Sales engineers often need to balance their technical expertise with the soft skills needed to close deals and build lasting client relationships. This book provides a framework for both senior engineers seeking professional growth and individuals just starting their sales engineering careers.
This book draws from the authors’ extensive experience in this industry and as leaders in top high-tech companies, offering real-world insights and life lessons applicable to this specialized and in-demand industry. You’ll pick up the core disciplines a successful sales engineer should exemplify, along with mastering practical, day-to-day operational aspects. Within these chapters, you will learn the roles and responsibilities of a sales engineer, as well as adjacent roles within a sales team. You’ll also develop the skills needed to navigate complex sales cycles and exceed traditional expectations. This book covers various key aspects of sales engineering, including mastering communication techniques, navigating complex meetings, managing customer expectations, understanding legal matters, and handling administrative tasks.
By the end of this book, you’ll have acquired advanced knowledge to excel as a world-class sales engineer and become a valuable member of your organization’s broader team.

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Spis treści

Mastering the Art of Sales Engineering. Develop essential skills and gain valuable insights for high-tech sales engineering success eBook -- spis treści

• 1. Types of Organizations That Employ Sales Engineers
• 2. Typical Sales Roles and Sales Processes
• 3. The Sales Engineer
• 4. Types of Sales Engineer Roles
• 5. General Soft Skills
• 6. Client-Facing Soft Skills
• 7. Mastering Yourself and Helping Others
• 8. Road Warrior Fundamentals
• 9. Administration
• 10. Compensation and Legal Considerations for the SE
• 11. Beyond the SE Role – SE Management