BOOKS
“Life Happened Because I Turned The Pages”
I recommend a number of books for every Sales Engineer’s library. Some are Pre-Sales specific, some cover demos and presentations, and others are regular business books. Having these books in your library can only make you a stronger, smarter, and more successful Sales Engineer. Although these are in English, and the links are to Amazon-US, many have been translated into other languages. Start reading!
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Download the Reading List in PDF format or Word format or click on any book cover below to visit Amazon.com (US)
The Sales (Engineer) Book Of The Month:
Draw To Win
Dan Roam
A Crash Course On How To Lead, Sell, And Innovate With Your Visual Mind
Draw To Win is Dan Roam’s fifth book in his wonderful series about the power of visual explanations. This is a short book, about 170 pages, and although it contains more stories than its predecessors do, Dan spends a lot of time dealing with the WHY, as in why you should draw things.
My view is that whiteboarding / visual selling are essential parts of any SE’s toolkit. The fact that it’s not slides and serves as a launchpad for stories says it all. You should not need much convincing about the WHY; instead, focus on the HOW. The book simplifies some of Dan’s previous ideas, and certainly expands on the innovative ideas and “how do I get started?” This book was written in 2016, yet now in the age of AI, being able to sketch and collaborate with your clients is a personal differentiator, a relationship builder, and still (May 2026) a way to show your humanity. To quote Le Corbusier: “I prefer drawing to talking. Drawing is faster, and it leaves less room for lies.”
I particularly loved the fact that there was a complete section on sales, an explanation of the seven key quests, and a delightful chapter on the importance of stick figures – a return to humanity. I always found that if you didn’t include people in your visuals, then your picture was very dry and clinical. People use technology.
I’d also recommend reading The Back Of The Napkin and Unfolding The Napkin if you are new to his work as companions to this book.
Give it a read and bring a pencil.
