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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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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

Mastering Yourself and Helping Others

Take an honest look at the best sales engineers (SEs) in your company, and I don’t mean who is tied to the most successful account executives (AEs). There is value to knowing that but, in this case, we are not looking at revenue metrics at all. We are looking to understand who is seen by the SE managers and directors as the top of the triangle. It is a good question to ask your SE leadership, “Who are the best SEs on our broader team”? Then, take time to learn what makes them stand out and why they are seen as the highest performers. Most likely, this will be articulated well by those on your team who know and work with them personally, especially those who have been there for a while.

After doing some research and even speaking with these specific SEs directly, you will most likely discover that what sets them apart is that in addition to doing their regular day job very well, they also put in the extra effort with both...

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