Over at Mastering Technical Sales today I read an excellent article on Patience Is An SE Virtue!
I find this is one of the hardest (but most rewarding) parts of being an SE. It is not a job where you can just show how good you are or how much you know. It is about listening to people, understanding how they feel and only when you know and feel what they are feeling, can you possibly qualify their problem, and talk about ways that they might be able to solve it.
John Care and Aron Bohlig have written (and revised) one of the most comprehensive books I have read on Sales Engineering. I think of it as one of the manuals for my job, and it works for SEs and their management.
I find this is one of the hardest (but most rewarding) parts of being an SE. It is not a job where you can just show how good you are or how much you know. It is about listening to people, understanding how they feel and only when you know and feel what they are feeling, can you possibly qualify their problem, and talk about ways that they might be able to solve it.
John Care and Aron Bohlig have written (and revised) one of the most comprehensive books I have read on Sales Engineering. I think of it as one of the manuals for my job, and it works for SEs and their management.