Welcome back to "Altar of the Demo Gods"! This week, Keith Wilson and John Morton dive deep into the critical topic of discovery in sales engineering. Whether you're conducting discovery calls, Zoom meetings, or in-person sessions, understanding how to uncover your prospect's pain points is essential. Keith and John share their insights on effective preparation, asking the right questions, and building genuine connections to drive sales success.

In This Episode, You’ll Learn:

• The importance of discovery in the sales process.
• How to prepare effectively for discovery meetings.
• Techniques for asking smart, revealing questions.
• The significance of understanding your prospect's pain points.
• Tips for transitioning from discovery to closing the deal.

Don't forget to:

• Subscribe to our podcast for more insights and strategies.
• Leave a review if you enjoyed this episode.
• Follow us on LinkedIn and join the conversation.

Welcome back to "Altar of the Demo Gods"! This week, Keith Wilson and John Morton are joined once again by Larci Robertson. In this episode, we delve into the importance of building your personal brand on social media and sustaining professional relationships both in-person and online. Larci shares her insights on how to effectively use social media for career growth, the significance of in-person connections, and practical tips for maintaining these relationships over time.

In This Episode, You’ll Learn:

• The importance of creating and maintaining a personal brand on social media.
• Strategies for building genuine connections online and in-person.
• How to identify and avoid fake social media profiles.
• Tips for leveraging social media to support your career goals.
• The value of in-person networking events and how to maximize their impact.

Don't forget to:

• Subscribe to our podcast for more insights and strategies.
• Leave a review if you enjoyed this episode.
• Follow us on LinkedIn/Twitter and join the conversation.

Welcome back to "Altar of the Demo Gods"! This week, Keith Wilson and John Morton are joined by a special guest, Larci Robertson. Larci shares her unique journey from a 10-year Navy career to becoming a successful technical sales engineer. Tune in to hear her insights on transitioning from military to corporate America, the importance of relating to customers, and how her intelligence background has shaped her sales approach.

In This Episode, You’ll Learn:

• Larci's transition from the Navy to technical sales.
• The significance of understanding and relating to customers in sales.
• How experience in intelligence can enhance a career in tech sales.
• The value of empathy and effective communication in customer interactions.
• Strategies for educating customers about problems they might not be aware of.

Key Takeaways:

• Empathy and customer relations are crucial in sales.
• Technical background and intelligence experience can be powerful assets in sales engineering.
• Effective communication and education are essential for successful sales engagements.

Don't forget to:

• Subscribe to our podcast for more insights and strategies.
• Leave a review if you enjoyed this episode.
• Follow us on LinkedIn and join the conversation.