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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
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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

External professional development for the SE

An SE’s time will primarily be consumed with the day-to-day of getting the technical win and accomplishing the company mission. However, it’s extremely important to recognize that the world continues to turn outside of your day-to-day. Technology continues to advance and hackers continue to hack. If you need any glaring examples of this, just look at the introduction of AI, ChatGPT, and how things are already changing as a result. We live in a dangerous cyber world.

The last thing an SE needs is to be left behind. While this can apply to concepts internally, it absolutely applies externally as well. We’ll discuss a few ways to keep up to speed with the dynamic nature of the industry in this section, as well as how that applies to your brand externally – that is, outside of your work organization.

Certifications

There are many varying opinions on certifications. Many people in the industry feel that certifications...

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