Free Download Mastering the Art of Sales Engineering: Develop essential skills and gain valuable insights for high-tech sales engineering success by Jeffrey Silver, Jason Mar-Tang, Michael Huckaby
English | September 30, 2024 | ISBN: 1835880967 | 316 pages | MOBI | 5.34 Mb
Learn from the authors' combined 35 years of field experience along with real-world examples and stories to advance your career in the highly coveted field of sales engineering
Key FeaturesFully comprehend the responsibilities and core skills needed to become a successful sales engineerGain deeper knowledge of sales and see how sales engineering plays a vital role in an organization's successStart or grow your sales engineering career, avoiding pitfalls and focusing on strengthsPurchase of the print or Kindle book includes a free PDF eBookBook Description
Sales engineers often need to balance their technical expertise with the soft skills needed to close deals and build lasting client relationships. This book provides a framework for both senior engineers seeking professional growth and individuals just starting their sales engineering careers.
This book draws from the authors' extensive experience in this industry and as leaders in top high-tech companies, offering real-world insights and life lessons applicable to this specialized and in-demand industry. You'll pick up the core disciplines a successful sales engineer should exemplify, along with mastering practical, day-to-day operational aspects. Within these chapters, you will learn the roles and responsibilities of a sales engineer, as well as adjacent roles within a sales team. You'll also develop the skills needed to navigate complex sales cycles and exceed traditional expectations. This book covers various key aspects of sales engineering, including mastering communication techniques, navigating complex meetings, managing customer expectations, understanding legal matters, and handling administrative tasks.
By the end of this book, you'll have acquired advanced knowledge to excel as a world-class sales engineer and become a valuable member of your organization's broader team.
What you will learnFamiliarize yourself with the different types of organizations employing sales engineersGain insights into the crucial soft skills necessary for effective client interactionDiscover best practices in working technical demonstrations and proof of concepts from start to finishNavigate important decisions related to the role and your work-life balanceUnderstand ancillary topics that affect sales engineers, often not discussed openly or directlyWho this book is for
This book is for sales engineers. Whether you're a seasoned professional or just starting your career, it will help you fully understand the dynamics of your role and become a world-class SE sought after by top employers or move into management positions. Use this book as a manual, referring to it whenever you encounter the situations described within.
Table of ContentsTypes of Organizations That Employ Sales EngineersTypical Sales Roles and Sales ProcessesThe Sales EngineerTypes of Sales Engineer RolesGeneral Soft SkillsClient-Facing Soft SkillsMastering Yourself and Helping OthersRoad Warrior FundamentalsAdministrationCompensation and Legal Considerations for the SEBeyond the SE Role - SE Management
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