Items related to The Evolving Sales Engineer: Updated Version
Synopsis
Traditionally, sales and systems engineers (SEs) have been expected to simply provide technical information related to the sales efforts of their account managers. Now, SEs are expected to be technical experts plus: be perceived as consultative contributors to the sales process, connect technical features to business drivers and pain points, succeed with managers and executives, earn "a place at the table' where strategic conversations occur, tailor presentations based on attendees' titles, personality traits and anticipated concerns, handle the most common and challenging objections, identify and satisfy business and personal needs plus uncover cross-sell and account expansion opportunities. "The Evolving Sales Engineer" was written to provide SEs with proven behaviors, techniques, skills and mindsets that will enable them to excel given these emerging expectations. Numerous success stories and examples are included to reinforce chapter highlights. Also included is a special section on SE management. Written to managers, it provides guidance on how to select, build and develop high performance SE teams. By reading this section, SEs will also benefit by gaining an understanding of how to align their performances with evolving managerial goals and expectations.
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About the Author
Author Ed Levine is Co-Founder of Technically Speaking, an international consulting firm specializing in enhancing the performance of client-facing teams. Ed has trained thousands of SEs, account managers and management teams on sales strategies and techniques. He has also spoken on a variety of sales topics at sales kick-off events worldwide.
"About this title" may belong to another edition of this title.
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The Evolving Sales Engineer: Updated Version
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
Seller rating 5 out of 5 stars
Hardback. Condition: Good. Traditionally, sales and systems engineers (SEs) have been expected to simply provide technical information related to the sales efforts of their account managers. Now, SEs are expected to be technical experts plus: be perceived as consultative contributors to the sales process, connect technical features to business drivers and pain points, succeed with managers and executives, earn a place at the table' where strategic conversations occur, tailor presentations based on attendees' titles, personality traits and anticipated concerns, handle the most common and challenging objections, identify and satisfy business and personal needs plus uncover cross-sell and account expansion opportunities. The Evolving Sales Engineer was written to provide SEs with proven behaviors, techniques, skills and mindsets that will enable them to excel given these emerging expectations. Numerous success stories and examples are included to reinforce chapter highlights. Also included is a special section on SE management. Written to managers, it provides guidance on how to select, build and develop high performance SE teams. By reading this section, SEs will also benefit by gaining an understanding of how to align their performances with evolving managerial goals and expectations. Seller Inventory # 00096852081
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The Evolving Sales Engineer: Updated Version
Published by
Dog Ear Publishing, LLC (edition ), 2012
ISBN 10: 1457513129
ISBN 13: 9781457513121
Used
Hardcover
Seller: BooksRun, Philadelphia, PA, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Very Good. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting. Seller Inventory # 1457513129-11-1
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The Evolving Sales Engineer: Updated Version
Seller: ThriftBooks-Dallas, Dallas, TX, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G1457513129I4N00
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The Evolving Sales Engineer: Updated Version
Seller: ThriftBooks-Atlanta, AUSTELL, GA, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G1457513129I4N00
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The Evolving Sales Engineer: Updated Version
Seller: ThriftBooks-Dallas, Dallas, TX, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Very Good. No Jacket. Missing dust jacket; May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G1457513129I4N01
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The Evolving Sales Engineer: Updated Version
Seller: World of Books Inc, Montgomery, IL, U.S.A.
Seller rating 4 out of 5 stars
Hardback. Condition: Good. Traditionally, sales and systems engineers (SEs) have been expected to simply provide technical information related to the sales efforts of their account managers. Now, SEs are expected to be technical experts plus: be perceived as consultative contributors to the sales process, connect technical features to business drivers and pain points, succeed with managers and executives, earn a place at the table' where strategic conversations occur, tailor presentations based on attendees' titles, personality traits and anticipated concerns, handle the most common and challenging objections, identify and satisfy business and personal needs plus uncover cross-sell and account expansion opportunities. The Evolving Sales Engineer was written to provide SEs with proven behaviors, techniques, skills and mindsets that will enable them to excel given these emerging expectations. Numerous success stories and examples are included to reinforce chapter highlights. Also included is a special section on SE management. Written to managers, it provides guidance on how to select, build and develop high performance SE teams. By reading this section, SEs will also benefit by gaining an understanding of how to align their performances with evolving managerial goals and expectations. Seller Inventory # CIN1457513129G
Stock Image
The Evolving Sales Engineer: Updated Version
Published by
Dog Ear Publishing, LLC, 2012
ISBN 10: 1457513129
ISBN 13: 9781457513121
Used
Hardcover
Seller: Bookmans, Tucson, AZ, U.S.A.
Seller rating 5 out of 5 stars
hardcover. Condition: Good. . Satisfaction 100% guaranteed. Seller Inventory # mon0002695720
Seller Image
The Evolving Sales Engineer: Updated Version
Published by
Dog Ear Publishing, LLC, 2012
ISBN 10: 1457513129
ISBN 13: 9781457513121
Used
Hardcover
Seller: Goodwill of Greater Milwaukee and Chicago, Racine, WI, U.S.A.
Seller rating 5 out of 5 stars
Condition: acceptable. Book is considered to be in acceptable condition. The actual cover image may not match the stock photo. Book may have one or more of the following defects: noticeable wear on the cover dust jacket or spine; curved, dog eared or creased page s ; writing or highlighting inside or on the edges; sticker s or other adhesive on cover; CD DVD may not be included; and book may be a former library copy. Seller Inventory # SEWV.1457513129.A
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The Evolving Sales Engineer
Published by
Dog Ear Publishing, LLC, 2012
ISBN 10: 1457513129
ISBN 13: 9781457513121
Used
Softcover
Seller: Hamelyn, Madrid, M, Spain
Seller rating 5 out of 5 stars
Condition: Very Good. : Este libro, escrito por Edward S. Levine, es una guía esencial para los ingenieros de ventas (SE) que buscan evolucionar en su rol profesional. A través de estrategias probadas y tácticas prácticas, la obra explora cómo los ingenieros de ventas pueden pasar de ser meros proveedores de información técnica a convertirse en consultores estratégicos que conectan las características técnicas con las necesidades de negocio y los puntos de dolor de los clientes.Además de ofrecer consejos para mejorar las presentaciones, manejar objeciones y gestionar relaciones con ejecutivos, el libro incluye una sección dedicada a la gestión de equipos de ingeniería de ventas. Es un recurso valioso tanto para los profesionales que desean destacar en sus funciones como para los gerentes que buscan construir y desarrollar equipos de alto rendimiento. EAN: 9781457513121 Tipo: Libros Categoría: Negocios y Economía Título: The Evolving Sales Engineer Autor: Edward S. Levine Editorial: Dog Ear Publishing, LLC Idioma: en Páginas: 284 Formato: tapa dura. Seller Inventory # Happ-2026-09-15-dc4c7655