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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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Toc

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

Command of the team

The SE Manager role is hard, and it is very different from being an SE. Just because you are an amazing SE, this will not necessarily translate to being an amazing SE Manager. You will have to completely re-tool yourself, and understanding the details of this is hopefully something you fully explore before shaking hands with your SE Director, congratulating you on your new role!

When we talk about having command of the team, we are referencing a combination of understanding and influence. This important and very core function is typically the largest change to a new SE Manager. When you move from an individual contributor role into leadership, your ability to pivot so that constructive function is being invested into your team is crucial and yet will be a very new experience.

Establishing team culture

When you first take command of an SE team, one of the initial tasks is to empower your team with cultural swim lanes. Believe me, until you do this, there...

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