I have broken down the SE Worklife - My Journey Book into four parts series.  They all are about 30 to 40 min.   

“How is the book broken up? 
 This book is broken into four major critical milestones in my life journey.  We will start with my early entrance into my family's business and what I learned through my father that impacted my future decisions.  The second part will showcase the sales side of sales engineering and my experiences with selling at CSR and Moore Business Forms.  From there, we will spend a reasonable amount of time in the Sales Engineering role. Finally, and the most impactful, was the knowledge of how vastly different corporate leadership vs. Pre-Ipo leadership will help those looking to move into a more significant role. . 
 My Journey 
 
 So let me give you a little background about Kevin Kunz and why I am writing this book. I'll give you some context to support why you should listen to some things I've learned over my 30 years in this business. I will discuss a little bit about my management philosophy, my pillars, and my approach and let you know about my blind spots. These will be my "Done Wells / Do Betters, "* thanks to Don Beck - accumulated over my 30-year career[…].”

The TOC for all of these sessions 

Part 1 
Disclaimers| Acknowledgements | Introductions | Model Homes 

Part 2
Crazy Bobs | CSR Computer System Repair | Moore Business Forms 

Part3
Jetform | Adobe | Involver | Oracle 

Part 4
Elastic Search | Snowflake | Retirement 

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.

I have broken down the SE Worklife - My Journey Book into four parts series.  They all are about 30 to 40 min.   

“How is the book broken up? 
 This book is broken into four major critical milestones in my life journey.  We will start with my early entrance into my family's business and what I learned through my father that impacted my future decisions.  The second part will showcase the sales side of sales engineering and my experiences with selling at CSR and Moore Business Forms.  From there, we will spend a reasonable amount of time in the Sales Engineering role. Finally, and the most impactful, was the knowledge of how vastly different corporate leadership vs. Pre-Ipo leadership will help those looking to move into a more significant role. . 
 My Journey 
 
 So let me give you a little background about Kevin Kunz and why I am writing this book. I'll give you some context to support why you should listen to some things I've learned over my 30 years in this business. I will discuss a little bit about my management philosophy, my pillars, and my approach and let you know about my blind spots. These will be my "Done Wells / Do Betters, "* thanks to Don Beck - accumulated over my 30-year career[…].”

The TOC for all of these sessions 

Part 1 
Disclaimers| Acknowledgements | Introductions | Model Homes 

Part 2
Crazy Bobs | CSR Computer System Repair | Moore Business Forms 

Part3
Jetform | Adobe | Involver | Oracle 

Part 4
Elastic Search | Snowflake | Retirement 

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.

I have broken down the SE Worklife - My Journey Book into four parts series.  They all are about 30 to 40 min.   

“How is the book broken up? 
 This book is broken into four major critical milestones in my life journey.  We will start with my early entrance into my family's business and what I learned through my father that impacted my future decisions.  The second part will showcase the sales side of sales engineering and my experiences with selling at CSR and Moore Business Forms.  From there, we will spend a reasonable amount of time in the Sales Engineering role. Finally, and the most impactful, was the knowledge of how vastly different corporate leadership vs. Pre-Ipo leadership will help those looking to move into a more significant role. . 
 My Journey 
 
 So let me give you a little background about Kevin Kunz and why I am writing this book. I'll give you some context to support why you should listen to some things I've learned over my 30 years in this business. I will discuss a little bit about my management philosophy, my pillars, and my approach and let you know about my blind spots. These will be my "Done Wells / Do Betters, "* thanks to Don Beck - accumulated over my 30-year career[…].”

The TOC for all of these sessions 

Part 1 
Disclaimers| Acknowledgements | Introductions | Model Homes 

Part 2
Crazy Bobs | CSR Computer System Repair | Moore Business Forms 

Part3
Jetform | Adobe | Involver | Oracle 

Part 4
Elastic Search | Snowflake | Retirement 

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.

Hi folks 

This episode includes one of my great friends Jake Vernon and his approach to storytelling.  For those who know Jake, he likes to do things differently than most.  

His methodology is : 

• Quick Research
• Natural - No Scripting
• Validations Confirmation Loop

Finer Points you will learn - 

1. Work with SMB, Enterprise, Corporate, and Strategic Teams to learn great stories that can transcend your conversation.
2. Work Value into every Pitch 
3. Use these vignettes to build trust and expand your conversation
4. It's Ok to say I don't know - get that next meeting. 

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.

Hi folks
I was thinking hard about this episode - https://youtu.be/rq3n2sJ43Hg

I break down the value in how to tell the story - but how to do the research and connect with the customer!  

I reference an excellent friend Alex Dombroski - who did this at Oracle with DIL Day in the Life. 

In this episode, I will give a quick example of searching for information, pulling out the details, and assigning a point of View/ Value!  

I do this with a quick 10 min search on Chickfila - and show you how I can save them 13 Million a year over their 2600 storefronts.   -
 https://www.tripadvisor.com/ShowUserReviews-g60898-d4369384-r330765858-Chick_fil_A-Atlanta_Georgia.html

You are welcome!  

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.

So this month, we will walk through storytelling, this episode is the launch episode, and we will have a few guests to cover their experiences, success, and failures for all of you to learn from.  

We will cover 
What makes a good story 
4 step formula 
Technology 
Character development
Plot design
Delivery

Welcome to February

Let me know if you have a storytelling experience and if you want to join the call

K 

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.

Andrae M Podcast - Relationships 

https://www.linkedin.com/in/andrae-middleton-cissp-cisa-crisc-0991446/

Join us in another relationship discussion on the ins, outs, tips, and tricks to help you build relationships beyond just the business.   

Andrae  is an excellent storyteller, architect, and a fantastic dad of three kids in North Carolina. 

Linkedin Bio

I have the amazing role of engaging with customers, understanding not only their use causes, business cases, and business challenges, but I get to engage and understand the people and provide solutions that address their needs which transcends to the needs of the business. In addition, I am part of a team that I can lead in terms of growth, team achievements, industry achievements, and product and solution evolution. In the end, it's people first, always.....

"We need leaders not in love with money but in love with justice. Not in love with publicity but in love with humanity.”

"You Can’t wait until life isn't hard anymore before you decide to be happy."

He will focus on three elements :

Relationship

• You have to care about people - empathy. 
  • I look customers - several one-off and group conversations
  • I take notes with people's names are
  • John what he is saying - notes as they speak - and how they say it 
  • Mannerisms are important 
  • Their status in the organization - did she just become a VP?
  • What does it mean to her in her career
  • Be aware of the people 
  • The way this customer articulates himself - he over-communicates - slows down, and is specific about every word - 
• Communication / Access - Phone / Coffee / Texting 
  • If you do not have a phone number, you do not have a relationship 
• Targeting People 
  • Who would you talk to, and why 
  • When you have that relationship, you get the sense of assurance of their names and not their Titles - you need to talk to mary - who is she - VP
• Time 
  • You can not build without time 
  • Its not 1hr call 3xs a week - 
  • When I talk to my customer - not always a 1hr long call 
  • It can be a text
• Relationship Migration
  • Most relationships are transactional, and Mine are not 
  • Tons of people have my number 
  • Relationships don't move because the opp moves
• One-dimensional relationships do not work - the new SE will build more relationships. 
  • You can't have a fake relationship.
• Linkedin vs. true relationships 
  • You genuinely care! 
  • Those will stand the test of time. 
• Most rewarding - 
  • Customers reach out after they are my customer asking me about a technology that is not even the tech that I sell - who would you reach out to 
  • You are not a trusted advisor - you are a friend.

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.