Monday, June 27, 2011

Suggested Reading for SEs

This is my reading list of top SE related books.  I am constantly adding to it, so please comment on this if you feel I am missing something.

 
Mastering Technical Sales
- Understand how successful Sales Engineering organisations are run, and what all levels of SEs should do to continually improve.  This is the bible of Sales Engineering!

On the Back of the Napkin - Being able to sketch up your ideas and how your solution can help customers is more flexible than sticking with a rigid set of slides.  It also makes it easier to connect with your audience.

Presentation Zen - Sometimes slides are a good part of a presentation though, but don't kill your customers with Death by Powerpoint.  

 
Great Demo!
- Giving a high quality demo is something that needs to be tailored to the customer and situation. Great Demo! is an excellent book which may change the way you conduct demonstrations.

Customer Centric Selling - make sure you understand how your sales team is trying to connect to their customers.  There are many different sales methodologies, and as part of the team, make sure you understand the strategy/

How to Win Friends and Influence People - Just to show that nothing in sales is necessarily new, this book will help you understand connecting to people and making sure you focus on what is important to your customers.

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