The Evolving Sales Engineer

3.78 avg rating
( 9 ratings by GoodReads )
 
9781598584141: The Evolving Sales Engineer

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.

"synopsis" may belong to another edition of this title.

About the Author:

Author Ed Levine is Co-Founder of Technically Speaking, an international consulting firm specializing in enhancing the performance of client-facing teams. Ed has trained thousands of SEs, account managers and management teams on sales strategies and techniques. He has also spoken on a variety of sales topics at sales kick-off events worldwide.

"About this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

1.

Levine, Edward S
Published by Dog Ear Publishing, LLC (2007)
ISBN 10: 1598584146 ISBN 13: 9781598584141
New Hardcover Quantity Available: 1
Seller
Irish Booksellers
(Rumford, ME, U.S.A.)
Rating
[?]

Book Description Dog Ear Publishing, LLC, 2007. Hardcover. Book Condition: New. book. Bookseller Inventory # 1598584146

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 33.70
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

2.

Levine, Edward S
Published by Dog Ear Publishing, LLC
ISBN 10: 1598584146 ISBN 13: 9781598584141
New Hardcover Quantity Available: 1
Seller
Cloud 9 Books
(West Palm Beach, FL, U.S.A.)
Rating
[?]

Book Description Dog Ear Publishing, LLC. Hardcover. Book Condition: New. 1598584146 New Condition. Bookseller Inventory # NEW6.0807182

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 59.99
Convert Currency

Add to Basket

Shipping: US$ 4.99
Within U.S.A.
Destination, Rates & Speeds

3.

Levine, Edward S
Published by Dog Ear Publishing, LLC (2007)
ISBN 10: 1598584146 ISBN 13: 9781598584141
New Hardcover Quantity Available: 3
Seller
Murray Media
(North Miami Beach, FL, U.S.A.)
Rating
[?]

Book Description Dog Ear Publishing, LLC, 2007. Hardcover. Book Condition: New. Bookseller Inventory # P111598584146

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 66.32
Convert Currency

Add to Basket

Shipping: US$ 2.99
Within U.S.A.
Destination, Rates & Speeds

4.

Levine, Edward S
ISBN 10: 1598584146 ISBN 13: 9781598584141
New Hardcover Quantity Available: 1
Seller
AMAZINGBOOKDEALS
(IRVING, TX, U.S.A.)
Rating
[?]

Book Description Hardcover. Book Condition: BRAND NEW. BRAND NEW. Fast Shipping. Prompt Customer Service. Satisfaction guaranteed. Bookseller Inventory # 1598584146BNA

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 152.58
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds