Getting up-to-speed with Sales Engineering (my list of resources)
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A few of my customers and my brother-in-law have reached out to me about wanting to make a career change into sales engineering and asked me for recommendations on how to get started. Unfortunately, there isn’t a quick way to get-up-to speed as the role involve both a technical and sales acumen. As I mentioned in my previous post, I transitioned into sales engineering by becoming an expert with a specific software platform and presenting at user forums. However, I have been collecting a list of resources to help anyone that might be interested in making the transition but doesn’t have an expertise in a specific technology domain.
Sales Engineering 101
Reading: Mastering Technical Sales: The Sales Engineer’s Handbook
Reading: Great Demo!: How to Create And Execute Stunning Software Demonstrations
Reading: Demonstrating to Win!: The Indispensable Guide for Demonstrating Complex Products
Blog: We The Sales Engineers
Blog: samuelpena (yes my blog! I plan to continue to provide my insights)
Podcast: We The Sales Engineers
Meetup: Sales Engineers of New York
Sales Methodology
Reading: The Challenger Sales
Reading: Customer Centric Selling
Client Facing
Technology Knowledge
Reading: The Phoenix Project - Great introductory book on DevOps
Reading: The Unicorn Project - Great sequel to DevOps
Course: Cloud Computing: The Big Picture - Great introduction to cloud computing
Podcast: IT Visionaries - Great resource for actionable insights, lessons learned and exclusive interviews with trailblazing IT leaders.
I hope these resources helps! Let me know if I missed any and I’ll make sure to add them to the list.
