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The Evolving Sales Engineer: Updated Version, by Edward S. Levine
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Traditionally, sales and systems engineers (SEs) have been expected to simply provide technical information related to the sales efforts of their account managers. Now, SEs are expected to be technical experts plus: be perceived as consultative contributors to the sales process, connect technical features to business drivers and pain points, succeed with managers and executives, earn "a place at the table' where strategic conversations occur, tailor presentations based on attendees' titles, personality traits and anticipated concerns, handle the most common and challenging objections, identify and satisfy business and personal needs plus uncover cross-sell and account expansion opportunities. "The Evolving Sales Engineer" was written to provide SEs with proven behaviors, techniques, skills and mindsets that will enable them to excel given these emerging expectations. Numerous success stories and examples are included to reinforce chapter highlights. Also included is a special section on SE management. Written to managers, it provides guidance on how to select, build and develop high performance SE teams. By reading this section, SEs will also benefit by gaining an understanding of how to align their performances with evolving managerial goals and expectations.
- Sales Rank: #566246 in eBooks
- Published on: 2012-12-12
- Released on: 2012-12-12
- Format: Kindle eBook
Most helpful customer reviews
0 of 0 people found the following review helpful.
Truly Informative
By Techsby
I just recently finishing reading. It was very informative and I have applied many of the key points found throughout this book in the last week. I particularly liked the fact that it forces you to re-evaluate yourself. The principles introduced in this book can be used with anyone, not just Sales Engineers. If you are looking for a way to revamp your Sales style or looking for pointers for business communication, this is the book for you.
0 of 0 people found the following review helpful.
From the perspective of a jr mechanical engineer.
By Joel N Stevens
I wasn't happy with my career path and was considering changing coarse and becoming an SE before I started my own business. This is a great book to gain knowledge and insight into the world of sales engineering. Even though I didn't take a job as a SE in my business I deal with industrial customers on a regular basis and use some of what I learned from reading this.
0 of 0 people found the following review helpful.
great book
By Jose L Garcia Trejo
I think a very good book as it gives you many tips that for the SE are very important like how the SE should work with your AM and also how to prepare presentations and meetings with the client and track projects and additionally also for growth of the SE career within the organization and professional growth, very complete
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