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From YouTube: TT380: Technical Questions for Sales (Kickoff)
Description
This is a Tanuki Tech session on 8/25/2020.
For more on Tanuki Tech, see here: https://about.gitlab.com/handbook/marketing/revenue-marketing/sdr/tanuki-tech/
For more on the speaker, see here: https://www.linkedin.com/in/christopher-wang-0835b226/
A
Yeah,
let's
just
talk
about
what
this
class
is
and
expectations
are
for
it.
First
of
all,
I
want
to
commend
you
for
taking
like
the
hardest
class.
I
think
that
this
class
is
going
to
be
really
good
for
people
that
are
trying
to
get
into
sales.
A
I
think
that
you
can
leverage
this
as
a
talking
piece,
if
you
guys
are
applying
for
a
sales
job
internally
and
stuff,
like
that,
a
quick,
audio
visual
check
can
you
all
see
like
my
screen,
okay
and
everything
all
right,
cool,
all
right,
y'all
already
know
about
me.
I
see
everyone
here
as
a
leader
in
this
organization.
Tanuki
tech
is
what
I
run
and
I'm
really
interested
in
like
especially
for
y'all.
A
If
there's
anything
that
I
can
do
or
like
from
an
enablement
perspective,
let
me
know
and
I'll
put
it
on
a
road
map.
So
that's
that's
a
little
bit
about
myself.
So,
let's
talk
about
this
class,
so
I
can
get
you
all
situated
and
give
you
your
time
back
right.
So,
what's
the
goal
of
this
class,
the
goal
of
this
class
is
to
have
better
customer
conversations
period.
I'll
talk
to
you
about
like
what
this
thing
is,
and
it
wasn't
actually
created
by
me.
A
It
was
created
by
sales,
enablement
and
we'll
talk
a
little
bit
about
the
history
of
why
they
created
it.
The
goal
of
it
actually
sid.
Our
ceo
was
the
person
who
came
up
with
the
idea
for
this
class.
So
literally,
it
comes
all
the
way
from
the
top
other
goals.
If
you
want
to
have
a
career
in
sales,
I
want
this
to
be
like
a
talking
point
for
your
new
management.
So,
like
hey,
listen,
we
went
through
this.
You
can
ask
me
about
all
these
things.
You
know
we've
been
through
the
training.
A
This
is
how
I'm
prepared
right.
So
how
are
we
going
to
do
that?
Well,
we're
going
to
understand
the
most
commonly
asked
customer
technical
questions,
so
sales
literally
created
this.
This
wasn't
like
sales
enablement
where
it's
like
hey.
We
think
that
people
need
to
know
this
and
there's
always
that
delta,
because
they're
not
actually
doing
it.
This
came
from
the
essays
themselves.
They
asked
the
essays
like
what
are
the
most
commonly
asked
customer
technical
questions.
A
They
ranked
all
of
them
came
up
with
the
top
ones
and
then
literally,
they
created
this
like
through
it.
So
so
that's
how
we're
gonna
do
it
and
better
understand
technology
in
general?
Let
me
throw
in
some
caveats.
I
think
this
class
is
gonna
be
hard.
I
think
that
you're
gonna
have
to
put
time
into
it,
but
if
you
put
time
into
it,
you
will
level
up
and
be
more
effective,
and
I
think
that
that's
definitely
something
that
you
can
count
on.
A
So
let's
talk
about
logistics
right,
so
you
know
it
was
a
round
table.
Our
ceo
was
talking
to
some
other
people
and
then
he
basically
had
a
challenge
for
sales
and
basically
said
I
want
all
of
the
cells
in
smb
everyone
top
down
to
be
able
to
answer
the
top
100
technical
questions
that
are
asked
by
our
customers
and
then
obviously
that
sales
vps
are
like.
A
Isn't
that
why
we
pay
essays
so
they
pushed
back
and
then
they
eventually
settled
on
25,
and
so
this
course
is
based
out
of
this
and
then
what
ended
up
happening
is
there
was
covet
hit,
other
things
happened
and
then
so
this
class
was,
you
know
it's
something.
That's
on
sales
is
timetable,
but
they
actually
haven't
done
it.
Yet
you
literally
are
going
to
be
the
first
people
to
have
gone
through
it.
A
Besides
myself,
I
already
have
gone
through
all
of
these
sessions
multiple
times,
I'm
not
going
to
ever
feed
anything
you
that
I
haven't
gone
through
myself
so
out
of
the
25
sessions
that
they
agreed
on.
They
made
19
of
them.
I
actually
added
up
the
minutes
for
all
of
them
combined
together.
If
you
listen
to
all
of
them
on
one
time
speed,
it
will
take
you
one
and
a
half
hours.
So
if
you
listen
to
all
of
them
like
1.75
speed,
it'll,
take
you
about
an
hour
right.
A
There's
homework
at
the
end.
Do
assess
understanding.
Definitely
do
it,
that's
how
you
get
credit
and
it's
not
just
homework
for
homework's
sake.
It's
not
like
that.
Multiple
choice,
stuff
that
we
make
you
do
every
single
question
of
the
homework
is
either
talking
about
something
that
your
customers
could
ask
you,
or
is
it
asking
to
explain
a
concept
that
our
customers
may
ask
right?
A
So
what's
the
process
well
step,
one
listen
to
the
videos
jot
down
questions.
My
caveat
here
is
that
I
think
that
some
of
the
videos
are
going
to
talk
about
new
concepts
and
things
that
are
going
to
be
difficult
to
understand.
So,
like
you
know,
when
you're
talking
about
sam
all
and
like
oauth
and
like
you
know
like
like
project
hierarchies
and
like
you
know
some
of
that
granular
stuff,
it's
gonna
be
like
one
of
those
math
classes
that
you
took
where
it's
just
sort
of
like.
A
I
want
to
understand
the
content,
but
to
understand
the
content
I
feel
like.
I
need
to
understand
even
more
stuff.
So
what
I'm
going
to
do
is
I'm
going
to
have
an
optional
session.
Anyone
welcome
to
come,
and
you
can
ask
all
those
questions.
First,
like
they
talk
a
lot
about
samuel
in
these
conversations.
What
is
this
right?
You
can
come
to
this
optional
session.
A
If
you
want,
if
you
don't
want
to
don't
come
right
and
then
at
the
end
of
it
hand
in
the
homework,
that's
how
you
get
credit,
I'm
going
to
tentatively
slate
this
due
date.
It's
it's
soft
right,
but
like
try
to
have
it
done
in
two
weeks
that
friday,
so
that's,
ultimately
how
you
get
credit.
So
all
right!
This
is
what
I
got
to
say
about
this.
It's
async,
there's,
no,
like
I'll,
show
you
what
it
is
in
a
second
but
put
in
the
time
right.
A
If
you
put
in
the
time
to
underst
watch
these
videos,
take
notes,
understand
them
and
be
able
to
articulate
them.
They
will
help
you
with
your
customer
conversations.
I've
gone
through
all
the
videos
myself.
I
will
say
that,
even
though
I
have
a
technical
background,
I
had
to
watch
some
of
these
videos
multiple
times
to
be
able
to
understand
some
of
these
things.
So
I
do
think
that's
going
to
be
challenging.
A
That's
why
we're
gonna
have
the
office
hours
to
help
y'all
with
you
know,
understand
some
of
these
concepts
and
the
other
thing
that
I'll
say
is
your
mileage
may
vary
right
so
and
your
mileage
is
gonna
vary
depending
on
whether
or
not
you
put
in
the
time.
So,
if
you
put
in
the
time,
I
really
do
think
you'll
get
a
lot
out
of
it.
A
If
it's
something
where
it's
like,
I'm
just
gonna
go
through
the
motions,
then
I
think
that
you'll
get
a
checkbox
right,
but
it'll
be
like
a
lot
of
enablements
that
you've
done
in
the
past,
where
you
get
credit
good
job,
your
sdr
level
3
for
mostly
all
here,
so
it
doesn't
really
matter
anyway
right.
So
I
do
encourage
you
to
put
in
the
time
take
advantage
of
the
office
hours
if
you
want
to
come
and
we'll
take
it
from
there.
A
So
that
being
said,
let's
actually
take
a
look
at
what
this
is,
so
here's
the
site
for
it.
So
it's
about
that
gitlab.com
handbook,
blah
blah
technical
questions
for
sales.
Once
again,
all
of
these
videos
are
com
are
created
by
by
the
essays
and
the
tams.
Here
and
then
it's
it's
literally
just
sort
of
like
we
have
all
of
our
product
categories
right
so
like
verify,
secure,
manage
and
then
so
it's
the
most
common
technical
questions
that
are
asked
in
each
product
category
so
like
for
manage.
A
You
know
this
is
the
exact
question
right.
Here's
the
answer:
if
a
customer
asks
you
this
just
say
what
this
guy's
doing:
you're
gonna
sound
like
a
boss,
that's
the
goal
of
this
training
class
right
and
so
on
and
so
forth.
So
there's
19
total
one
of
these
videos.
Here's
another
other
example
where
it's
like
you
may
need
to
have
some
more
background,
understanding
to
really
get
the
most
out
of
it
is
like
how
can
users
be
auto
provisioned
right
short
answer
issues
use
ldap
integration.
A
Obviously
I
want
you
to
know
more
than
just
like
say:
oh,
you
use
ldap
integration.
I
want
you
to
know
what
ldap
is.
So
that's
what
the
office
hours
are
for.
So
we'll
encourage
you
to
I'd,
encourage
you
to
watch
all
these
videos.
You'll,
probably
have
a
bunch
of
questions
write
down
the
questions
either
try
to
figure
it
out
on
your
own
or
go
to
the
office
hours
and
we'll
bang
through
a
lot
of
them
and
I'll
talk
about
ldap.
A
So
yeah,
there's
19
videos
here
once
again,
it's
an
hour
and
a
half.
I
timed
it
right
and
I
have
a
question
for
each
one
of
these
videos.
So
there's
19
videos
there's
like
19
questions,
everything's
open-ended,
there's,
google
doc
just
fill
it
out,
and
then
you
get
credit
and
then
I
can-
and
you
can
use
this
as
a
talking
piece
for
if
you
decide
to
go
to
sales
here
and
say,
like
hey,
listen
like
you
can
ask
me
all
this
stuff
like
we
went
through
this
like.
A
I
got
a
lot
of
great
experience
both
on
this
side
and
this
side,
and
this
is
one
of
my
differentiators
from
the
competition
right
cool.
That's
really
it!
I
promise
to
give
your
time
back
office
hours
once
again
or
for
the
fact
that
listen
like
I
had
to
listen
myself
personally
for
all
of
these
videos
twice
before
I
felt
like.
A
I
really
understand
them,
understood
them,
even
though
I
was
an
engineer
for
half
a
decade,
so
I'm
here
to
help
I'm
here
to
get
behind
y'all
so
that
you
can
get
the
most
out
of
this
class
so
that
I'm
gonna
set
up
the
office
hours
for
probably
like
next
week.
If
we
need
to
do
another
session,
just
let
me
know,
but
it's
completely
optional.
A
A
A
It
just
gives
me
like
visib,
that's
how
you
can
communicate
with
me
or
like
how
I
can
spend
my
time,
but
I
haven't
sent
those
out
yet
actually,
for
me
is
that
I
got
to
send
out
the
link
to
the
site
and
I
have
to
create
that
calendar.
Invite
cool
so
just
watch
those
videos
answer
those
questions
and
we're
good,
exactly
sweet
and.
B
A
A
So
I
have
a
soft
deadline
for
two
weeks
that
friday
just
try
to
get
it
in
and
because
I
just
feel
like
it's
the
same
thing
with
everything
else
right.
If
you
don't
do
it
soon,
then
you
forget
about
it
right.
So,
but
if
you're
doing
it
with
someone
else
and
you're
working
together,
it'll
be
more
fun
and
you'll
get
more
out
of
it,
yeah
so
like
yeah,
I
just
encourage
you
all
to
get
it
done
and
once
again
the
office
hours
are
here
to.
A
B
To
be
my
study
partner
or
what
I
want
you
sean
me
me.
B
B
Yeah
any
time
I'm
four
hours
ahead,
so
I
guess
yeah
your
morning
or
we
can
do
after
work,
whatever
works
for
you
all
right.
I
see
some
time.
A
B
B
A
B
That's
it.
We
appreciate
you
putting
this
together,
yeah.