ABOUT US

Understand our Beliefs, Understand Us

So, what is it that we BELIEVE – about SALES and about TRAINING?

What we believe about SALES...

Sales is a TEAM Sport

Enterprise B2B sales is not an
individual sport. AEs & SEs need
to function well as a team
in order to succeed.

Winning Demos are TEAM Victories

Just like a no-hitter in baseball is a team victory. Pitchers need to pitch. Fielders need to play. SEs demo. AEs need to be in the game.

He/She Who Buys a Shovel, Doesn’t want a Shovel. They want a HOLE

But they don’t just want a hole, They want a fence or a tree. They want privacy or shade. Don’t focus on the “shovel”. Focus on the shade.

People Buy From People

At the end of the day, People buy
from people. It is more important than ever before to be human in our jobs.

What we believe about SALES…

Sales is a
TEAM Sport

Enterprise B2B sales is not an
individual sport. AEs & SEs need
to function well as a team
in order to succeed.

Winning Demos are
TEAM Victories

Just like a no-hitter in baseball is a team victory. Pitchers need to pitch. Fielders need to play. SEs demo. AEs need to be in the game.

He/She Who Buys a Shovel, Doesn’t want a Shovel. They want a HOLE

But they don’t just want a hole, They want a fence or a tree. They want privacy or shade. Don’t focus on the “shovel”. Focus on the shade.

People Buy
From People

At the end of the day, People buy
from people. It is more important
than ever before to be
human in our jobs.

What we believe about Training…

Training is more about “Drawing Out” than it is “Putting In”

The root word of “Education” is educe/ē’d(y)osō/ -to “draw out”. Training is more about drawing out that which exists more than putting a bunch of new stuff in.

The Problem
isn’t with the KNOW-ing
it’s with the DO-ing.

Not KNOW-ing what to DO is rarely
the problem. More times than not
the reason we don’t hit the
numbers is we don’t
DO what we KNOW.

The Socratic Method
Of Teaching
(and Selling)

The best instructors use questions
to help students discover answers
for themselves. Just as the best sales
professionals use questions to help
customers convince themselves.

Participants learn as much from what they experience as they do our words

We are experts in running and facilitating online meetings. We practice what we preach. The team will learn as much from what we DO as they will what we SAY.

What we believe about Training...

Training is more about "Drawing Out" than it is "Putting In"

The root word of “Education” is educe/ē’d(y)osō/ -to “draw out”. Training is more about drawing out that which exists more than putting a bunch of new stuff in.

The Problem isn’t with the KNOW-ing it’s with the DO-ing.

Not KNOW-ing what to DO is rarely the problem. More times than not the reason we don’t hit the numbers is we don’t DO what we KNOW.

The Socratic Method Of Teaching (and Selling)

The best instructors use questions to help students discover answers for themselves. Just as the best sales professionals use questions to help customers convince themselves.

Participants learn as much from what they experience as they do our words

We are experts in running and facilitating online meetings. We practice what we preach. The team will learn as much from what we DO as they will what we SAY.

Meet the Team

Chris White

Our Founder and CEO Chris White is well known in the technical sales community. After publishing The Six Habits of Highly Effective Sales Engineers in June of 2019, he launched DemoDoctor.com, an online training platform for sales engineers. He became a certified ASLAN instructor in May 2020 and decided to merge his Six Habits training curriculum with the ASLAN Other-Centered® Selling program, creating the first sales training offering in the market designed explicitly to meet the needs of both Account Executives and Sales Engineers together.

Like many sales engineers, Chris began his career as a software developer in the early 90’s. He spent 15 years as an IT consultant, specializing in Enterprise Architecture and Enterprise Data Management. He first entered the sales profession as a presales engineer in 2005, moved into a Sales Engineer leadership role in 2010, and then spent 5 years in the field as an Account Executive, before finding his true passion in Sales Enablement in 2018. After coaching and training technical sales colleagues for two years, he officially launched the business in March 2020. 

Chris is an accomplished speaker, facilitator, motivator. He has given and observed literally hundreds, if not thousands of enterprise software demonstrations during a career that has spanned three decades. Because he has been both a sales engineer and an account executive, he understands both sides of the equation. He speaks from a platform of empathy, respect, and neutrality. He is known for his ability to deliver insightful, engaging, and highly motivating workshops. His style and approach are both appreciated by customers and esteemed by colleagues.

Bill Balnave

Bill Balnave has been involved in technical selling for over 20 years. He has worked on both sides of the sale – in Presales and Customer Success – for startups and large organizations. He now brings this broad experience to help those who also share his passion for technical selling and the role of the Sales Engineer.

In his years as an SE, Bill has been an individual contributor, first line manager, and senior leader. He has built SE teams for fast-growth companies like Mercury Interactive and Apptio. 

He helped manage significant reorganization through multiple acquisitions at HP software, all while maintaining a high level of retention and performance. His personal coaching and development work has helped other SEs forge career paths into leadership, sales, product management, and even engineering. He’s created full onboarding and technical sales enablement, including SE certification. He has implemented SE development programs designed to hire people without presales experience and prepare them for the role. Throughout this time, Bill has worked to change the way the role of the sales engineer is viewed, from technical sales support to key growth component.

He now focuses his energy on sharing the successes and failures he has experienced to help technical selling teams improve and develop. Bill brings his passion, enthusiasm, and straightforward communication into facilitating, guiding, and motivating individuals and teams to realize the best in themselves. Those who have the opportunity to work with him say they can depend on Bill to be honest in his feedback and positive in his approach.

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Amazon best-seller
The Six Habits of Highly Effective Sales Engineers