ABOUT

ABOUT OUR BUSINESS

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. A complete update – the Second Edition, was published in 2008. The Third Edition is now available as of July 2014. You can purchase the current book through the merchant links on the right of the web page. The Fourth Edition of the book is scheduled to hit the streets in the Spring of 2022.

After publication, John decided to monetize the content and has built a complete curriculum of Professional Skills training sessions for PreSales Engineers and Managers. Through a partnership with Singapore-based Up2Speed most of the training sessions are also available in Japanese, Korean, Mandarin, Spanish and French with more languages on the way. John also produces a quarterly newsletter which has a readership of almost 35,000 SE’s across the world.

John completed “The Trusted Advisor Sales Engineer” eBook in July 2016, the paperback version in 2020, 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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