Episode 15: Sales Engineering in the Real World – A Conversation with Tristan Soule

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Wiring Trust: Sales Engineering in the Real World – A Conversation with Tristan Soule

What does it really mean to be a Sales Engineer in the security industry—and how has the role evolved as systems, budgets, and customer expectations have changed? In this episode of 49 Volts, host Josh Bowman sits down with Tristan Soule, a longtime Director of Sales Engineering with nearly two decades of experience at one of the largest integrators in the Southeast, to explore the real-world dynamics of selling, scoping, and supporting complex security systems.

🔥 Key Topics We Cover:
✅ The Sales Engineer’s Role – From discovery to deployment, how SEs drive real value in the sales process
✅ Customer Needs vs. Wants – Why understanding the “why” behind a request matters more than ever
✅ Working with Salespeople – Strategies for staying aligned (even when the demo goes off the rails)
✅ Engineering for Budget Reality – Designing scalable solutions when “Cadillac dreams” meet “Chevy budgets”
✅ Staying Grounded in a Changing Industry – What’s changed in security integration—and what hasn’t

💡 Why Watch?
This episode is packed with honest, tactical insight for integrators, sales engineers, account managers, and anyone working in the trenches of the physical security industry. Tristan brings years of field-tested experience and a down-to-earth perspective that will resonate with anyone who’s ever tried to balance technology, budget, and trust.

📌 Need marketing expertise for the low voltage/security industry?
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Tristan Soule LinkedIn: https://www.linkedin.com/in/tristan-soule-psp%C2%AE-3ba90b2a/

#SalesEngineering #SecurityIntegration #LowVoltageLife #PhysicalSecurity #TechAndTrust #CustomerDiscovery #SecurityDesign #49VoltsPodcast #SystemsIntegrator #SecuritySales

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