We The Sales Engineers: A Resource For Sales Engineers, By Sales Engineers

In order to deliver the best demo, the best presentation, the best value to any customer/prospect, you have to know what they want.  The way to find out what they want is through a process called Discovery. Today’s show welcomes back Chris White, author, leader, consultant and coach, to explain his views on discovery: what it is, how to do it well, and why it’s important. There’s something for everyone in this show no matter your experience level.  Enjoy! https://wethesalesengineers.com/show99