The widely acclaimed Six Habits of Highly Effective Sales Engineers was published in the summer of 2019. Since then, we’ve experienced a global pandemic – which changed the world forever, seen a tidal wave of new technologies – designed to automate presales – hit the market, and now find ourselves amidst a global recession, with news of RIFs and layoffs breaking almost weekly. And although the Six Habits are fundamental to our profession, and plausibly timeless, the manifestation and implementation of those habits have arguably changed more in the past four years than they did in the 15 or 20 years leading up to the day the book was released. To that end, this presentation by author Chris White will attempt to illustrate how those six fundamental habits of what “good looks like”, can and presumably should be applied in today’s post-covid, automated presales world.
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