startTime":2812.15,"endTime":2814.07,"body":"you're out."},{"speaker":"Ramzi Marjaba","startTime":2814.88,"endTime":2818.09,"body":"Like it's a, I've"},{"speaker":"Ramzi Marjaba","startTime":2814.88,"endTime":2818.09,"body":"had discussions where I have to"},{"speaker":"Ramzi Marjaba","startTime":2818.09,"endTime":2821.2999999999997,"body":"tell the customer, hey, we're"},{"speaker":"Ramzi Marjaba","startTime":2818.09,"endTime":2821.2999999999997,"body":"working on a partnership here."},{"speaker":"Ramzi Marjaba","startTime":2822.56,"endTime":2824.81,"body":"Again, you have to build that"},{"speaker":"Ramzi Marjaba","startTime":2822.56,"endTime":2824.81,"body":"relationship, you have to work"},{"speaker":"Ramzi Marjaba","startTime":2824.81,"endTime":2827.45,"body":"with them, to have them trust"},{"speaker":"Ramzi Marjaba","startTime":2824.81,"endTime":2827.45,"body":"you, you have to build trust,"},{"speaker":"Ramzi Marjaba","startTime":2827.48,"endTime":2830.96,"body":"you have to be able to trust"},{"speaker":"Ramzi Marjaba","startTime":2827.48,"endTime":2830.96,"body":"them as well. And we have to"},{"speaker":"Ramzi Marjaba","startTime":2830.96,"endTime":2834.08,"body":"work through that if they say"},{"speaker":"Ramzi Marjaba","startTime":2830.96,"endTime":2834.08,"body":"like, I want a price, I can give"},{"speaker":"Ramzi Marjaba","startTime":2834.08,"endTime":2838.94,"body":"you a price. It won't be between"},{"speaker":"Ramzi Marjaba","startTime":2834.08,"endTime":2838.94,"body":"10 like 10 plus minus 10%."},{"speaker":"Ramzi Marjaba","startTime":2839.66,"endTime":2845.33,"body":"Because we don't, we don't know"},{"speaker":"Ramzi Marjaba","startTime":2839.66,"endTime":2845.33,"body":"the scope yet. We it's, a lot of"},{"speaker":"Ramzi Marjaba","startTime":2845.33,"endTime":2847.25,"body":"times it's a discussion, they"},{"speaker":"Ramzi Marjaba","startTime":2845.33,"endTime":2847.25,"body":"have to understand where you're"},{"speaker":"Ramzi Marjaba","startTime":2847.25,"endTime":2850.73,"body":"coming from. It's not they don't"},{"speaker":"Ramzi Marjaba","startTime":2847.25,"endTime":2850.73,"body":"have all the power. That's"},{"speaker":"Ramzi Marjaba","startTime":2850.7599999999998,"endTime":2854.0299999999997,"body":"that's a misconception about"},{"speaker":"Ramzi Marjaba","startTime":2850.7599999999998,"endTime":2854.0299999999997,"body":"sales, especially good"},{"speaker":"Ramzi Marjaba","startTime":2854.0299999999997,"endTime":2857.06,"body":"salespeople who have a big"},{"speaker":"Ramzi Marjaba","startTime":2854.0299999999997,"endTime":2857.06,"body":"funnel, and know they're going"},{"speaker":"Ramzi Marjaba","startTime":2857.06,"endTime":2861.7999999999997,"body":"to be okay. The customer does"},{"speaker":"Ramzi Marjaba","startTime":2857.06,"endTime":2861.7999999999997,"body":"not have all the power. And we"},{"speaker":"Ramzi Marjaba","startTime":2861.7999999999997,"endTime":2864.2,"body":"can have that discussion."},{"speaker":"Ramzi Marjaba","startTime":2861.7999999999997,"endTime":2864.2,"body":"Listen, I know, I want to work"},{"speaker":"Ramzi Marjaba","startTime":2864.2,"endTime":2867.29,"body":"with you, I want to help you."},{"speaker":"Ramzi Marjaba","startTime":2864.2,"endTime":2867.29,"body":"And I know you want this as"},{"speaker":"Ramzi Marjaba","startTime":2867.29,"endTime":2871.7599999999998,"body":"well. So if you want to work"},{"speaker":"Ramzi Marjaba","startTime":2867.29,"endTime":2871.7599999999998,"body":"with us, if you want to work"},{"speaker":"Ramzi Marjaba","startTime":2871.7599999999998,"endTime":2874.07,"body":"together in the future, we're"},{"speaker":"Ramzi Marjaba","startTime":2871.7599999999998,"endTime":2874.07,"body":"gonna have to figure it out."},{"speaker":"Ramzi Marjaba","startTime":2875.27,"endTime":2879.32,"body":"We're gonna have to take it"},{"speaker":"Ramzi Marjaba","startTime":2875.27,"endTime":2879.32,"body":"slow. We, I can give you a price"},{"speaker":"Ramzi Marjaba","startTime":2879.32,"endTime":2883.64,"body":"right now based on the"},{"speaker":"Ramzi Marjaba","startTime":2879.32,"endTime":2883.64,"body":"information I know today. But if"},{"speaker":"Ramzi Marjaba","startTime":2883.64,"endTime":2886.4,"body":"I understand you correctly, your"},{"speaker":"Ramzi Marjaba","startTime":2883.64,"endTime":2886.4,"body":"information might change"},{"speaker":"Ramzi Marjaba","startTime":2886.4,"endTime":2889.49,"body":"tomorrow. And I'm going to help"},{"speaker":"Ramzi Marjaba","startTime":2886.4,"endTime":2889.49,"body":"you find out that information as"},{"speaker":"Ramzi Marjaba","startTime":2889.49,"endTime":2895.25,"body":"we're going through as well. And"},{"speaker":"Ramzi Marjaba","startTime":2889.49,"endTime":2895.25,"body":"we can develop an A go as, as"},{"speaker":"Ramzi Marjaba","startTime":2895.25,"endTime":2898.97,"body":"we're working together. They may"},{"speaker":"Ramzi Marjaba","startTime":2895.25,"endTime":2898.97,"body":"say no, again, not every sale."},{"speaker":"Ramzi Marjaba","startTime":2899.45,"endTime":2901.7,"body":"I'm talking, I'm standing here"},{"speaker":"Ramzi Marjaba","startTime":2899.45,"endTime":2901.7,"body":"talking as if I've won every"},{"speaker":"Ramzi Marjaba","startTime":2901.7,"endTime":2905.57,"body":"deal I've not. I've lost a lot"},{"speaker":"Ramzi Marjaba","startTime":2901.7,"endTime":2905.57,"body":"more deals than I've won, but"},{"speaker":"Ramzi Marjaba","startTime":2905.57,"endTime":2909.74,"body":"the ones that I've won actually"},{"speaker":"Ramzi Marjaba","startTime":2905.57,"endTime":2909.74,"body":"helped me achieve my goals. So"},{"speaker":"Ramzi Marjaba","startTime":2909.74,"endTime":2912.5299999999997,"body":"it's not always a win. It's not"},{"speaker":"Ramzi Marjaba","startTime":2909.74,"endTime":2912.5299999999997,"body":"always a good partnership. So"},{"speaker":"Ramzi Marjaba","startTime":2912.5299999999997,"endTime":2914.39,"body":"you can't say no, it's okay."},{"speaker":"Aaron Moncur","startTime":2915.02,"endTime":2918.02,"body":"Yeah, that's fine."},{"speaker":"Aaron Moncur","startTime":2915.02,"endTime":2918.02,"body":"Sometimes it won't be successful"},{"speaker":"Aaron Moncur","startTime":2918.02,"endTime":2921.14,"body":"for everyone. And you just have"},{"speaker":"Aaron Moncur","startTime":2918.02,"endTime":2921.14,"body":"to accept that there is some"},{"speaker":"Aaron Moncur","startTime":2921.14,"endTime":2923.09,"body":"percentage of the time that"},{"speaker":"Aaron Moncur","startTime":2921.14,"endTime":2923.09,"body":"that'll be the case."},{"speaker":"Ramzi Marjaba","startTime":2923.24,"endTime":2926.2999999999997,"body":"It's like a lot"},{"speaker":"Ramzi Marjaba","startTime":2923.24,"endTime":2926.2999999999997,"body":"of people say like, get to the"},{"speaker":"Ramzi Marjaba","startTime":2926.2999999999997,"endTime":2929.87,"body":"know faster, try to get to know,"},{"speaker":"Ramzi Marjaba","startTime":2926.2999999999997,"endTime":2929.87,"body":"because as soon as you get to"},{"speaker":"Ramzi Marjaba","startTime":2929.87,"endTime":2932.33,"body":"know you can move on with your"},{"speaker":"Ramzi Marjaba","startTime":2929.87,"endTime":2932.33,"body":"life, they can move on with"},{"speaker":"Ramzi Marjaba","startTime":2932.33,"endTime":2936.74,"body":"their life. Yeah. Now the"},{"speaker":"Ramzi Marjaba","startTime":2932.33,"endTime":2936.74,"body":"balance is don't get don't force"},{"speaker":"Ramzi Marjaba","startTime":2936.74,"endTime":2940.58,"body":"to know if there's a yes behind"},{"speaker":"Ramzi Marjaba","startTime":2936.74,"endTime":2940.58,"body":"it. So, so know how to thread"},{"speaker":"Ramzi Marjaba","startTime":2940.58,"endTime":2943.31,"body":"the line like qualify yourself"},{"speaker":"Ramzi Marjaba","startTime":2940.58,"endTime":2943.31,"body":"in or out. But do it right,"},{"speaker":"Ramzi Marjaba","startTime":2943.34,"endTime":2946.46,"body":"don't just qualify yourself out,"},{"speaker":"Ramzi Marjaba","startTime":2943.34,"endTime":2946.46,"body":"because you want to get to know."},{"speaker":"Aaron Moncur","startTime":2947.42,"endTime":2949.0099999999998,"body":"All right, so I've"},{"speaker":"Aaron Moncur","startTime":2947.42,"endTime":2949.0099999999998,"body":"had all this wonderful"},{"speaker":"Aaron Moncur","startTime":2949.0099999999998,"endTime":2952.52,"body":"instruction from Ramzi have gone"},{"speaker":"Aaron Moncur","startTime":2949.0099999999998,"endTime":2952.52,"body":"out. I've done my sales engineer"},{"speaker":"Aaron Moncur","startTime":2952.52,"endTime":2956.45,"body":"bit of done this for about 1015"},{"speaker":"Aaron Moncur","startTime":2952.52,"endTime":2956.45,"body":"years now had a great career"},{"speaker":"Aaron Moncur","startTime":2956.45,"endTime":2959.75,"body":"doing sales engineering, and"},{"speaker":"Aaron Moncur","startTime":2956.45,"endTime":2959.75,"body":"it's gone so well for me that"},{"speaker":"Aaron Moncur","startTime":2959.75,"endTime":2962.96,"body":"now I'm going to open up my own"},{"speaker":"Aaron Moncur","startTime":2959.75,"endTime":2962.96,"body":"sales engineering business. And"},{"speaker":"Aaron Moncur","startTime":2962.96,"endTime":2966.2599999999998,"body":"I'm going to hire a bunch of"},{"speaker":"Aaron Moncur","startTime":2962.96,"endTime":2966.2599999999998,"body":"sales engineers to work with me"},{"speaker":"Aaron Moncur","startTime":2966.2599999999998,"endTime":2970.19,"body":"and under me, in my new company,"},{"speaker":"Aaron Moncur","startTime":2966.2599999999998,"endTime":2970.19,"body":"what what are these? What are"},{"speaker":"Aaron Moncur","startTime":2970.19,"endTime":2974.15,"body":"the top sales engineers looking"},{"speaker":"Aaron Moncur","startTime":2970.19,"endTime":2974.15,"body":"for when they join a company,"},{"speaker":"Ramzi Marjaba","startTime":2974.42,"endTime":2978.11,"body":"Beyond the"},{"speaker":"Ramzi Marjaba","startTime":2974.42,"endTime":2978.11,"body":"financial, they were looking for"},{"speaker":"Ramzi Marjaba","startTime":2978.23,"endTime":2981.29,"body":"great technology, we're looking"},{"speaker":"Ramzi Marjaba","startTime":2978.23,"endTime":2981.29,"body":"for a company that would support"},{"speaker":"Ramzi Marjaba","startTime":2981.29,"endTime":2985.2799999999997,"body":"us with good product. The worst"},{"speaker":"Ramzi Marjaba","startTime":2981.29,"endTime":2985.2799999999997,"body":"feeling in the world is going"},{"speaker":"Ramzi Marjaba","startTime":2985.31,"endTime":2989.7799999999997,"body":"for sales engineers to go to go"},{"speaker":"Ramzi Marjaba","startTime":2985.31,"endTime":2989.7799999999997,"body":"and sell a crappy product. We"},{"speaker":"Ramzi Marjaba","startTime":2989.7799999999997,"endTime":2992.5099999999998,"body":"don't want that we don't want to"},{"speaker":"Ramzi Marjaba","startTime":2989.7799999999997,"endTime":2992.5099999999998,"body":"have to lie, we our credibility"},{"speaker":"Ramzi Marjaba","startTime":2992.5099999999998,"endTime":2997.13,"body":"is all we have. So we want to"},{"speaker":"Ramzi Marjaba","startTime":2992.5099999999998,"endTime":2997.13,"body":"keep that. And we want the"},{"speaker":"Ramzi Marjaba","startTime":2997.13,"endTime":2999.2599999999998,"body":"flexibility. We want to be able"},{"speaker":"Ramzi Marjaba","startTime":2997.13,"endTime":2999.2599999999998,"body":"to take care of our family, I"},{"speaker":"Ramzi Marjaba","startTime":2999.2599999999998,"endTime":3003.04,"body":"want to go see my kids playing"},{"speaker":"Ramzi Marjaba","startTime":2999.2599999999998,"endTime":3003.04,"body":"jujitsu or basketball players or"},{"speaker":"Ramzi Marjaba","startTime":3003.04,"endTime":3005.5299999999997,"body":"football or soccer. Although"},{"speaker":"Ramzi Marjaba","startTime":3003.04,"endTime":3005.5299999999997,"body":"they don't play basketball, I'm"},{"speaker":"Ramzi Marjaba","startTime":3005.5299999999997,"endTime":3008.77,"body":"trying to change that. So we"},{"speaker":"Ramzi Marjaba","startTime":3005.5299999999997,"endTime":3008.77,"body":"want the flexibility to do all"},{"speaker":"Ramzi Marjaba","startTime":3008.77,"endTime":3011.44,"body":"these things. In addition to"},{"speaker":"Ramzi Marjaba","startTime":3008.77,"endTime":3011.44,"body":"getting paid well being"},{"speaker":"Ramzi Marjaba","startTime":3011.44,"endTime":3016.27,"body":"recognized, and our account"},{"speaker":"Ramzi Marjaba","startTime":3011.44,"endTime":3016.27,"body":"manager partners, or if I'm"},{"speaker":"Ramzi Marjaba","startTime":3016.27,"endTime":3020.14,"body":"doing everything, my magic, my"},{"speaker":"Ramzi Marjaba","startTime":3016.27,"endTime":3020.14,"body":"magic, we have to be partners,"},{"speaker":"Ramzi Marjaba","startTime":3020.41,"endTime":3024.5499999999997,"body":"versus micromanaged. Because"},{"speaker":"Ramzi Marjaba","startTime":3020.41,"endTime":3024.5499999999997,"body":"everybody sales, sales and sales"},{"speaker":"Ramzi Marjaba","startTime":3024.5499999999997,"endTime":3027.49,"body":"engineering, it's like everybody"},{"speaker":"Ramzi Marjaba","startTime":3024.5499999999997,"endTime":3027.49,"body":"owning their own company, their"},{"speaker":"Ramzi Marjaba","startTime":3027.49,"endTime":3031.63,"body":"own territory. And where this"},{"speaker":"Ramzi Marjaba","startTime":3027.49,"endTime":3031.63,"body":"salesperson is the CEO, the"},{"speaker":"Ramzi Marjaba","startTime":3031.63,"endTime":3034.24,"body":"sales engineer is the CTO. And"},{"speaker":"Ramzi Marjaba","startTime":3031.63,"endTime":3034.24,"body":"if they're combined in one"},{"speaker":"Ramzi Marjaba","startTime":3034.24,"endTime":3037.81,"body":"person, you're both. So we want"},{"speaker":"Ramzi Marjaba","startTime":3034.24,"endTime":3037.81,"body":"the autonomy to be able to do"},{"speaker":"Ramzi Marjaba","startTime":3037.81,"endTime":3041.23,"body":"that. And not to be screwed"},{"speaker":"Ramzi Marjaba","startTime":3037.81,"endTime":3041.23,"body":"over. I don't know if I'm"},{"speaker":"Ramzi Marjaba","startTime":3041.23,"endTime":3044.62,"body":"allowed to say the word that the"},{"speaker":"Ramzi Marjaba","startTime":3041.23,"endTime":3044.62,"body":"S word, but not to be messed"},{"speaker":"Ramzi Marjaba","startTime":3044.7999999999997,"endTime":3048.37,"body":"over. It's okay. Yeah. Okay, not"},{"speaker":"Ramzi Marjaba","startTime":3044.7999999999997,"endTime":3048.37,"body":"to be screwed over with quota."},{"speaker":"Ramzi Marjaba","startTime":3048.37,"endTime":3052.33,"body":"Because every year you become a"},{"speaker":"Ramzi Marjaba","startTime":3048.37,"endTime":3052.33,"body":"victim of your success as sales"},{"speaker":"Ramzi Marjaba","startTime":3052.33,"endTime":3054.91,"body":"engineers and salespeople. So"},{"speaker":"Ramzi Marjaba","startTime":3052.33,"endTime":3054.91,"body":"this year, you made a million"},{"speaker":"Ramzi Marjaba","startTime":3054.91,"endTime":3058.69,"body":"dollars, guess what your quota"},{"speaker":"Ramzi Marjaba","startTime":3054.91,"endTime":3058.69,"body":"next year is 1.5. And you're"},{"speaker":"Ramzi Marjaba","startTime":3058.69,"endTime":3060.37,"body":"still getting paid the same"},{"speaker":"Ramzi Marjaba","startTime":3058.69,"endTime":3060.37,"body":"amount of commission, your"},{"speaker":"Ramzi Marjaba","startTime":3060.37,"endTime":3062.83,"body":"commission didn't increase. So"},{"speaker":"Ramzi Marjaba","startTime":3060.37,"endTime":3062.83,"body":"that's a pitfall of sales"},{"speaker":"Ramzi Marjaba","startTime":3062.83,"endTime":3064.93,"body":"engineering and sales in"},{"speaker":"Ramzi Marjaba","startTime":3062.83,"endTime":3064.93,"body":"general. I could answer your"},{"speaker":"Ramzi Marjaba","startTime":3064.93,"endTime":3065.65,"body":"question."},{"speaker":"Aaron Moncur","startTime":3065.74,"endTime":3068.0499999999997,"body":"Yep. Yes, you did."},{"speaker":"Aaron Moncur","startTime":3065.74,"endTime":3068.0499999999997,"body":"Yeah. Thank you for checking."},{"speaker":"Aaron Moncur","startTime":3068.74,"endTime":3072.67,"body":"All right. Let's see. Let me"},{"speaker":"Aaron Moncur","startTime":3068.74,"endTime":3072.67,"body":"just one more question then in"},{"speaker":"Aaron Moncur","startTime":3072.7,"endTime":3075.25,"body":"here and then we'll we'll wrap"},{"speaker":"Aaron Moncur","startTime":3072.7,"endTime":3075.25,"body":"it up. What do you have a"},{"speaker":"Aaron Moncur","startTime":3075.25,"endTime":3080.56,"body":"favorite sales, training or book"},{"speaker":"Aaron Moncur","startTime":3075.25,"endTime":3080.56,"body":"on sales?"},{"speaker":"Ramzi Marjaba","startTime":3080.89,"endTime":3084.88,"body":"So I'm gonna"},{"speaker":"Ramzi Marjaba","startTime":3080.89,"endTime":3084.88,"body":"divide that into two. There's a"},{"speaker":"Ramzi Marjaba","startTime":3084.88,"endTime":3088.24,"body":"sales book In sales engineering"},{"speaker":"Ramzi Marjaba","startTime":3084.88,"endTime":3088.24,"body":"book in I actually have a"},{"speaker":"Ramzi Marjaba","startTime":3088.24,"endTime":3091.5099999999998,"body":"YouTube video talking about all"},{"speaker":"Ramzi Marjaba","startTime":3088.24,"endTime":3091.5099999999998,"body":"about that. But the one I would"},{"speaker":"Ramzi Marjaba","startTime":3091.5099999999998,"endTime":3094.39,"body":"recommend for sales is solution"},{"speaker":"Ramzi Marjaba","startTime":3091.5099999999998,"endTime":3094.39,"body":"selling. That's the one I love"},{"speaker":"Ramzi Marjaba","startTime":3094.39,"endTime":3097.6,"body":"the most. There's a lot of other"},{"speaker":"Ramzi Marjaba","startTime":3094.39,"endTime":3097.6,"body":"challenges selling SPIN Selling."},{"speaker":"Ramzi Marjaba","startTime":3098.29,"endTime":3100.84,"body":"I find them they all mean the"},{"speaker":"Ramzi Marjaba","startTime":3098.29,"endTime":3100.84,"body":"same thing. They just change the"},{"speaker":"Ramzi Marjaba","startTime":3100.84,"endTime":3104.89,"body":"terminology and say it's a new"},{"speaker":"Ramzi Marjaba","startTime":3100.84,"endTime":3104.89,"body":"system. I might be wrong. And"},{"speaker":"Ramzi Marjaba","startTime":3104.89,"endTime":3109.7799999999997,"body":"for sales engineers, the I call"},{"speaker":"Ramzi Marjaba","startTime":3104.89,"endTime":3109.7799999999997,"body":"that the SAE Bible, which is"},{"speaker":"Ramzi Marjaba","startTime":3109.7799999999997,"endTime":3114.91,"body":"called Mastering technical sales"},{"speaker":"Ramzi Marjaba","startTime":3109.7799999999997,"endTime":3114.91,"body":"by John Kerr. And it's like a"},{"speaker":"Ramzi Marjaba","startTime":3114.97,"endTime":3118.99,"body":"university book. And you can"},{"speaker":"Ramzi Marjaba","startTime":3114.97,"endTime":3118.99,"body":"take it read whichever chapter"},{"speaker":"Ramzi Marjaba","startTime":3118.99,"endTime":3123.43,"body":"you want to get better in that."},{"speaker":"Ramzi Marjaba","startTime":3118.99,"endTime":3123.43,"body":"But these are only limited to"},{"speaker":"Ramzi Marjaba","startTime":3123.43,"endTime":3126.67,"body":"two. These are the two I'll"},{"speaker":"Ramzi Marjaba","startTime":3123.43,"endTime":3126.67,"body":"pick. If I'm not I'll be here"},{"speaker":"Ramzi Marjaba","startTime":3126.67,"endTime":3128.71,"body":"till tomorrow. So I would"},{"speaker":"Ramzi Marjaba","startTime":3126.67,"endTime":3128.71,"body":"recommend you limit me to two."},{"speaker":"Aaron Moncur","startTime":3129.91,"endTime":3132.43,"body":"Okay, fair enough."},{"speaker":"Aaron Moncur","startTime":3129.91,"endTime":3132.43,"body":"All right. Well, Ramsay this has"},{"speaker":"Aaron Moncur","startTime":3132.43,"endTime":3136.36,"body":"been awesome. Maybe just one"},{"speaker":"Aaron Moncur","startTime":3132.43,"endTime":3136.36,"body":"more. I know. I said one more."},{"speaker":"Aaron Moncur","startTime":3136.39,"endTime":3140.5299999999997,"body":"So I'm already my credibility"},{"speaker":"Aaron Moncur","startTime":3136.39,"endTime":3140.5299999999997,"body":"shot here. I've lived on on air."},{"speaker":"Aaron Moncur","startTime":3140.7999999999997,"endTime":3146.89,"body":"One more question. final final"},{"speaker":"Aaron Moncur","startTime":3140.7999999999997,"endTime":3146.89,"body":"question. Maybe if you had a"},{"speaker":"Aaron Moncur","startTime":3146.89,"endTime":3151.72,"body":"billboard, on what you could put"},{"speaker":"Aaron Moncur","startTime":3146.89,"endTime":3151.72,"body":"something for sales engineers,"},{"speaker":"Aaron Moncur","startTime":3151.7799999999997,"endTime":3154.9,"body":"and all the sales engineers in"},{"speaker":"Aaron Moncur","startTime":3151.7799999999997,"endTime":3154.9,"body":"the world, we're going to drive"},{"speaker":"Aaron Moncur","startTime":3154.9,"endTime":3157.48,"body":"past this billboard and see it,"},{"speaker":"Aaron Moncur","startTime":3154.9,"endTime":3157.48,"body":"what would it be?"},{"speaker":"Ramzi Marjaba","startTime":3158.2,"endTime":3163.57,"body":"Oh, well, it lot"},{"speaker":"Ramzi Marjaba","startTime":3158.2,"endTime":3163.57,"body":"of times sales engineers defer"},{"speaker":"Ramzi Marjaba","startTime":3163.63,"endTime":3167.95,"body":"to salespeople in terms of their"},{"speaker":"Ramzi Marjaba","startTime":3163.63,"endTime":3167.95,"body":"accounts, how they help their"},{"speaker":"Ramzi Marjaba","startTime":3167.95,"endTime":3173.0499999999997,"body":"customers. So my recommendation"},{"speaker":"Ramzi Marjaba","startTime":3167.95,"endTime":3173.0499999999997,"body":"is own it. You own the business"},{"speaker":"Ramzi Marjaba","startTime":3173.0499999999997,"endTime":3176.17,"body":"as much as the salesperson and"},{"speaker":"Ramzi Marjaba","startTime":3173.0499999999997,"endTime":3176.17,"body":"if you're a salesperson, you"},{"speaker":"Ramzi Marjaba","startTime":3176.17,"endTime":3178.15,"body":"already know that you'll want it"},{"speaker":"Ramzi Marjaba","startTime":3176.17,"endTime":3178.15,"body":"so you're good."},{"speaker":"Aaron Moncur","startTime":3178.63,"endTime":3181.39,"body":"Nice. All right."},{"speaker":"Aaron Moncur","startTime":3178.63,"endTime":3181.39,"body":"Terrific. Well, Ramzi thank you"},{"speaker":"Aaron Moncur","startTime":3181.39,"endTime":3184.57,"body":"so much. I sure appreciate you"},{"speaker":"Aaron Moncur","startTime":3181.39,"endTime":3184.57,"body":"being here with me today. How"},{"speaker":"Aaron Moncur","startTime":3184.57,"endTime":3185.65,"body":"can people find you?"},{"speaker":"Ramzi Marjaba","startTime":3186.73,"endTime":3189.52,"body":"We the sales"},{"speaker":"Ramzi Marjaba","startTime":3186.73,"endTime":3189.52,"body":"engineers.com. I mentioned that"},{"speaker":"Ramzi Marjaba","startTime":3189.58,"endTime":3193.24,"body":"I'll leave that questionnaire"},{"speaker":"Ramzi Marjaba","startTime":3189.58,"endTime":3193.24,"body":"for the interview building"},{"speaker":"Ramzi Marjaba","startTime":3193.24,"endTime":3196.33,"body":"questions that I use. So if"},{"speaker":"Ramzi Marjaba","startTime":3193.24,"endTime":3196.33,"body":"people want to want to get it"},{"speaker":"Ramzi Marjaba","startTime":3196.33,"endTime":3199.72,"body":"they can go we the sales"},{"speaker":"Ramzi Marjaba","startTime":3196.33,"endTime":3199.72,"body":"engineers.com/aaron to eight,"},{"speaker":"Ramzi Marjaba","startTime":3199.75,"endTime":3204.0099999999998,"body":"right? Yes. Okay, so they can go"},{"speaker":"Ramzi Marjaba","startTime":3199.75,"endTime":3204.0099999999998,"body":"there and they can download that"},{"speaker":"Ramzi Marjaba","startTime":3204.0099999999998,"endTime":3207.5499999999997,"body":"if they wish. But Ramzi on"},{"speaker":"Ramzi Marjaba","startTime":3204.0099999999998,"endTime":3207.5499999999997,"body":"LinkedIn, Ramzi Marjaba on"},{"speaker":"Ramzi Marjaba","startTime":3207.5499999999997,"endTime":3210.37,"body":"LinkedIn I wish I was like share"},{"speaker":"Ramzi Marjaba","startTime":3207.5499999999997,"endTime":3210.37,"body":"Ramsay on LinkedIn. Ramsay"},{"speaker":"Ramzi Marjaba","startTime":3210.37,"endTime":3214.0,"body":"measurable added the same"},{"speaker":"Ramzi Marjaba","startTime":3210.37,"endTime":3214.0,"body":"mistake. Then Ramzi we the sales"},{"speaker":"Ramzi Marjaba","startTime":3214.0299999999997,"endTime":3217.18,"body":"engineers.com. Just reach out."},{"speaker":"Ramzi Marjaba","startTime":3214.0299999999997,"endTime":3217.18,"body":"I'm happy to chat and help."},{"speaker":"Aaron Moncur","startTime":3217.36,"endTime":3219.4,"body":"Wonderful,"},{"speaker":"Aaron Moncur","startTime":3217.36,"endTime":3219.4,"body":"wonderful art Ramzi, thank you"},{"speaker":"Aaron Moncur","startTime":3219.4,"endTime":3221.38,"body":"so much again, I really"},{"speaker":"Aaron Moncur","startTime":3219.4,"endTime":3221.38,"body":"appreciate your time."},{"speaker":"Ramzi Marjaba","startTime":3221.5299999999997,"endTime":3222.91,"body":"My pleasure."},{"speaker":"Ramzi Marjaba","startTime":3221.5299999999997,"endTime":3222.91,"body":"Thank you for having me."},{"speaker":"Aaron Moncur","startTime":3226.54,"endTime":3229.601,"body":"I'm Aaron Moncur,"},{"speaker":"Aaron Moncur","startTime":3226.54,"endTime":3229.601,"body":"founder of pipeline design and"},{"speaker":"Aaron Moncur","startTime":3229.665,"endTime":3233.4919999999997,"body":"engineering. If you liked what"},{"speaker":"Aaron Moncur","startTime":3229.665,"endTime":3233.4919999999997,"body":"you heard today, please share"},{"speaker":"Aaron Moncur","startTime":3233.556,"endTime":3237.319,"body":"the episode. To learn how your"},{"speaker":"Aaron Moncur","startTime":3233.556,"endTime":3237.319,"body":"team can leverage our team's"},{"speaker":"Aaron Moncur","startTime":3237.383,"endTime":3241.1459999999997,"body":"expertise developing turnkey"},{"speaker":"Aaron Moncur","startTime":3237.383,"endTime":3241.1459999999997,"body":"equipment, custom fixtures and"},{"speaker":"Aaron Moncur","startTime":3241.21,"endTime":3245.037,"body":"automated machines and with"},{"speaker":"Aaron Moncur","startTime":3241.21,"endTime":3245.037,"body":"product design, visit us at Team"},{"speaker":"Aaron Moncur","startTime":3245.101,"endTime":3247.27,"body":"pipeline.us. Thanks for listening."}]}