We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers #163 A Tactical Presales Guide to Prepare for a Powerful Demo
May 31, 2021
Chapters
Transcript
Episode notes
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26
Introduction
00:00 • 2min
What's the Difference Between Demo Prep and Practice?
01:34 • 3min
How to Get Your Salespeople to Leave You Alone for 3 to 8 Hours?
04:14 • 3min
How to Get the Most Out of Your Demos
07:36 • 3min
Do You Know How to Say No?
10:51 • 2min
Cutting the Fat Out of Your Demo?
12:27 • 3min
How Do You Make That Decision?
14:59 • 3min
Building Credibility - Is That Enough?
18:13 • 3min
Implementation and Sales Engineers - How to Get a Sales Engineer on the Call?
20:52 • 2min
Building a Relationship Between Sales Engineers and Customers
23:17 • 2min
Is There a Better Story Than the Yet Customers Think They're Going to Like That?
25:00 • 2min
How to Build a Power Point Slide?
27:24 • 3min
How Do You Practice Not Talking?
30:21 • 2min
Don't Ask Me These Questions
32:16 • 2min
How to Answer Questions in a Demo
33:54 • 2min
Is There a Relationship?
35:40 • 3min
You're Not Playing With Your Toe Nails
38:22 • 2min
Do You Like Doing Dry Runs?
40:36 • 2min
How Do You Get Ready for Your Demo?
43:00 • 2min
Do You Know How to Prepare a Demo?
45:17 • 5min
Do You Love Demos?
50:16 • 2min
The One Thing I Would Change About the Roll?
52:05 • 2min
What's One Resource That Has Helped You in Your Career?
54:20 • 2min
You're a Sales Engineer?
56:00 • 2min
How to Write a Log
58:18 • 2min
What's the Takeaway From This Interview?
59:48 • 2min