BOOKS

 

“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!

Download the Reading List in PDF format or Word format or click on any book-cover below to visit Amazon.com (US)

Draw To Win Book Cover

The Sales Engineer Book Of The Month: The Best Team Wins

Adrian Gostick & Chester Elton

As a football (soccer) coach, I rapidly learnt that a team of competent players who played together would almost always beat a team of individual stars who wouldn’t share the ball. The secret was then how to make each and every one of those competent players even better, but retain the team chemistry and handle personnel changes so they did not disrupt the efficiency and effectiveness of play.

Sounds just like being a presales manager. In The Best Team Wins, Gostick and Elton yet again (see All In and The Carrot Principle) apply science and research in a practical way to help both managers and individuals figure out the do’s and don’ts of collaboration and teaming. It is NOT a book for managers – it is a book for everyone who works in a team environment. The authors lay out five basic principles, spend quite a bit of time on the “millennial Challenge” and back their statements up with science. It’s an entertaining and insightful (and relatively easy 200 page) read. Plenty of good material for the SE Community

Recommended for the SE Essential Reading Library.

 

Draw To Win Book Cover
Split Difference Book Cover
Split Difference Book Cover
Effective Manager Book Cover
Draw To Win Book Cover
Effective Manager Book Cover
Effective Manager Book Cover

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