Accelerate! With Andy Paul

Chris White is a business coach, entrepreneur, and author of The Six Habits of Highly Effective Sales Engineers. SEs are one of the most underserved roles in sales enablement and training, and Chris shares the increasing role of the SE as a solution consultant in winning new business. Chris discusses his goal of getting technical wins, which is to help buyers see beyond a reasonable doubt that a particular solution is the right choice for them. He also digs into the 6 behavioral patterns of the best SEs, including how SEs can partner more effectively with their sales counterparts and how to conduct effective discovery. HIGHLIGHTS The technical win defined Buyers go through 3 stages: The What, The How, and The Who Influence how buyers look at problems so your solution is the logical choice The six habits of highly effective sales engineers  Change the perception of salespeople by prioritizing the buyer Sellers have two roles: Sell and connect with people QUOTES Realize what the buyer needs that is agn