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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
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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

Internal relationship dynamics and call cadence

As we’ve mentioned many times already, you are on a team, and with teams of people comes meetings. You are not a lone wolf, nor should you act like one. I get it – sometimes, internal meetings can be… well, boring. You might feel tempted to do something really bad when you’re bored. No, not drugs! Multitasking. Remember the eternal words of Nancy Reagan1, “Just say NO to multitasking.” Eventually, it will bite you when the call leader abruptly asks for your opinion on the topic being discussed, and you are caught flat-footed with the only response you can muster being, “I’m sorry, can you repeat the question?” Honestly, this just looks bad, and sadly, I have seen it happen more than just a few times. Don’t burn your political capital in this way. Life is just too short to make this type of mistake at work.

1 Nancy Reagan led a noble campaign in the 1980s to...

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