Chris White is the founder and CEO of TechSalesAdvisors, and author of the book titled The Six Habits of Highly Effective Sales Engineers. On today’s episode, Chris and I talk about the increasing importance of the sales engineer (SE) in winning new business. We dive into what the responsibilities are of the sales engineer in terms of orchestrating the technical win in each opportunity. We then dig into the six essential habits of sales engineers that Chris spells out in his book. Including how SE’s can partner more effectively with their sales counterparts. And how an SE should conduct effective discovery in preparation for a demonstration.
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