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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
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
Sales Best Practices and Measurement Websites
Useful Websites
