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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 business

For new SE Managers, this is typically a more easily handled area because they are taking their existing project management skills as an individual contributor and now elevating and applying them to a team effort. However, there are still aspects that will be new and yet extremely important to master quickly as they step into their newly promoted management role.

Whether you are managing a team in a small regional area or a worldwide team of specialist SEs, you are charged with supporting a specific part of the business, and your ability to not just focus on the success of this but ensuring each one of your SEs is aligned properly to those business objectives is key to your success. We will explore some of the most important aspects in this section.

Aligning the coverage model

One of the first things you will need to review when you step into the SE Manager role is the current coverage model supporting the region or business operation you are assigned...

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