Sales engineers bridge the gap between technical teams and clients, providing tailored solutions, delivering product demonstrations, and supporting the sales process by showcasing how a product or service solves specific business challenges. They play a critical role in pre-sales activities, building trust and confidence in the proposed solutions.
- Sales Engineering Basics
- Sales Methodologies and Strategies
- Discovery
- Demo Delivery
- Objection Handling
- Proof of Concept (POC)
- Storytelling and Communication
- Tools and Technology
- Career Development
- Communities and Networking
Understand the core responsibilities and skills of a Sales Engineer.
- Books
- Mastering Technical Sales by John Care
- The PreSales Handbook by Dr. Johannes Hangl
- The Trusted Advisor Sales Engineer by John Care
- Podcasts
Explore popular sales methodologies and strategies to improve your sales process.
- BANT
- MEDDIC
- NEAT
- SPIN Selling
Learn how to conduct effective discovery to uncover customer needs.
- Books
- Doing Discovery by Peter E. Cohan
- SPIN Selling by Neil Rackham
- Cheat Sheets
Master the art of delivering engaging and impactful demos.
- Books
- Great Demo! by Peter E. Cohan
- Mastering Technical Sales by John Care (Chapters on Demos and Whiteboarding)
- Courses
Build confidence in addressing customer concerns and objections.
- Books
- The Challenger Sale by Matthew Dixon
Effectively plan, execute, and measure successful POCs.
- Books
- Mastering Technical Sales by John Care (Chapter on POCs)
Develop storytelling skills to engage customers and win deals.
- Books
- Made to Stick by Chip Heath and Dan Heath
- Start With Why by Simon Sinek
Explore essential tools and platforms for Sales Engineers.
- Demo Tools
- CRM Tools
- Diagram Tools
Advance your career as a Sales Engineer.
- Books
- So Good They Can’t Ignore You by Cal Newport
Connect with fellow Sales Engineers and share knowledge.
- Slack Groups
- Forums
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