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The Sports Of Sales Engineering
The Rules of the Game
What is Sales Engineering (40:27)
The Sales Cycle (39:58)
Meet the Team (26:43)
The SE Building Block
The Technical Skills (38:20)
The Human Skills (42:27)
The Communication Skills (40:32)
PreGame
Doing Research (41:56)
Practice - Technical Skills (32:33)
Account Planning (23:33)
Planning Discovery (22:38)
Prepping the Proof of Concept (33:57)
Game Night
Discovery Part 1 (25:03)
Discovery Part 2 (36:48)
Building a Disco very Framework - Practice Session (39:30)
The Demo (32:41)
Performing the POV (42:11)
The Off Season
Taking Vacation (21:44)
Become the CEO of your Life and Career (27:48)
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Planning Discovery
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