28 November 2025
Sales Engineering for the Win | with Mike Bourgeois
40% Better - Engineering Leadership
About
In this powerful episode of 40% better, host Bill Lennan sits down with sales leader Mike Bourgeois to dive deep into the essential mindset that separates top sales professionals from the rest: customer-centric selling.
Mike argues that the key to sales success isn't aggressive closing tactics, but a relentless focus on serving the customer and building a genuine, long-term relationship. If you've ever wondered how to close more deals, stop making the sales process about your quota and start making it about the customer's needs!
🔑 Episode Takeaways
It's Never About You: Mike's core philosophy is that the salesperson's job is to serve, not to sell themselves.
The Power of Perspective: Why understanding the customer's long-term needs is more important than the immediate transaction.
Empathy in Action: How listening and empathy are the most critical tools for every sales engineer and professional.
The Blueprint for Repeat Business: Focusing on value creation leads directly to enduring customer relationships and continued sales success.
Connect with Mike on Linkedin: https://www.linkedin.com/in/semikeb/
I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Bill and the 40 % Better podcast team
Connect with Bill on LinkedIn: https://www.linkedin.com/in/wblennan/
Visit the 40 Percent Better website here: https://40pb.com/
Listen to 40 % Better on these podcast platforms:
Spotify: https://open.spotify.com/show/6qkqdMPkR9BqYPM7UPa4P0
Apple Podcasts: https://podcasts.apple.com/us/podcast/40%25-better---engineering-leadership/id1709546347
Amazon Podcasts: https://music.amazon.com/podcasts/01ad162e-7a33-4df4-8c29-04c4af0405fc/40-better---engineering-leadership
#40PercentBetter #BillLennan #Leadership #TeamPerformance #EmployeeEngagement #PsychologicalSafety #BusinessGrowth #Kaizen #EngineeringLeadership #Coaching The 40% Better podcast with Bill Lennan unlocks previously unheard-of performance levels in teams and leaders. Bill Lennan, founder of 40 Percent Better, interviews experts on employee engagement, psychological safety, engineering leadership, and actionable mental models. Learn how to foster high-performing teams, improve team productivity, and achieve sustainable success in business through a focus on human-centered systems.
Mike argues that the key to sales success isn't aggressive closing tactics, but a relentless focus on serving the customer and building a genuine, long-term relationship. If you've ever wondered how to close more deals, stop making the sales process about your quota and start making it about the customer's needs!
🔑 Episode Takeaways
It's Never About You: Mike's core philosophy is that the salesperson's job is to serve, not to sell themselves.
The Power of Perspective: Why understanding the customer's long-term needs is more important than the immediate transaction.
Empathy in Action: How listening and empathy are the most critical tools for every sales engineer and professional.
The Blueprint for Repeat Business: Focusing on value creation leads directly to enduring customer relationships and continued sales success.
Connect with Mike on Linkedin: https://www.linkedin.com/in/semikeb/
I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly. – Bill and the 40 % Better podcast team
Connect with Bill on LinkedIn: https://www.linkedin.com/in/wblennan/
Visit the 40 Percent Better website here: https://40pb.com/
Listen to 40 % Better on these podcast platforms:
Spotify: https://open.spotify.com/show/6qkqdMPkR9BqYPM7UPa4P0
Apple Podcasts: https://podcasts.apple.com/us/podcast/40%25-better---engineering-leadership/id1709546347
Amazon Podcasts: https://music.amazon.com/podcasts/01ad162e-7a33-4df4-8c29-04c4af0405fc/40-better---engineering-leadership
#40PercentBetter #BillLennan #Leadership #TeamPerformance #EmployeeEngagement #PsychologicalSafety #BusinessGrowth #Kaizen #EngineeringLeadership #Coaching The 40% Better podcast with Bill Lennan unlocks previously unheard-of performance levels in teams and leaders. Bill Lennan, founder of 40 Percent Better, interviews experts on employee engagement, psychological safety, engineering leadership, and actionable mental models. Learn how to foster high-performing teams, improve team productivity, and achieve sustainable success in business through a focus on human-centered systems.