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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:

• Website: www​.demodoctor​.com
• LinkedIn: https://​www​.linkedin​.com/​i​n​/​c​h​r​i​s​-​w​h​i​t​e​-​b​0​0​7​9​b5/
• Facebook: https://​www​.facebook​.com/​c​h​r​i​s​b​w54

Build Credibility and Effective Leadership with the Manage Smarter Show:

• Website: ManageSmarter​.com
• Twitter: @ManageSmartPod
• LinkedIn: Audrey Strong
• LinkedIn: C. Lee Smith

Connect with SalesFuel:

• Website: https://​salesfuel​.com
• Twitter: @SalesFuel
• Facebook: https://​www​.facebook​.com/​s​a​l​e​s​f​u​el/