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Mastering the Art of Sales Engineering

You're reading from   Mastering the Art of Sales Engineering Develop essential skills and gain valuable insights for high-tech sales engineering success

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Product type Paperback
Published in Sep 2024
Publisher Packt
ISBN-13 9781835880968
Length 316 pages
Edition 1st Edition
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Authors (2):
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Jeffrey Silver Jeffrey Silver
Author Profile Icon Jeffrey Silver
Jeffrey Silver
Jason Mar-Tang Jason Mar-Tang
Author Profile Icon Jason Mar-Tang
Jason Mar-Tang
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Toc

Table of Contents (17) Chapters Close

Preface 1. Part 1:Understanding the High-Tech Sales Industry FREE CHAPTER
2. Chapter 1: Types of Organizations That Employ Sales Engineers 3. Chapter 2: Typical Sales Roles and Sales Processes 4. Chapter 3: The Sales Engineer 5. Chapter 4: Types of Sales Engineer Roles 6. Part 2:Necessary Soft Skills
7. Chapter 5: General Soft Skills 8. Chapter 6: Client-Facing Soft Skills 9. Chapter 7: Mastering Yourself and Helping Others 10. Part 3:Often Neglected Important Skills
11. Chapter 8: Road Warrior Fundamentals 12. Chapter 9: Administration 13. Chapter 10: Compensation and Legal Considerations for the SE 14. Chapter 11: Beyond the SE Role – SE Management 15. Index 16. Other Books You May Enjoy

Time management fundamentals

I will never forget the day I went to visit a colleague of mine at his house to help get a couple of data loss prevention (DLP) appliances set up for an upcoming proof of concept (PoC). At the time, I was the SE specialist and I was helping this generalist SE in my region who was just starting to learn our DLP solution. Like most SEs, he operated out of his home office and lived just a couple hours from me by car, so I made the drive up that morning to give a hand with the appliance setup. This was a great opportunity to help him not just learn the solution, but also to get to know him better personally.

Chris was a good guy and we worked together that morning to get the DLP solution ready for the customer PoC installation. The morning session went great. We overcame the technical issues he had earlier in the week, we had coffee, and quite frankly all was well in the world at this point. Then, Chris stepped out to take a call and his wife came in from...

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