The 7 Rules of Sales Engineering: 7 Rules every Sales Engineer should know - Field Guide

by Jay Kiros

When it comes to Software Demonstrations the strategy has been ‘do the standard demo’. This ineffective method wastes time and ruins your credibility. In The 7 Rules of Sales Engineering you will learn proven strategies to perform compelling and more effective demonstrations. Don’t settle for the standard demo! This field guide is a must for every Sales Engineer.

45 pages, Kindle Edition

First published February 1, 2014

Reviews

[tony hogg · Rating 4 out of 5]

The Tao of SE

Know your product, customer’s needs, competition, landscape, tell a story and make your demo an event. Sun Tzu applied to sales engineering 😀 rinse and repeat until automatic.

[Silvio · Rating 3 out of 5]

Get the basics

It gets the basics that in the rush of your daily job you tend to forget. For consultants starting their career a good summary of what are the main important points in technical sales. For experience consultants a book to review and tell yourself: I'm skipping this, need to go back to the core. Last piece of advice: overconfidence is your worst enemy.

[Tomasz Wojtowicz · Rating 5 out of 5]

Helpful

straight to the topic. good read for beginners in this domain, like myself. I will definitely adopt some of these rules.

[Andrew Thompson · Rating 4 out of 5]

Very short, but the 7 rules are fairly actionable for the beginning Sales Engineer

[Carie Villano · Rating 4 out of 5]

Quick easy, helpful read for anyone needing to understand the best way to sale.

[John Thompson · Rating 3 out of 5]

Good, quick, easy read for new SE's to give them some direction

Experienced SEs will find a few interesting refresher but, shouldn't expect to agree with everything in this introductory to a few simple rules for SEs