The Social Sales Engineer - Book Review
Mastering Technical Sales
by John
2y ago
  This book is really a love story for Sales Engineers in disguise. We follow the journey of our hero, Elias, as he meets his true love, and simultaneously learns to love both his potential and himself.  In The Social Sales Engineer, author Patrick Pissang uses an entertaining blend of philosophy, quantum mechanics, and pop psychology; all mixed with tea, to guide us through the development of Elias from a meek, timid, and self-doubting SE into a hero of his own making who wins the girl, achieves fame and fortune, and saves the planet. There is something of Elias in each of us, and ..read more
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A Brief Debrief For The Sales Engineer
Mastering Technical Sales
by John
3y ago
  How To Improve Your Sales Calls in Five Minutes   /TLDR: Our recent Professional Skills training has highlighted that most sales teams are not routinely debriefing and asking each other for feedback. Here is a simple, quick process you can use to get tips from your colleagues on how you can improve for the next sales call.     As we’ve been delivering our Professional Skills training throughout our client base in 2021-21, we’ve taken the opportunity to informally ask a number of questions.   One question is “how often do you debrief with the FSR after a cus ..read more
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The Sales Engineer Manager's Handbook
Mastering Technical Sales
by John
4y ago
 FINALLY!  Chris Daly and I are thrilled to announce the availability of Mastering Technical Sales: The Sales Engineer Manager's handbook. The book is intended for all levels of SE Leadership - whether you are a potential SE Manager, wondering whether it's actually a job you want - through to a VP of a larger SE organization.  Join us as we walk you through the basic framework of the 3+1 Rules Of SE Leadership, RADAR, DOGs, MARS-BARS and other wonderful methodologies designed to bring some structure, discipline and reason to the position. We also look at the concept of ..read more
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The MTS 2019 Video Series
Mastering Technical Sales
by John
5y ago
After months of editing, we're finally ready to release the Mastering Technical Sales 2019 Sales Engineering Video Set. This is a series of Twenty (Yes - 20) videos specifically designed to cover the Fundamentals of Sales Engineering. each video ranges from 90 seconds to 9 minutes and are perfect for: 1.  On-boarding Sales Engineers / New Hires 2.  Learning In The Flow Of Work for Current SE's 3.  Booster Shots for Graduates of the MTS Curriculum Edited by the amazing Gene Whitlock, the videos focus on specific SE topics, incorporating graphics and built-in exercises to reinforce the learni ..read more
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