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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

Coachability/Adaptability

No one is perfect. An SE career is a journey, and it will continue to be a journey until you can either retire or decide you want to do something else. Arguably, coachability will benefit you in all aspects of life. However, for SEs, it is critical. Your mindset should be one of continuous improvement. We stated that no one is perfect, right? So, why would you ever want to stop improving? How do you know what you need to improve on unless you get the feedback?

Pride is one of an SE’s downfalls. I will never forget speaking with a fellow SE who was having issues with his AE. He was not internalizing the feedback he was receiving. In fact, he disagreed with it! He compared himself to Michael Jordan! If you think you’re the Michael Jordan of SEs, let me be the first to tell you that you’re not. It’s OK to aspire to be him, but you are not him. As soon as you think you are the greatest of all time (GOAT), you will stop learning and...

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