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Full Description
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 Features
Fully comprehend the responsibilities and core skills needed to become a successful sales engineer
Gain deeper knowledge of sales and see how sales engineering plays a vital role in an organization's success
Start or grow your sales engineering career, avoiding pitfalls and focusing on strengths
Purchase of the print or Kindle book includes a free PDF eBook
Book DescriptionSales 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 learn
Familiarize yourself with the different types of organizations employing sales engineers
Gain insights into the crucial soft skills necessary for effective client interaction
Discover best practices in working technical demonstrations and proof of concepts from start to finish
Navigate important decisions related to the role and your work-life balance
Understand ancillary topics that affect sales engineers, often not discussed openly or directly
Who this book is forThis 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.
Contents
Table of Contents
Types of Organizations That Employ Sales Engineers
Typical Sales Roles and Sales Processes
The Sales Engineer
Types of Sales Engineer Roles
General Soft Skills
Client-Facing Soft Skills
Mastering Yourself and Helping Others
Road Warrior Fundamentals
Administration
Compensation and Legal Considerations for the SE
Beyond the SE Role - SE Management
