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

The Demo Doctor on the Manage Smarter podcast from SalesFuel

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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

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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 & Former TV newser. Opinions solely my own.
Hey @joerogan how about you have a chat with your buddy about his non progressive policies. — 4 days ago
Audrey Strong