73 (Sell): Working with your Sales Engineer to run effective discovery and demos (Zach Farber, AE @ Salesforce)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Lean on your champion to schedule large meetings with multiple functional groups. * Stay active during the demo by linking discovery to features (instead of trolling through Facebook). * Take at least 15min before a large demo to review discovery notes with your Sales Engineer. * Send individualized recap emails highlighting points that hit well with that functional group. ====================== Zach’s Path to President’s Club: * AE/Magician @ Salesforce * Forme AE @ Loopio RESOURCES DISCUSSED Join our weekly newsletter Things you can steal