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{"id":2178,"date":"2020-02-10T01:00:00","date_gmt":"2020-02-10T06:00:00","guid":{"rendered":"https:\/\/wethesalesengineers.com\/?p=2178"},"modified":"2020-02-10T01:00:00","modified_gmt":"2020-02-10T06:00:00","slug":"95-the-6-habits-of-highly-effective-sales-engineers","status":"publish","type":"post","link":"https:\/\/vertexdimension.com\/wethese\/95-the-6-habits-of-highly-effective-sales-engineers\/","title":{"rendered":"#95 The 6 Habits of Highly Effective Sales Engineers"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"2178\" class=\"elementor elementor-2178\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3b0b849e elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3b0b849e\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-20e2ec2b\" data-id=\"20e2ec2b\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-14ed59c3 elementor-widget elementor-widget-spacer\" data-id=\"14ed59c3\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5d93c0a1 elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"5d93c0a1\" data-element_type=\"widget\" data-widget_type=\"theme-post-title.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">#95 The 6 Habits of Highly Effective Sales Engineers<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-190cf47e elementor-widget elementor-widget-html\" data-id=\"190cf47e\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href=\"https:\/\/twitter.com\/WeTheSEs?ref_src=twsrc%5Etfw\" class=\"twitter-follow-button\" data-show-count=\"false\">Follow @WeTheSEs<\/a><script async src=\"https:\/\/platform.twitter.com\/widgets.js\" charset=\"utf-8\"><\/script>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-44204973 elementor-widget elementor-widget-spacer\" data-id=\"44204973\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-feacae3 elementor-widget elementor-widget-image\" data-id=\"feacae3\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"1024\" height=\"683\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/02\/The-6-Habits-of-Highly-Effective-Sales-Engineers-1024x683.png\" class=\"attachment-large size-large wp-image-2179\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/02\/The-6-Habits-of-Highly-Effective-Sales-Engineers-1024x683.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/02\/The-6-Habits-of-Highly-Effective-Sales-Engineers-300x200.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/02\/The-6-Habits-of-Highly-Effective-Sales-Engineers-768x512.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/02\/The-6-Habits-of-Highly-Effective-Sales-Engineers-1536x1024.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/02\/The-6-Habits-of-Highly-Effective-Sales-Engineers-2048x1365.png 2048w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-16256db9 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"16256db9\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7ae0ba29\" data-id=\"7ae0ba29\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4b966355 elementor-share-buttons--view-icon elementor-share-buttons--shape-circle elementor-share-buttons--align-center elementor-share-buttons--skin-gradient elementor-grid-0 elementor-share-buttons--color-official elementor-widget elementor-widget-share-buttons\" data-id=\"4b966355\" data-element_type=\"widget\" data-widget_type=\"share-buttons.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-grid\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_facebook\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-facebook\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on facebook<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_reddit\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-reddit\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on reddit<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_twitter\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-twitter\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on twitter<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_linkedin\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-linkedin\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on linkedin<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-225ab41a elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"225ab41a\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-69819007\" data-id=\"69819007\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-42bb965b elementor-widget elementor-widget-spacer\" data-id=\"42bb965b\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-6f54aae8 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6f54aae8\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-10494658\" data-id=\"10494658\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-af1d6cd elementor-widget elementor-widget-html\" data-id=\"af1d6cd\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<iframe style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/13082051\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/backward\/render-playlist\/no\/custom-color\/f2f2f1\/\" height=\"90\" width=\"100%\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>\r\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-4b16b4c5 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4b16b4c5\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7de7d671\" data-id=\"7de7d671\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-33c790df elementor-widget elementor-widget-spacer\" data-id=\"33c790df\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-720eaec elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"720eaec\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-e532b02\" data-id=\"e532b02\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-577efce elementor-widget elementor-widget-video\" data-id=\"577efce\" data-element_type=\"widget\" data-settings=\"{&quot;youtube_url&quot;:&quot;https:\\\/\\\/youtu.be\\\/rRQL4JyTvz0&quot;,&quot;video_type&quot;:&quot;youtube&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-wrapper elementor-open-inline\">\n\t\t\t<div class=\"elementor-video\"><\/div>\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-7e191a2b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7e191a2b\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-37458dc6\" data-id=\"37458dc6\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4874b997 elementor-widget elementor-widget-text-editor\" data-id=\"4874b997\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p dir=\"ltr\">Chris White is an accomplished author, trainer, coach, teacher and Sales Engineering leader.\u00a0 He penned \u201cThe Six Habits of Highly Effective Sales Engineers\u201d, an amalgamation of over a decade of experience in the field where Chris is able to articulate the importance of a number of key habits that will lead any SE to success.<\/p><p dir=\"ltr\">Today\u2019s show covers the 6 main habits plus some bonus ones that you\u2019ll only find here!<\/p><p>\u00a0<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-785b95b7 elementor-widget elementor-widget-text-editor\" data-id=\"785b95b7\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-size: 29px;\">In this show we will discuss:<\/span><\/p><ul><li><p dir=\"ltr\">There\u2019s more to being a killer SE than being able to talk while moving a mouse around.<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">Remember that as an SE, you\u2019re in sales.\u00a0 Understand the process of things.<\/p><\/li><\/ul><ul><li dir=\"ltr\"><p dir=\"ltr\">You have to understand their objectives, problems &amp; requirements.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Instead of making it about us, we have to make it about them.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Tailor the conversation to what you\u2019re hearing.<\/p><\/li><\/ul><ul><li dir=\"ltr\"><p dir=\"ltr\">Pre-sale conversations are very different from post-sale conversations.<\/p><\/li><\/ul><ul><li dir=\"ltr\"><p dir=\"ltr\">You have to know your audience, what they care about, what words will resonate with them, what will not, etc.<\/p><\/li><\/ul><p dir=\"ltr\">Remember this:<\/p><p dir=\"ltr\">A person who goes into a store to buy a shovel doesn\u2019t actually care for the shovel, they care about a hole;<\/p><p dir=\"ltr\">But they don\u2019t actually care about the hole, they care about planting a tree;<\/p><p dir=\"ltr\">But they don\u2019t actually care about the tree, they care about the privacy or perhaps fruit that comes from the tree.<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">If you uncover the\u00a0actual\u00a0reason a prospect is speaking to you, the better you can tailor the conversation to that prospect.<\/p><\/li><\/ul><p dir=\"ltr\">You have to EARN the right to be able to say no to your account managers.<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">Account reps LOVE SEs that help them close business.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">If you prove to them that your time is valuable, they will learn to respect it.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">You have to earn the right to do the things you like to do and not the things you don\u2019t.<\/p><\/li><\/ul><p dir=\"ltr\">Make sure that you\u2019re filling the gaps of skills that you need to.\u00a0 In general, sales\/people skills are those that you should spend a lot of time developing, but if you have gaps in your technical knowledge, make sure you are addressing them.<\/p><p dir=\"ltr\">Your Account Executive\/Manager can help you define your priorities.<\/p><p dir=\"ltr\">The importance of a qualified yes vs. qualified no.<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">Is what you\u2019re saying no to important?<\/p><\/li><\/ul><p dir=\"ltr\">The 6 Steps of Highly Effective Sales Engineers. (Be Proactive)<\/p><h1 dir=\"ltr\">\u00a0<\/h1><\/li><\/ul><h1 dir=\"ltr\"><strong>1- Partner &#8211;\u00a0Foundational\u00a0Habit<\/strong><\/h1><ul><li dir=\"ltr\"><p dir=\"ltr\">You are going to be working with your Account Executive\/Manager A LOT.\u00a0 Get Along!<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">The SE is responsible for the technical win.<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">This means presenting the solution in a way that instills confidence and comfort with the prospect that your solution will do what they need\/want.<\/p><\/li><\/ul><\/li><li dir=\"ltr\"><p dir=\"ltr\">The Account Manager is responsible for the whole account and the final revenue coming in.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Remember, sales is a team sport.\u00a0 Everyone\u2019s got to play their part.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">If you\u2019re having trouble meshing with your AE\/M, find common ground with them, whether it be going out for lunch, drinks or somehow finding something else you have in common with them.\u00a0 It\u2019ll make your life easier down the line.<\/p><\/li><\/ul><h1 dir=\"ltr\">\u00a0<\/h1><h1 dir=\"ltr\"><strong>2- Probe<\/strong><\/h1><ul><li dir=\"ltr\"><p dir=\"ltr\">Doing a discovery is important.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">If you want to deliver a kick-ass demo, make sure the demo is properly qualified.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">You don\u2019t want to be caught with your pants down.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Make sure big demos are qualified very well so that you know you\u2019ll have the time to prepare sufficiently.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">When in Discovery &#8211; STAY in Discovery. Don\u2019t put your solutions hat on right away.<\/p><\/li><\/ul><h1 dir=\"ltr\">\u00a0<\/h1><h1 dir=\"ltr\"><strong>3- Prepare<\/strong><\/h1><ul><li dir=\"ltr\"><p dir=\"ltr\">Know how much to prepare<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">Be careful not to over-prepare<\/p><\/li><\/ul><\/li><li dir=\"ltr\"><p dir=\"ltr\">Keep in mind the story of the demo<\/p><ul><li dir=\"ltr\"><p dir=\"ltr\">Don\u2019t just focus on the content.<\/p><\/li><\/ul><\/li><li dir=\"ltr\"><p dir=\"ltr\">Don\u2019t \u201cDash to Demo\u201d, take the time.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Have to ask yourself\/your account manager: \u201cDo you want to just do demos or do you want to close deals?\u201d<\/p><\/li><\/ul><h1 dir=\"ltr\"><strong>4- Practice<\/strong><\/h1><ul><li dir=\"ltr\"><p dir=\"ltr\">What\u2019s the worst thing to happen on a click? A surprise.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Make sure you know what\u2019s going to happen.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Click every click &#8211; make sure everything is working right.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\"><span style=\"font-family: Arial;\">What\u2019s worse, taking the time to make sure things are right or be\u00a0<\/span><span style=\"color: #000000; font-family: Arial;\">embarrassed<\/span><span style=\"font-family: Arial;\">\u00a0in front of a prospect?<\/span><\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Bell curve of practice &#8211; the perfect amount of practice is something that lives in the middle of the bell curve.<\/p><\/li><\/ul><h1 dir=\"ltr\">\u00a0<\/h1><h1 dir=\"ltr\"><strong>5- Perform<\/strong><\/h1><ul><li dir=\"ltr\"><p dir=\"ltr\">There comes a point when the spotlight is on you.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">You are saying things that can either make or break the deal.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">You have to know how to perform for your audience.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">You want the wanting your solution, wanting to find out more about your solution.<\/p><\/li><\/ul><div><span style=\"color: #000000; font-family: Arial;\">\u00a0<\/span><\/div><h1 dir=\"ltr\"><strong>6- Perfect<\/strong><\/h1><ul><li dir=\"ltr\"><p dir=\"ltr\">Don\u2019t spend time preparing the perfect demo.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Use perfect as a verb in regards to your demo.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Learn from what did and what didn\u2019t go well.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">If things didn\u2019t go well &#8211; look back on why.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Debrief.<\/p><\/li><\/ul><p dir=\"ltr\">\u00a0<\/p><ul><li><p dir=\"ltr\">BONUS HABIT:<\/p><h1 dir=\"ltr\"><strong>7 &#8211; (Be) Proactive<\/strong><\/h1><ul><li dir=\"ltr\"><p dir=\"ltr\">Enable your sales partners to help you.<\/p><\/li><li dir=\"ltr\"><p dir=\"ltr\">Learn who Jerry Maguire is.<\/p><\/li><\/ul><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-44c72475 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"44c72475\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-71e95824\" data-id=\"71e95824\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-564225fa elementor-widget elementor-widget-text-editor\" data-id=\"564225fa\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Some more links from the show:<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-366bcabd elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"366bcabd\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-37e426f5\" data-id=\"37e426f5\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-42c86f95 elementor-widget elementor-widget-html\" data-id=\"42c86f95\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href=\"https:\/\/www.amazon.com\/Habits-Highly-Effective-Sales-Engineers\/dp\/0578521903\/ref=as_li_ss_tl?crid=131O83UAH7K9C&keywords=the+six+habits+of+highly+effective+sales+engineers&qid=1581297754&s=books&sprefix=the+six+habits+,stripbooks-intl-ship,175&sr=1-1&linkCode=ll1&tag=wetheses00-20&linkId=8c174b4ca162216201f29f1d54c549b2&language=en_US\"target=\"_blank\">The Six Habits of Highly Effective Sales Engineers by Chris White  <\/a>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-724b814a elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"724b814a\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-1ed73276\" data-id=\"1ed73276\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-6534aef4 elementor-widget elementor-widget-html\" data-id=\"6534aef4\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href=\"https:\/\/www.amazon.com\/gp\/product\/1451639619\/ref=as_li_qf_asin_il_tl?ie=UTF8&tag=wetheses00-20&creative=9325&linkCode=as2&creativeASIN=1451639619&linkId=0a3e65c509c42d5e10136fd395a1844a\"target=\"_blank\">The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change by Stephen Covey<\/a>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-5d5e2787 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5d5e2787\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-169d0931\" data-id=\"169d0931\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-783bf13c elementor-widget elementor-widget-html\" data-id=\"783bf13c\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href=\"https:\/\/wethesalesengineers.com\/what-not-to-say-in-a-demo\/\"target=\"_blank\">#93 What not to Say in a Demo\r\n <\/a>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-71774f5b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"71774f5b\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-58c71320\" data-id=\"58c71320\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-52b33a79 elementor-grid-3 elementor-grid-tablet-2 elementor-grid-mobile-1 elementor-widget elementor-widget-portfolio\" data-id=\"52b33a79\" data-element_type=\"widget\" data-settings=\"{&quot;columns&quot;:&quot;3&quot;,&quot;columns_tablet&quot;:&quot;2&quot;,&quot;columns_mobile&quot;:&quot;1&quot;,&quot;item_ratio&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:0.66000000000000003108624468950438313186168670654296875,&quot;sizes&quot;:[]},&quot;item_gap&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;row_gap&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"portfolio.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-portfolio elementor-grid elementor-posts-container\">\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-7034 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-assigned-mentors tag-career-advice-for-sales-engineers tag-coaching-for-presales tag-coaching-for-ses tag-coaching-vs-mentoring tag-finding-mentors tag-mentoring-sales-engineers tag-mentorship-sucks tag-presales tag-presales-coaching tag-presales-mentors tag-ramzi-marjaba tag-sales-engineering tag-sales-engineering-coaching tag-solution-consultant tag-solution-engineering tag-we-the-sales-engineers tag-we-the-ses tag-what-is-coaching tag-what-is-mentorship tag-why-mentorship-sucks entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/207-mentorship-sucks-how-to-overcome-it\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-300x183.png\" class=\"attachment-medium size-medium wp-image-6925\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-1536x937.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-2048x1250.png 2048w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t#207 Mentorship Sucks, How to Overcome it?\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-6981 post type-post status-publish format-standard hentry category-4-1-1-newsletter tag-3-ways-to-lose-your-customers-trust tag-assuming-about-customers tag-building-trust-with-customers tag-customers-trust tag-customers-trust-in-sales tag-customers-trust-in-sales-engineers tag-earning-the-customers-trust tag-how-sales-engineers-can-lose-their-customers-trust tag-how-to-regain-customer-trust tag-presales tag-ramzi-marjaba tag-responsiveness-to-customers tag-sales tag-sales-engineer tag-sales-engineer-credibility tag-sales-engineering tag-sales-engineering-skills tag-sales-engineers tag-solution-engineering tag-technical-sales tag-we-the-sales-engineers tag-we-the-ses tag-working-with-customers entry\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/4-1-1-building-trust-is-hard-losing-it-is-easy\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t4\/1\/1 Building Trust is Hard, Losing it is Easy\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-6980 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-building-trust-with-customers tag-building-trust-with-external-partners tag-building-trust-with-internal-partners tag-customer-trust tag-customer-trusting-sales-engineers tag-customers-trusting-sales tag-john-cares-trust-formula tag-mastering-technical-sales tag-presales tag-sales-engineering tag-sales-trust tag-solution-consulting tag-the-trust-formula tag-working-with-customers entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/206-building-trust-through-genuine-care-for-the-customer\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-300x183.png\" class=\"attachment-medium size-medium wp-image-5030\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-1536x937.png 1536w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t#206 Building Trust Through Genuine Care for the Customer\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-79cbd14 elementor-section-stretched elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"79cbd14\" data-element_type=\"section\" data-settings=\"{&quot;stretch_section&quot;:&quot;section-stretched&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-53a7cd49\" data-id=\"53a7cd49\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-1e499dce elementor-widget elementor-widget-shortcode\" data-id=\"1e499dce\" data-element_type=\"widget\" data-widget_type=\"shortcode.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-shortcode\"><script async data-uid=\"d832de0300\" src=\"https:\/\/we-the-sales-engineer.kit.com\/d832de0300\/index.js\" data-jetpack-boost=\"ignore\" data-no-defer=\"1\" nowprocket><\/script><\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-4d72a3a8 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4d72a3a8\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-6bf70af6\" data-id=\"6bf70af6\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-61053429 elementor-widget elementor-widget-html\" data-id=\"61053429\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<script src=\"\/\/platform.linkedin.com\/in.js\" type=\"text\/javascript\"><\/script>\r\n<script type=\"IN\/MemberProfile\" data-id=\"linkedin.com\/in\/ericwwatson\" data-format=\"inline\" data-related=\"false\"><\/script>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3d295d50 elementor-widget elementor-widget-text-editor\" data-id=\"3d295d50\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Music on the show: Watchmaker&#8217;s Daughter by Reeder<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-29f7712e elementor-widget elementor-widget-html\" data-id=\"29f7712e\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href = \"http:\/\/www.iamreeder.com\/\"> Reeder's Site<\/a>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-4b5a7a1a elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4b5a7a1a\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-1fbe9bd6\" data-id=\"1fbe9bd6\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Chris White is an accomplished author, trainer, coach, teacher and Sales Engineering leader.  He penned \u201cThe Six Habits of Highly Effective Sales Engineers\u201d, an amalgamation of over a decade of experience in the field where Chris is able to articulate the importance of a number of key habits that will lead any SE to 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