“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: Measure What Matters
Sadly I really feel John Doerr missed the mark with Measure What Matters. The book is 250 pages of hi tech history and stories rather than a book specifically about metrics. The stories are fabulous, yet if you want to learn about how to specifically research, set, monitor/measure and execute on metrics (or OKR – Objectives and Key Results) you will be disappointed. The insightful “do this” section is shoved into 25 pages of bullet-pointed appendices.
If you are interested in hi tech history or are willing to synthesize what worked for Google, Gates Foundation, Intel and others with your personal experience then read this book, otherwise give it a pass.
Recommended for metrics or operations oriented SE staff.