Mastering Technical Sales started as a vision shared by John Care and Aron Bohlig back in 2000. Tired of struggling through yet another “sales” class and reading yet another sales book focused entirely upon Account Executives, they thought, “what if we wrote the definitive handbook for Sales Engineers?

From this thought, a manuscript was created, and “Mastering Technical Sales: The Sales Engineers Handbook” was published by Artech House in 2002. The second and third editions were published in 2008 and 2014, respectively. The current Fourth Edition hit the streets in May 2022. You can purchase the MTS4e book through the merchant links on the right of the web page.

After publication, John decided to monetize the content and built a complete curriculum of Professional Skills training sessions for PreSales Engineers and Managers. In February 2023, MTS merged with their long-time Singapore-based business partner, Up2Speed Ltd., creating what is now truly the largest global provider of SE training and services,

John¬†completed “The Trusted Advisor Sales Engineer” eBook in July 2016, updated the paperback version in 2022, and, together with Chris Daly published “Mastering Technical Sales: The Sales Engineering Manager’s Handbook” in 2020.

The Author

John Care

Managing Director

John spent numerous years building world-class Sales Engineering organizations at Oracle, Sybase, Vantive, Clarify, CA, Business Objects, and HP Software. He has a BSc with Honours in Chemical Engineering from Imperial College, London, and is a former contributing member of the MBA Advisory Council for the Fox Business School of Temple University, Philadelphia. He has been published in such diverse media as CIO, InfoWorld, Touchline, and The Wall Street Journal. He now serves on the Advisory Boards of several hi-tech startups dedicated to the Sales Engineering community.

Download John’s executive bio

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