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

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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.

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Zach’s Path to President’s Club:

* AE/Magician @ Salesforce

* Forme AE @ Loopio

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