6/30/2009

Importance of Good SE Discovery

Most Sales Engineers are great at demoing, but the execution of effective discovery sessions is an area that Sales Engineers should ensure they are always fine tuning...The equation is simple the more that you know up front that you are able to collect during discovery session, the more effective the actual demo event will be, due to unique differentiation of your solution vs your competition...I compare it to a lawyer...The amount of time a good lawyer spends researching, asking questions, validating assumptions, and coming up with an effective game plan, significantly out-weights the time spent that the lawyer actually states his case in front of the judge in the courtroom... The battle many times is won or lost even before the actual demo event happens...Try to spend more time in the discovery phase, and you will see that you will often reduce the amount of time you spend in the demo phase...Good luck!