Mastering Technical Sales: The Sales Engineer's Handbook

First of all this is among the few Sales engineering books that exist. Sales engineering is a complex job. Technical skills can be taught. Plus the engineering team can back up SE with the technical challenges. However, learning how to manage sales reps, the prospects, getting to the essence of the problem is never taught. It is just by experience. That takes time. This book shortens that learning time, by a lot!

I run a worldwide sales engineering team. I found Mastering Technical Sales about four years ago and immediately made it my team's "Bible." During that time, we've experienced a lot of growth in the company and it has continued to provide a foundation for my organization which is second to none. Every inContact Sales Engineer receives a copy of MTS, when they come on board. I will continue to use it as a part of my onboarding process and I personally use MTS as a reference, regularly.I highly recommend this book as well as John Care as a speaker. He's provided excellent training to my organization on two seperate occasions and it was money well spent.

Even if your an experienced SE, I highly recommend that you purchase this book as a way to gain additional knowledge and just to review your forgotten knowledge of the sales process. We as Engineers have a different approach to the sale process, our Sales counterparts don't always truly understand our real job and have their own perception of what we are there for.This books actually gives you many examples of the entire process, what to say and what not to say.

I was mandated to read this book as part of a development plan and have to say it was one of the better books I have read regarding the role of the SE. I liked it enough and wanted to have it around for reference that I replaced the copy I left on a plane.

Straightforward advice on processes, and best practices. If you don't have a sales strategy in place use his, if you do, you can still implement the suggestions found in the book. Interestingly, the structure discussed was similar to my company's own and fell inline nicely with how were currently do business.

Great book! Perfect book for a new SE as well as some advance concepts or reminders for senior SEs. The author gives examples , which ties the concepts with real world experience.

This book is outstanding in bringing order to the sales tango between sales executive, the prospect (or client) and the pre-sales/sales engineer. I will be recommending that the technical team I lead read the book from cover to cover - even if I cannot "convince" them to to this, I will "drip feed" them with snippets of wisdom weekly...John is a master of trade!!

As someone new to sales engineering the book provide me with much needed insight into an SE's role in the technical sales process. The case studies and antecdotes based on the authors' and contributors' experience were very illuminating. The style was effective and the points being made were easy to digest. This book will be an additional reference in my new career path.

great