Who should I follow to learn about Sales Engineering?

If you want to learn **Sales Engineering (SE)** seriously, I’d follow a mix of **practitioners, educators, community builders, and adjacent sales leaders**. The best SEs are usually strong at three things: technical depth, customer discovery, and storytelling/demos. ## Core Sales Engineering voices - John Care - One of the foundational voices in SE. Follow him for presales leadership, team building, and the craft of technical selling. He is associated with Mastering Technical Sales, a common reference in the field. [Registered SE Coaches](https://sales-engineering.org/registered-se-coaches/?utm_source=chatgpt.com) - Peter Cohan - Follow for demo skills and discovery. His work focuses heavily on making demos customer-focused instead of feature tours. [Registered SE Coaches](https://sales-engineering.org/registered-se-coaches/?utm_source=chatgpt.com) - Ramzi Marjaba - Great for practical SE career advice, interviews with practitioners, and community content. [Top 25 Solutions Engineer Voices of 2026 - PreSales Pulse](https://presalespulse.com/top-voices/?utm_source=chatgpt.com) - Garin Hess - Useful if you want to understand buyer enablement, demo automation, and modern buying processes. [Top 25 Solutions Engineer Voices of 2026 - PreSales Pulse](https://presalespulse.com/top-voices/?utm_source=chatgpt.com) - Chris White - Good for improving demo delivery, presentation habits, and SE communication skills. [Cloud Security Sales Engineer Career Guide - CSOH](https://csoh.org/cloud-security-sales-engineer.html?utm_source=chatgpt.com) ## Communities worth joining - [PreSales Collective](https://www.presalescollective.com?utm_source=chatgpt.com) - Probably the largest dedicated SE/presales community. Good for networking, discussions, events, and career growth. [Best AI Sales Engineer Resources (2026) | AISE Pulse](https://aisepulse.com/best-ai-sales-engineer-resources/?utm_source=chatgpt.com) - [We The Sales Engineers](https://wethesalesengineers.com?utm_source=chatgpt.com) - Podcast/community focused specifically on SE practitioners. [We The Sales Engineers](https://wethesalesengineers.com/?utm_source=chatgpt.com) - [North American Association of Sales Engineers](https://sales-engineering.org/?utm_source=chatgpt.com) - Professional association with resources, events, and certification initiatives. [Home Page](https://sales-engineering.org/?utm_source=chatgpt.com) - [Sales Engineering subreddit](https://www.reddit.com/r/salesengineers/?utm_source=chatgpt.com) - Less polished, but useful for real-world discussions about interviews, compensation, tools, and career paths. [Pre-Sales Engineer Communities](https://www.reddit.com/r/salesengineers/comments/1e4n9yr?utm_source=chatgpt.com) ## People outside SE who will make you better Sales Engineers benefit a lot from learning sales craft: - Gong - Follow their research/content around discovery calls, buyer behavior, and communication. [Gong](https://www.gong.io?utm_source=chatgpt.com) - Chris Voss - His negotiation techniques are useful for handling objections and customer conversations. - Jill Konrath - Strong on communicating value quickly in complex sales. ## Books I’d put at the top of the list 1. Mastering Technical Sales - SE fundamentals. 2. Great Demo! - Becoming better at demos. 3. The Trusted Advisor - Building customer trust. 4. Gap Selling - Discovery and problem framing. ## If I were starting today, my follow list would be: 1. John Care 2. Peter Cohan 3. Ramzi Marjaba 4. Garin Hess 5. Chris White 6. PreSales Collective 7. We The Sales Engineers podcast/community Then I’d spend 30–60 minutes per week practicing: - explaining a product without slides - asking better discovery questions - running shorter, outcome-focused demos - writing customer-facing technical explanations Those skills are what separate strong SEs from people who are simply good at the technology.

**To learn Sales Engineering, follow thought leaders like John Care, Peter Cohan, Chris White, James Kaikis, and Garin Hess - they are widely recognized as the most influential voices shaping the field today.**[Top 25 Solutions Engineer Voices of 2026 - PreSales Pulse](https://presalespulse.com/top-voices/) ## 📌 Key Sales Engineering Experts to Follow Expert| Role & Contributions| Why Follow Them ---|---|--- **John Care**| Author of _Mastering Technical Sales_; trained 45,000+ SEs; built SE orgs at Oracle, HP, and more| Considered the “father” of modern Sales Engineering; his book is a must-read for SEs **Peter Cohan**| Founder of _Great Demo!_; author of _Doing Discovery_| Known for the “Do the Last Thing First” demo methodology, used globally **Chris White**| Author of _The Six Habits of Highly Effective Sales Engineers_; runs Demo Doctor| Offers practical frameworks and certification programs for SEs **James Kaikis**| Co-founder of PreSales Collective (15,000+ members); host of _The PreSales Podcast_| Community builder and advocate for standardizing SE roles **Garin Hess**| Founder of Consensus; author of _Buying is Hard, Selling is Harder_| Pioneer of demo automation, reshaping how SEs scale their impact ## 🌟 Why These Voices Matter * **John Care** provides foundational frameworks that nearly every SE organization references. * **Peter Cohan** revolutionized demo methodology, making technical presentations more buyer-focused. * **Chris White** emphasizes habits and mindset, bridging technical expertise with communication skills. * **James Kaikis** connects SEs globally, offering networking and shared best practices. * **Garin Hess** focuses on automation, helping SEs adapt to scaling challenges in enterprise sales. ## ⚠️ Risks & Challenges in Following Thought Leaders * **Over-specialization** : Some experts focus heavily on demos or discovery; balance your learning with broader sales strategy. * **Community vs. Practice**: Online communities (like PreSales Collective) are excellent for networking, but practical application requires hands-on experience. * **Rapid Change**: SE practices evolve quickly with AI and automation; ensure you follow leaders who adapt to new technologies.[Thinkers360 Publishes the Top 50 Sales Thought-Leaders List](https://www.universalbusinesscouncil.org/artificial-intelligence/thinkers360-top-50-sales-thought-leaders/) ## ✅ Actionable Next Steps 1. **Read their books** (_Mastering Technical Sales_, _Great Demo!_, _Six Habits of Highly Effective SEs_). 2. **Join PreSales Collective** to connect with peers and access events. 3. **Follow them on LinkedIn** for daily insights and discussions. 4. **Listen to podcasts** like _The PreSales Podcast_ and _Make It Happen Mondays_ (for broader sales context).[Top 25 Solutions Engineer Voices of 2026 - PreSales Pulse](https://presalespulse.com/top-voices/)[Top 25 Sales Voices of 2026 - Seller Report](https://thesellerreport.com/voices/) Would you like me to curate a **step-by-step learning path** (books, podcasts, communities, certifications) so you can build Sales Engineering expertise systematically?

Learning Sales Engineering (SE) requires a blend of technical depth, commercial acumen, and sharp communication skills. To fast-track your learning, following industry veterans who focus specifically on "Pre-Sales" rather than general sales is essential. ### Top Thought Leaders to Follow * **John Care:** A legendary figure in the industry and co-author of _Mastering Technical Sales_. Following him on LinkedIn provides deep insights into SE leadership, discovery processes, and buyer psychology. [Any good SE/SaaS Consultant influencers to follow on LinkedIn?](https://www.reddit.com/r/salesengineers/comments/1jxmh02/any_good_sesaas_consultant_influencers_to_follow/) * **Ramzi Marjaba:** The founder of **WeTheSalesEngineers** , Ramzi is dedicated to helping new and seasoned SEs. His content covers everything from mastering technical discovery calls to managing stakeholder relationships. [10 Sales Engineering Experts You Should Be Following on Twitter](https://www.cloudshare.com/blog/10-sales-engineering-experts-you-should-be-following-on-twitter/#:~:text=Ramzi%20is%20a%20veteran%20sales%20engineer%20who,as%20well%20as%20some%20great%20blog%20content.) * **Chris White:** Author of _The Six Habits of Highly Effective Sales Engineers_. Chris focuses on transforming technical professionals into trusted advisors and strategic partners during the sales cycle. * **Peter Cohan:** The authority on software demonstrations. If you want to learn how to deliver crisp, customer-centric product demos instead of "feature dumps," his _Great Demo!_ methodology is a must-follow. ### Dedicated Communities & Podcasts * **We The SEs Podcast:** Hosted by Ramzi Marjaba, this is the premier podcast for sales engineers. It features interviews with top pre-sales professionals discussing real-world scenarios, compensation, and career growth. [10 Sales Engineering Experts You Should Be Following on Twitter](https://www.cloudshare.com/blog/10-sales-engineering-experts-you-should-be-following-on-twitter/#:~:text=Ramzi%20is%20a%20veteran%20sales%20engineer%20who,as%20well%20as%20some%20great%20blog%20content.) * **PreSales Collective:** While not a single individual, this global community is the gold standard for networking, mentorship, and learning about the SE profession from peers and leaders alike. ### Essential Reading List * _Mastering Technical Sales_ by John Care and Aron Bohlig (The ultimate handbook for any SE). [Any good SE/SaaS Consultant influencers to follow on LinkedIn?](https://www.reddit.com/r/salesengineers/comments/1jxmh02/any_good_sesaas_consultant_influencers_to_follow/) * _The Six Habits of Highly Effective Sales Engineers_ by Chris White (Great for soft skills and mindset). * _Great Demo!_ by Peter Cohan (Essential for presentation and demo mastery). Are you currently transitioning into Sales Engineering from a technical background, or are you already working in an SE role looking to level up?

To learn about Sales Engineering (often called Solutions Engineering or PreSales), you want to follow a mix of seasoned practitioners, community builders, and master demo-crafters. Unlike traditional sales, Sales Engineering requires blending deep technical acumen with persuasive communication. The top voices, communities, and resources dedicated specifically to the Sales Engineering profession include: * ** _John Care_ :** Managing Director at Up2Speed and author of __Mastering Technical Sales__. He is practically the godfather of modern SE training, having trained tens of thousands of professionals on how to bridge the gap between tech and sales. [Top 25 Solutions Engineer Voices of 2026 - PreSales Pulse](https://presalespulse.com/top-voices/) * **Ramzi Marjaba :** Founder and host of the [_We the Sales Engineers_](https://presalespulse.com/top-voices/) podcast and community. Ramzi focuses heavily on the day-to-day realities, career growth, soft skills, and mental frameworks needed to thrive as an SE. * ** _Peter Cohan_ :** Founder of _Great Demo!_ and author of several books on software demonstration. If you want to master the art of the software pitch - specifically why you should ditch traditional feature-dump demos - Cohan is the gold standard. * ** _James Kaikis_ :** Co-founder of the PreSales Collective, the largest global community for PreSales and Sales Engineering professionals. Following him and the collective will give you a direct window into hiring trends, mentorship, and community-driven best practices. * **Chris White :** Founder of _Tech Sales Mastery_ and author of __ The Six-Figure Sales Engineer__. He offers fantastic tactical advice on transition strategies, discovery calls, and execution for both new and veteran SEs. * **Patrick Pissang :** CEO of _Sales Hero_ and a prominent LinkedIn voice who shares hyper-practical, daily advice on modern software demos, buyer enablement, and pre-sales strategies. Best Communities & Hubs to Monitor * **PreSales Collective:** Keep an eye on their site and LinkedIn presence for webinars, Slack channels, and state-of-the-industry reports. * **We the Sales Engineers Blog/Podcast:** Perfect for listening to interviews with working SEs about how they handle difficult technical proof-of-concepts (PoCs) and pushback from enterprise clients. Are you looking to **break into your first Sales Engineering role** , or are you an **active SE looking to level up** your discovery and demo skills? Let me know so I can point you toward the most relevant resources or technical frameworks.

Start with a mix of practitioners, teachers, and communities rather than relying on one “guru.” Sales Engineering - also called Solutions Engineering or presales - requires three capabilities at once: technical credibility, customer discovery/value selling, and clear demos, so the best people to follow tend to specialize in one of those areas. ## Core people to follow | Person / organization | Best for | Why follow | |---|---|---| | **John Care** - Mastering Technical Sales | The full SE craft, onboarding, and SE leadership | He wrote *Mastering Technical Sales*, a foundational handbook for the profession, and publishes training focused specifically on technical-sales practice. [Best Resources for Sales Engineers](https://wethesalesengineers.com/best-resources-for-sales-engineers/)[Top 25 Solutions Engineer Voices of 2026 - PreSales Pulse](https://presalespulse.com/top-voices/) | | **Peter Cohan** - Great Demo! | Demos and discovery | His work emphasizes tying a demo to customer outcomes and conducting discovery well before showing product; his “Do the Last Thing First” approach is widely used in presales. [Top 25 Solutions Engineer Voices of 2026 - PreSales Pulse](https://presalespulse.com/top-voices/) | | **Chris White** - Demo Doctor / Tech Sales Mastery | Practical habits and demo effectiveness | He wrote *The Six Habits of Highly Effective Sales Engineers* and teaches repeatable approaches to the SE role and demonstration skills. [Top 25 Solutions Engineer Voices of 2026 - PreSales Pulse](https://presalespulse.com/top-voices/) | | **James Kaikis** - PreSales Collective | Community, career growth, and modern presales practice | He co-founded PreSales Collective and hosts *The PreSales Podcast*; the community is a strong source of peer learning, job/career discussion, and practitioner perspectives. [Top 25 Solutions Engineer Voices of 2026 - PreSales Pulse](https://presalespulse.com/top-voices/) | | **Ramzi Marjaba** - We The Sales Engineers | Day-to-day SE lessons and career perspectives | His podcast interviews sales engineers and adjacent roles, filling the gap between generic sales content and purely technical content. [We The Sales Engineers: A Resource for Sales ... - Apple Podcasts](https://podcasts.apple.com/us/podcast/we-the-sales-engineers-a-resource-for-sales/id1378292171)[Best Resources for Sales Engineers](https://wethesalesengineers.com/best-resources-for-sales-engineers/)[Top 25 Solutions Engineer Voices of 2026 - PreSales Pulse](https://presalespulse.com/top-voices/) | | **Conor Meng & Alex Navarrete** - The Sales Engineering Podcast | SE leadership and operating an SE organization | Their show focuses on stories and practical practices around Sales Engineering programs and people. [The Sales Engineering Podcast - Spotify](https://open.spotify.com/show/0Det6EcOQ8JW5hocF92Rgn)[Top 25 Solutions Engineer Voices of 2026 - PreSales Pulse](https://presalespulse.com/top-voices/) | | **Daryn Reif / Sales Engineer Guy** | Presales resources and broader community discovery | His site curates presales podcasts and points to active conversations across the field. [PreSales Podcasts - The Sales Engineer Guy](https://www.salesengineerguy.com/2021/03/presales-podcasts.html) | ## Follow by skill ### If you’re new to Sales Engineering Prioritize **John Care**, **Ramzi Marjaba**, and **PreSales Collective**. You will learn what an SE actually owns in a deal: discovery, technical validation, demos, proof of concept work, internal alignment, and partnering with account executives. A useful first book is *Sales on Rails* by John Haldi, which is positioned as a concise introduction for people entering the role. Then move to Care’s *Mastering Technical Sales* for a fuller professional framework.[Best Resources for Sales Engineers](https://wethesalesengineers.com/best-resources-for-sales-engineers/) ### If you need better demos Follow **Peter Cohan** and **Chris White**. The key shift is from “here are all our features” to: “you told us outcome X matters; here is the workflow that proves we can help achieve it.” For example, instead of spending 15 minutes touring a dashboard, start with the end-state the buyer wants - such as reducing implementation time - and show the smallest realistic workflow that demonstrates that result. Only then go deeper if the audience asks. ### If you need better discovery and commercial skill Add general sales thinkers alongside SE-specific voices. *SPIN Selling* by Neil Rackham is frequently recommended in SE resource lists because it focuses on asking purposeful questions rather than treating discovery as a generic questionnaire. *The New Solution Selling* is another useful framework for moving through complex solution sales.[Best Resources for Sales Engineers](https://wethesalesengineers.com/best-resources-for-sales-engineers/) Also follow product, customer-success, and GTM leaders at companies in your target industry. Strong SEs translate between product capabilities, a buyer’s operational problems, and business outcomes - not just technology. ## Communities worth joining - **PreSales Collective** for peer learning and presales-focused content; it was founded by James Kaikis and has grown into a large presales community.[Top 25 Solutions Engineer Voices of 2026 - PreSales Pulse](https://presalespulse.com/top-voices/) - **We The Sales Engineers** for interviews and perspectives from working SEs.[Best Resources for Sales Engineers](https://wethesalesengineers.com/best-resources-for-sales-engineers/)[We The Sales Engineers: A Resource for Sales ... - Apple Podcasts](https://podcasts.apple.com/us/podcast/we-the-sales-engineers-a-resource-for-sales/id1378292171) - **SE Nation**, founded by Conor Meng, for community and content around the discipline.[Top 25 Solutions Engineer Voices of 2026 - PreSales Pulse](https://presalespulse.com/top-voices/) - **NAASE** (National Association of Sales Engineers) for articles on demos, POCs, value, career growth, communication, leadership, and the evolving SE role.[NAASE Blog | Sales Engineering Insights and Presales Strategy](https://sales-engineering.org/blog/) ## A simple follow plan 1. Follow John Care, Peter Cohan, Chris White, James Kaikis, and Ramzi Marjaba on LinkedIn. 2. Subscribe to **We The Sales Engineers**, **The Sales Engineering Podcast**, and **The PreSales Podcast**. 3. Read one book on the SE role (*Mastering Technical Sales*), one on demonstrations (*Great Demo!*), and one on discovery (*SPIN Selling*). 4. Each week, review one recent deal: what the customer was trying to accomplish, what you learned in discovery, which proof points mattered, and what you would show differently in the next demo. The fastest improvement comes from combining those external voices with your own deal reviews and feedback from an experienced SE or AE in your specific market.