The Trusted Advisor Sales Engineer

by John Care

Sales and Pre Sales Engineering leaders across the world have used the Trusted Advisor label hundreds of times over the past fifteen years. Yet it really doesn’t mean that much without a lot of explanation. You may be thinking about some of these questions right now. Becoming a Trusted Advisor is not as simple as it sounds, which is why so many organizations either never try, or make a half-hearted effort. Trusted Advisor – two words, five syllables and fifteen letters hide a massive complexity. For the first time ever, there is now a book specifically designed to start the individual Sales Engineer on the journey to becoming a Trusted Advisor. Section One covers how to define and actually measure trust with your clients. Section Two looks at the practical aspects involved in building trust through Discovery, Presentations, Demos and all the other standard activities of an SE. Section Three examine how to get started and put it all into practice - both for individuals and for SE teams.

This is not one of those tiny 40 page eBooks. It's over 150 pages of thoughts, ideas, best practices and real life examples based on dozens of clients and thousands of students who have already taken the workshop.

Genres: Business

185 pages, Kindle Edition

Published July 12, 2016

Reviews

[David · Rating 5 out of 5]

Review pending the outcome of an upcoming job interview.
ETA: I didn't get the job but this book is a solid overview of a wide variety of sales engineering concepts (also known as inside sales, technical sales, among many other things). I'd recommend it to anyone just starting out in their career or to anyone who would like a new perspective in their already established career.
And don't assume that these concepts only apply to sales engineering occupations, specifically. They could support someone in virtually any occupation, especially those that rely on collaboration.