114 - Chris White - Why Sales and SEs Need to Work Together More Effectively

Chris White graduated from college in the early 90s as an IT professional and spent 15 years as an IT consultant in enterprise architecture. Feeling miserable in his job, Chris discovered sales and specifically presales as a sales engineer. He became the number one sales engineer within his organization and later became a manager, creating training for his team and turning things around. He then took an account executive role for several years before finding his passion in coaching and teaching in sales enablement. Chris published a book in 2019, which soon became required reading for new hires at Salesforce. 

 

Key Takeaways:

• The importance of personalizing demos to the audience's needs.
• The partnership between AEs and SEs in approaching sales deals.
• The significance of mutual understanding and empathy between sales counterparts.
• The importance of focusing on demonstrating outcomes and solutions, not just presenting a product.
• The significance of balancing efficiency and effectiveness in the sales process.

 

You can connect with Chris through linkedin: linkedin.com/in/chris-white-six-habits

The Six Habits of Highly Effective Sales Engineers Booi - https://a.co/d/doaOxnw

Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug

Host Contact Information - Chris Freeman

LinkedIn - http://linkedin.com/in/chrisfreeman

Facebook - https://www.facebook.com/chris.freeman.9461