Sales Engineering, Unfiltered Chapter 2: Twenty Percent Demos

A compliance-heavy customer, a quarter-end deadline, and a stock answer from the knowledge base that wasn’t going to cut it. Chris spun up a proof of concept on his own credit card and walked the customer through it live. Six months later, that account expanded into the largest commercial deal in company history.

Chapter 2 of Sales Engineering, Unfiltered covers what a Sales Engineer actually does, and why the demo is only about twenty percent of it:

• Why the job title has two words, and what happens when an SE is missing either half
• Being “coin operated”: the three questions to ask before you commit time to any request
• Why “I don’t know, but I’ll find out” builds more trust than bluffing

Every chapter ends with an action plan you can start this week.

New chapters drop every week. Find the full audiobook under Season 3 of this feed. Next week: Chapter 3, The Windshield Test.

📘 Get the book (paperback and Kindle): https://www.amazon.com/Sales-Engineering-Unfiltered-What-Someone/dp/B0HLWSJ448

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🎙️ More from the PEBCAK Podcast: chrislouie.net