“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: How To Demonstrate Software
(So People Buy It!)
It’s a comprehensive review of the preparation, execution and follow up required to deliver the perfect demo.
The book, to use Brian’s words, is designed for “the person sitting at the keyboard”. In larger companies that’s the SE. In much smaller companies that may be the salesrep, is sometimes the owner/founder/CTO.
I think of this book as a buffet lunch in that there is something in here for everyone, although you may have to hunt around for your food. If you’re the demo person in your organization, it’s a fantastic starting point to put some discipline and process in the demo. For SE’s in larger organizations it’s a complement to Peter Cohan’s Great Demo and (of course) Chapters 8-11 in Mastering Technical Sales.
Recommended for the SE Essential Reading Library if you spend a good portion of your week preparing for and then delivering demos.