Manage Smarter 148 — Chris White: The Six Habits of Highly Effective Sales Engineers

The Demo Doctor on the Manage Smarter podcast from SalesFuel

Direct Audio Link

Chris White is Managing Director of DemoDoctor and author of "The Six Habits of Highly Effective Sales Engineers". 

If you're not familiar with DemoDoctor, it helps organizations fix sales demonstrations that delay and/​or kill deals. They do this by 1) providing sales training for sales engineers, 2) facilitating sales-​sales engineering collaboration workshops and 3) assessing and redesigning software demonstration messaging and mechanics.

In this episode, Audrey, Lee and Chris discuss:

  • What is Sales Engineering?
  • Why sales engineers are starting to be involved in sales discovery now
  • The 6 Habits of Highly Effective Sales Engineers
  • Specific examples of what delays and kills deals

"Organizations are realizing the earlier they bring in a technical expert into the process the more quickly those deals may come to fruition."

Chris White

Connect with Chris White:

Connect with the hosts of Manage Smarter:

Connect with SalesFuel:

Join hosts Audrey Strong and C. Lee Smith every week as they dive into the aspects and concepts of good business management. From debunking sales myths to learning how to manage with and without measurements, you'll learn something new with every episode and will be able to implement positive change far beyond sales. 

New episodes posted every Sunday morning at ManageSmarter​.com, C‑Suite Radio, iHeartRadio and your favorite source for podcasts

Audrey Strong

Audrey Strong

Vice President of Communications at SalesFuel
Audrey Strong heads all external and internal communications for SalesFuel, including public relations — which she has directed since 2014. Prior to SalesFuel, she founded her own public relations firm and served years as an award-​winning journalist in television news. Audrey earned her degree in broadcast journalism from Ohio University.
Audrey Strong


13 TV news journalism awards PR/​Marketing Veep & Former TV newser.
@GeneforTexas Everyone in the US should expect to contract the virus. Vaccinated folks will not end up in the hospi… — 5 days ago
Audrey Strong