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4/1/1: 4 Random Thoughts from me, 1 tools to help Sales Engineers, 1 quote for motivation
4/1/1 Solving Business Problems by Earning Trust and Solving Problems
- February 10, 2023
By Ramzi Marjaba
4/1/1 Weekly
4 Random Thoughts, 1 Tool, and 1 Quote
“I want to get better at demos.” I hear that all the time. Then I start digging deeper only to find out that it’s not the demos they need to get better, it’s the discovery calls. Which is why I did an entire podcast about this topic.
I also did a YouTube on an unrelated topic about another question I get all the time on how to get into sales engineering:
Let’s dig into this a bit with the 4/1/1
4 Random Thoughts From Me:
1- No business problem, no technical solution.
2- Sometimes it takes more than one meeting to discover everything we need to discover. Sometimes we may never discover everything. But we can build the trust slowly but surely to get everything we can in order to help the customer.
3- Every meeting is a discovery. Discovery is another word for curiosity (in my opinion). So if you’re curious and want to learn more, questions will come.
4- As the questions come and you use the answers to help the customers, not yourself, trust will be built, and you will be able to discover more and more.
1 Tool:
The DemoWizard. A few months ago I hosted Brian Geery on the podcast and we talked about scripting demos. Now he launched a service/product and he’s looking for some feedback.
If you are interested in this, and you are ok providing feedback that might be useful to you in the long run, please connect with Brian.
This is not an affiliate link or an advertisement. I simply like Brian and I think he offers solid services and solutions.
1 Quote:
“It is in our nature to explore, to reach out into the unknown. The only true failure would be not to explore at all.”
– Ernest Shackleton
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