“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 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 more successful Sales Engineer. Although these are the English versions, many have been translated into other languages. Start reading!
(Note we are an Amazon Affiliate – purchasing through these links may result in a small royalty for us)
Stories That Stick
“How Storytelling Can Captivate Customers, Influence Audiences, and Transform Your Business.”
One of the prime messages in the book is that technology is essentially lifeless – and it is our job to bring it to life emotionally. That’s way more than reciting facts and figures, speeds and feeds, and then plowing through a boring Product Marketing slide with an image and eight bullet points! It’s even more than Use Cases. Part 1 of the book deals with the power of storytelling, and Part 2 dives into the four essential types of story (good news: to start with, we only need the Value and Customer stories). Part 3 covers the tactical do’s and don’ts.
I enjoyed this book; it is a short and compact 200 pages, yet it is full of stories and practical advice.
For years, I’ve always had a part of my mind thinking: “I wonder what the story is behind that..?” Now I know how and why that part of my brain gets lit up.
Recommended for all SEs. Ignite your customer’s brains too!