Chris White > Quotes

“What custom content is required to be developed and to what extent The customers’ objectives – this should drive the overall theme and purpose of the demo Requirements/priorities – tells you what features/functions/capabilities you need to present Constraints – indicates what aspects you can or should omit History/Context – indicates competitive positioning you need to consider”
― Chris White, The Six Habits of Highly Effective Sales Engineers

“It is simply to show them – no, CONVINCE them – that your software, solutions, and company will meet their requirements, solve their problems, and enable them to achieve their desired outcomes.”
― Chris White, The Six Habits of Highly Effective Sales Engineers

“Err on the side of “less is more.” If your audience likes what they see”
― Chris White, The Six Habits of Highly Effective Sales Engineers

“only one-third”
― Chris White, False Christ: Will the Antichrist Claim to Be the Jewish Messiah?

“Please understand that when I use this term – technical win – I’m referring to the responsibility to both convince the audience of the technical superiority of the solution and establish the business value of the investment.”
― Chris White, The Six Habits of Highly Effective Sales Engineers

“except the man the Muslims will call the Mahdi is really the Antichrist, the man they will say is Isa is really the False Prophet, and the man they claim to be the Dajjal is the real Jesus. I”
― Chris White, False Christ: Will the Antichrist Claim to Be the Jewish Messiah?

“you conducted that correctly”
― Chris White, The Six Habits of Highly Effective Sales Engineers

“The fourth habit of highly effective sales engineers is to PRACTICE before the demo – to make sure that everything is set up and running correctly.”
― Chris White, The Six Habits of Highly Effective Sales Engineers