Mastering Technical Sales: The Sales Engineer's Handbook, Fourth Edition

This bestselling book is a must-have resource for Sales Engineers, who engage on the technical side of the sales and buying process, and helps them navigate a complex and ever-changing technical sales environment. It provides actionable hints, case studies, and anecdotes to improve skills and increase value to the sales team, and covers topics such as understanding the unique role of the Sales Engineer, developing skills, utilizing best practices, integrating global practices, and becoming a trusted advisor to executive customers.

Format: Hardback
Length: 420 pages
Publication date: 30 April 2022
Publisher: Artech House Publishers

This bestselling book, now in its Fourth Edition, has emerged as the go-to resource for Sales Engineers, who play a crucial role in the technical aspects of sales and purchasing processes. It serves as a comprehensive guide for navigating a complex and ever-evolving technical sales environment and effectively bridging the gap between business/commercial interests and technical details that underpin sales. Authored by one of the foremost experts in this field, the handbook offers a wealth of knowledge and practical insights to enhance skills and increase value within the sales team.

The book is structured in a modular manner, allowing readers to select topics that are most relevant to their current needs or follow them in a sequential order to gain a comprehensive understanding of the Sales Engineer role. Each chapter is concise, ensuring that readers can digest the content in 10 to 15 minutes and apply the learning immediately the next day. Within these chapters, readers will find actionable hints, case studies, and anecdotes that illustrate the topics with valuable lessons learned, both positive and negative.

By leveraging the insights provided in this book, readers will gain a deeper understanding of the unique role of the Sales Engineer, encompassing the broader perspective as well as the intricate nuances of the job. They will develop the skills necessary to become valuable consultants to their team and the customer team, leveraging best practices for creating and completing winning RFPs. Effectively integrating global practices into their daily activities will become second nature, enabling them to operate at a strategic level. Furthermore, readers will cultivate their ability to think critically and strategically, positioning themselves as trusted advisors to executive customers.

With this extensively updated and expanded edition of Mastering Technical Sales in hand, readers can expect to achieve improved win rates, heightened customer satisfaction, attainment of revenue targets, and a greater sense of job satisfaction. Newly added and revised chapters provide guidance on navigating the challenges of today's market, ensuring that readers are well-equipped to excel in their roles.

In conclusion, this bestselling book has established itself as the gold standard for Sales Engineers, offering a comprehensive and practical guide to success in the technical sales landscape. Whether you are a seasoned professional or just starting your journey, this handbook is an invaluable resource that will empower you to navigate complexity, build strong relationships, and drive sales outcomes.

Weight: 774g
Dimension: 160 x 239 x 24 (mm)
ISBN-13: 9781630818722
Edition number: Unabridged ed