Chris White
Founder & CEO | TechSalesAdvisors
Chris White is the author of the acclaimed "The Six Habits of Highly Effective Sales Engineers". Founder and CEO of Tech Sales Advisors and host of the LinkedIn Live program Tech Sales Advice (#techsalesadvice), Chris is no stranger to the presales community. A regular guest at industry events and three-time presenter at DemoFest, he speaks with infectious enthusiasm, shares unique insights, and leaves tangible steps on how to improve.
You may THINK you're selling VALUE, but you're NOT!
In this talk by author and speaker Chris White, he will share "Six Rules of Selling Value" that may very likely change the way you think about the popular term "Value Selling". Value is in the eye of the beholder. For us to think that we can "sell value" is an oxymoron. Join Chris for this insightful talk to learn more.
The SE Dilemma: Balancing Effectiveness with Efficiency
It’s well established that presales leaders have historically had to do “more with less”, especially in this difficult economy with countless organizations reducing presales headcount. And when tech companies begin to expand, they tend to invest in sales resources first, before investing more in presales, putting that much more pressure on sales engineers to increase capacity. On the other hand, because we are engineers at heart, we tend to strive for precision and perfection, acutely aware that our credibility is constantly on the line. And therein lies the SE dilemma: balancing our drive for excellence with the need to be highly productive. The two can often be in conflict. To achieve one can mean sacrificing the other. But it doesn’t have to. In this talk, author Chris White will dissect this dilemma of efficiency vs. effectiveness and provide tangible measures that SEs can take to maximize both.