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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

SE mentoring fundamentals

When one conjures up images of mentoring, they’re often of a wise, bearded oracle late in his years imparting his lifelong wisdom to a youngster about to go off and start his adult life. While that might have been a scene from an old 1960s movie, it is not exactly how it works in the real world today. If you are a senior SE, you have an opportunity to make an honest and positive difference in a junior SE’s career and life.

Please stop and think about this for a second. Hopefully, at the end of your career, you will reflect and have good memories about your technical competencies, how you helped solve real business problems for your customers, as well as a few fun stories about sales kick-off (SKO). However, for those who decide to put effort into helping a junior SE grow during their tenure as a senior member of their team, well… they leave a real legacy, and that honestly matters.

Today’s effective mentors have a wide array...

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