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To our knowledge, this is the only "go-to" resource for sales engineers as a community. Let us know what you'd like to see in our blog or feedback page.

 

 

 

 

What's Inside?

This section contains useful and insightful pages for the Sales Engineering community.  Please send us your Feedback for additional topics that would be of interest to you.

Our Sales Engineering Resource site contains several informative and insightful areas including Frequently Asked Questions, Newsletters, White Papers, Case Studies, Webinars, Radio Transcripts, SEstart Download, a complimentary SE skills maturity gap Assessment, and a one-of-a-kind SE Blog.

The sites noted below provide information, consulting resources, and media that are available to enhance and improve your pre-sales operations.

Pre-Sales Resources

Mastering Technical Sales: Excellent book and consulting resources

Making the Technical Sale: A must have book for every Sales Engineer

Sales Performance Improvement Forum: An excellent resource for Operational Sales Quality improvement

Global Partners: Another superb resource to improve Operational Sales Quality

Demo2Win

The Great Demo

The Executive Conversation

Pre-Sales Books

Sun Tzu's The Art of War Plus The Art of Sales: Strategy for Salespeople (Sun Tzu's the Art of War Plus), by Gary Gagliardi

Strategy for Sales Managers: Sun Tzu's The Art of War Plus Book Series (Sun Tzu's the Art of War), by Gary Gagliardi  

Making the Technical Sale, by Rick Greenwald and Jim Milbery

Mastering Technical Sales: The Sales Engineer's Handbook, by John Care and Aron Bohlig

Sales Methodologies and Sales Approaches Books

Solution Selling: Creating Buyers in Difficult Selling Markets, by Michael T. Bosworth

Power Base Selling: Secrets of an Ivy League Street Fighter, by Jim Holden

Credibility: How Leaders Gain and Lose It, Why People Demand It, Revised Edition, by James M. Kouzes and Barry Z. Posner

The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies, by Robert B. Miller and Stephen E. Heiman

The Chasm Companion: A Fieldbook to Crossing the Chasm and Inside the Tornado, by Geoffrey Moore

Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale, by Rick Page

You Can't Teach a Kid to Ride a Bike at a Seminar : The Sandler Sales Institute's 7-Step System for Successful Selling, by David H. Sandler

Value Based Selling

Target Account Selling

Sales Best Practices and Measurement Websites

Beyond ROI

ES Research Group

Sell More Now

Sirius Decisions

Useful Websites

BusinessWeek.com

Sales and Marketing Management Magazine

Selling Power Magazine

Computer Reseller News

VAR Business