Mastering the Art of Sales Engineering Develop Essential Skills and Gain Valuable Insights for High-Tech Sales Engineering Success
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...
| Otros Autores: | , , |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Birmingham :
Packt Publishing, Limited
2024.
|
| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009853432206719 |
Tabla de Contenidos:
- Cover
- Title Page
- Copyright and Credits
- Dedication
- Foreword
- Contributors
- Table of Contents
- Preface
- Part 1: Understanding the High-Tech Sales Industry
- Chapter 1: Types of Organizations That Employ Sales Engineers
- Large vendors offering a full product suite
- Small vendors offering one specific solution
- Channel partners and resellers
- Selling services
- Hybrid organization
- Summary
- Chapter 2: Typical Sales Roles and Sales Processes
- The core team
- Account executives
- Sales development representatives
- District managers
- SE managers
- The extended team
- Product managers
- Marketing team
- Post-sales team
- Technical support team
- Basic sales process
- Sales team events
- QBR
- Sales kick-off
- President's Club
- Breaking into the industry
- Summary
- Chapter 3: The Sales Engineer
- Introduction to general SE operations
- Discovery
- Preparing for the discovery call
- Product demonstrations
- Preparing for the product demonstration
- PoC fundamentals
- Additional sales cycle considerations for the SE
- Win wire
- Request for proposals
- Request for information
- Security questionnaire
- Closing fundamentals for the SE
- Summary
- Chapter 4: Types of Sales Engineer Roles
- Generalist SE
- Strategic account SE
- Federal SE
- SLED SE
- Channel SE
- SE product specialist
- Field operational distinctions
- Corporate operational distinctions
- Evangelist/Principal
- Summary
- Part 2: Necessary Soft Skills
- Chapter 5: General Soft Skills
- Time management fundamentals
- Tactical time management
- Strategic time management
- Bringing it all together
- Internal relationship dynamics and call cadence
- Weekly SE team call
- 1-on-1 with your SE manager
- 1-on-1 with each of your AEs
- 1-on-1 with marketing
- Squirrel Club
- Data organization
- Directory file structure
- Going on the hunt for information
- Email organization
- People information
- Note-taking
- Email crafting
- Coachability/Adaptability
- Ownership
- Summary
- Chapter 6: Client-Facing Soft Skills
- Customer relationship fundamentals
- Preparation
- Reading the office and/or cubicle
- Reading a conference room
- Bridging collaboration points
- Foundational meeting dynamics
- Foundational customer-facing meeting principles
- Storytelling expression
- Dealing with a hostile customer in a meeting
- Dealing with silence in a meeting
- International considerations
- SE-only customer-facing meetings
- Additional client-facing considerations
- OPSEC in public settings
- Bad, complex situations
- Dynamics with the AE
- Advanced note-taking fundamentals for the SE
- Proofs of concept
- Product upgrades
- Technical note next steps
- Elicitation techniques
- Provocative statement
- Provocative statement and quid pro quo
- Provocative statement and naivete
- Bracketing techniques
- Elicitation wrap-up and key points for the SE
