The Six Habits of Highly Effective Sales Engineers Quotes

“The fourth habit of highly effective sales engineers is to PRACTICE before the demo – to make sure that everything is set up and running correctly.”
― Chris White, The Six Habits of Highly Effective Sales Engineers

“Err on the side of “less is more.” If your audience likes what they see”
― Chris White, The Six Habits of Highly Effective Sales Engineers

“What custom content is required to be developed and to what extent The customers’ objectives – this should drive the overall theme and purpose of the demo Requirements/priorities – tells you what features/functions/capabilities you need to present Constraints – indicates what aspects you can or should omit History/Context – indicates competitive positioning you need to consider”
― Chris White, The Six Habits of Highly Effective Sales Engineers

“you conducted that correctly”
― Chris White, The Six Habits of Highly Effective Sales Engineers

“It is simply to show them – no, CONVINCE them – that your software, solutions, and company will meet their requirements, solve their problems, and enable them to achieve their desired outcomes.”
― Chris White, The Six Habits of Highly Effective Sales Engineers

“Please understand that when I use this term – technical win – I’m referring to the responsibility to both convince the audience of the technical superiority of the solution and establish the business value of the investment.”
― Chris White, The Six Habits of Highly Effective Sales Engineers