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Mastering the Art of Sales Engineering
Mastering the Art of Sales Engineering

Mastering the Art of Sales Engineering: Develop essential skills and gain valuable insights for high-tech sales engineering success

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Profile Icon Jeffrey Silver Profile Icon Jason Mar-Tang
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€13.99 €20.99
eBook Sep 2024 316 pages 1st Edition
eBook
€13.99 €20.99
Paperback
€26.99
Subscription
Free Trial
Renews at €18.99p/m
Arrow left icon
Profile Icon Jeffrey Silver Profile Icon Jason Mar-Tang
Arrow right icon
€13.99 €20.99
eBook Sep 2024 316 pages 1st Edition
eBook
€13.99 €20.99
Paperback
€26.99
Subscription
Free Trial
Renews at €18.99p/m
eBook
€13.99 €20.99
Paperback
€26.99
Subscription
Free Trial
Renews at €18.99p/m

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Mastering the Art of Sales Engineering

Part 1:Understanding the High-Tech Sales Industry

The first part of the book defines the various organizations that typically employ Sales Engineers (SEs) as well as the various types of SE roles one can fill. We will help you explore what is a good fit for you based on your individual career goals as well as your personality distinctions and other personal attributes. We then round that out by reviewing all the different people you will work with as an SE and the different roles they perform in relation to the larger organization and its mission.

This part includes the following chapters:

  • Chapter 1, Types of Organizations That Employ Sales Engineers
  • Chapter 2, Typical Sales Roles and Sales Processes
  • Chapter 3, The Sales Engineer
  • Chapter 4, Types of Sales Engineer Roles
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Key benefits

  • 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

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.

Who is this book 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.

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

Product Details

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Publication date, Length, Edition, Language, ISBN-13
Publication date : Sep 30, 2024
Length: 316 pages
Edition : 1st
Language : English
ISBN-13 : 9781835880975

What do you get with eBook?

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Product feature icon AI Assistant (beta) to help accelerate your learning

Product Details

Publication date : Sep 30, 2024
Length: 316 pages
Edition : 1st
Language : English
ISBN-13 : 9781835880975

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Table of Contents

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