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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
2. Chapter 1: Types of Organizations That Employ Sales Engineers FREE CHAPTER 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

Email crafting

You’ve captured a lot of notes now that you’ve stepped up your note-taking game. At this point, you need to articulate this to someone (the product manager, the post-sales team, technical support, and so on). You could just copy and paste your notes into an email and let your audience figure it out. Will that be effective? Probably not. You need to consider the goal of your email when crafting it. Are you requesting help? Are you giving a status update? Do you need an item that only this person owns? Don’t get me wrong, context can help – however, it cannot be a brain dump. It also cannot be a novel. Do you realistically think anyone wants to read a wall of text? Should they? Yes. Will they? Probably not. Emails need to find a healthy balance of giving context and getting to the point, without being too long. You can consider using a TL;DR statement in the beginning. TL;DR stands for too long; didn’t read. It originated on online forum...

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