“Life Happened Because I Turned The Pages”
There are a number of books I would recommend to be in the library of every Sales Engineer. Some of them are Pre-Sales specific, some deal with demos and presentations, and others are regular business books. Having these books in your library can only serve to make you a stronger, smarter and successful Pre-Sales Engineer. Although these are the English versions, many have been translated into other languages. Start reading!
The Sales Engineer Book Of The Month: The Culture Map
George Bernard Shaw once described the UK and the USA as “two nations divided by a common language.” What happens when Indians have to work with Germans, the Japanese team with Swedes or a US sales team makes a pitch in the Netherlands? Quite often it’s a veritable mix of cultural issues, misunderstandings and (hopefully) a few laughs. Very few Sales Engineers work in a totally homogenous cultural environment. Over my career I’ve has bosses from 4 different countries, not counting Texas, had employees from 11, and I’ve sold in close to 30. Wouldn’t it have been nice if I at least had a guide and some wise words of advice that might have stopped me from putting my foot in my mouth multiple times? Erin Meyer’s The Culture Map is that guide.
This is an extremely well written book, full of both theory and application, linked with highly entertaining stories. It’s a rare book that teaches you and makes you laugh at the same time. If you deal with or work for multi-national organizations, operate in cross-border teams or are just genuinely puzzled by other cultures this is the book for you.
Recommended for the SE Essential Reading Library.
(And a big thank you to Lloyd Hopper for convincing me to move this book to the top of my “to read” pile)
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