Business Communication

The Evolving Sales Engineer

Name: The Evolving Sales Engineer
Brand: Edward S Levine
SKU: 9780578930138
Price: 2906.00 INR
Availability: InStock
ISBN: 9780578930138

Contributor(s): Levine, Edward, S. Author Format: Hardback

Hardback · ISBN 9780578930138

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Key Specifications

ISBN	9780578930138
Publisher	Edward S Levine
Publication date	July 2021
Language	English
MRP	£25.99 GBP
Page count	284
Item weight	126 g

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.

The Evolving Sales Engineer

Key Specifications

Levine, Edward, S. Author

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