The Role of Sales Engineer in Technical Sales
Sales engineers play a critical role in the technical sales team. Our recent survey shows their are usually 2 sales engineers for every 5 sales people (1 to 2.5). If the company doesn't staff adequate SE resources, product management usually fills the gap. Read The Role of Sales Engineer in Technical Sales for more on this critical role.
Selling Air by Dan Herchenroether is a novel of sales engineers in technology, Selling Air follows two competitive sales teams and their travails of selling enterprise software. The "good team" under-commits and over-delivers; the "bad" sales guy makes promises that can't possibly be kept. And the customer assumes both vendors are made of the same cloth. Sales engineers and those who work with them will find this a terribly accurate portrayal of the state of vendors, sales people, and the sales engineers who make it all work. Highly recommended.
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