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Hosted by SMU Continuing & Professional Education, this group is intended for customer facing technical professionals involved in negotiating and closing major accounts. Meeting once a month alternating between SMU Plano and Dallas campuses please BYO lunch and join us to discuss specific areas of mutual interest and pain. Some of the topics we hope to cover over the coming months include:
• Communication techniques for sales engineers
• Creating and giving compelling demo’s and presentations that meet a customer’s needs.
• Effectively handling difficult questions and objections
• Researching your customer: uncovering customer needs and researching your customer’s decision makers and decision processes
• Discovery questions and strategies
• Best practices in how to work with Sales to bring a deal to a close more quickly
• POC best practices: Determining when to provide a POC, when not to, and how to manage the process effectively so that it increases your probability and time to close
• How the Sales Engineer can be an asset in moving the deal along

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Founded May 5, 2015

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