Live at Sol/Con 2026! Four Skills Driving Sales Outcomes with Rew Dickinson

In this live podcast episode recorded at Sol/Con 2026, Rew Dickinson, CEO and founder of Alpha Go-To-Market, joins co-hosts Jack Cochran and Matthew James to present a framework of four core skills that drive sales outcomes for solutions engineers.

Follow Us

• Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/

• Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/

• Connect with Rew Dickinson: https://www.linkedin.com/in/rewdickinson/

Key Topics Covered

1. The SE Talk-Time Problem: How Gong call analysis reveals SEs dominating conversations with product talk instead of listening

2. The Starbucks Story: Rew's revelation that SEs are often the most influential person in the sales cycle

3. Knowledge Layer: Why SEs must understand how prospect companies make money before demos

4. Storytelling for Pre-Sales: Shifting from product-centric to prospect-focused narratives

5. The iPhone Value Exercise: Live demonstration showing value exists in the gap between current and desired state

6. Discovery Beyond Requirements: Creating vision with questions like "If I shadowed your team for a week, what would I see slowing them down?"

7. Leadership and Taking a Stance: Why SEs need to be prescriptive ("you should") instead of offering endless options ("you could")

8. The Tenure Gap: SEs average 7 years versus sales reps at 2 years—and why SEs should leverage this expertise advantage