Mastering Technical Sales Handbook

Mastering Technical Sales is simply the missing manual that Pre-sales Engineer always wanted, but never had or knew existed. I was very fortunate to have found John Care and his wonderfully written handbook that has become a staple of our SE training. Not many engineers will read the manual so to speak, but when you get your hands on a piece of knowledge in book form that will accelerate your career, help you hone your craft, and make you a step ahead of the competition, it is hard not to immediately digest this information and refer to it over and over. John has done an outstanding job updating the series for current and relevant enhancements today's engineers now face as well. Anyone who is interested in Pre-sales Engineering as a career, who is looking to become a better manager of presales talent, or someone who is in charge of a sales organization and wants a better handle on what key roles sales engineers play, will be well served with purchasing this book.

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.

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!

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.