BOOKS
“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!
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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:
The Six Habits of Highly Effective Sales Engineers
Chris White
Six Habits is a delightful book about both the basics and the applied principles of being a Sales Engineer. Chris White breaks the role down into six simple, common-sense and often overlooked rules which can certainly help you perform better as an SE. Although the book is a little demo focused, the line that stayed with me was “I’ve come to believe that the ability to answer questions effectively may very well be the most important skill we can develop.”
Chris describes his book as being more conversational and less “textbook” than Mastering Technical Sales – which I’d certainly agree with. It’s a great companion and supplies a number of fantastic ideas around topics like Discovery, Demos and Objection Handling which could really make a difference to both new and super-experienced SEs. Go out and buy it. At $9.99 for the eBook it’s a fabulous ROI.
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