97 Things Every Sales Engineer Should Know
?? 97 Things Every Sales Engineer Should Know
As I pivot from Sales Engineering and continue my days of shipmas content, I’ve reflected on the resources shaping my 15-year journey in practice. One of my fav' tech series was O'Reilly's 97 Things—a curated anthology of expert insights.
I always hoped they’d release one for Sales Engineering. If O'Reilly ever gave me a book deal, this would be my list to help SEs crush it for their customers, company, and coworkers. ??
I didn't put links to everything. Please Google or Bing it or Goodread it. If you can't find it, ping me.
?? 1. Demo Crimes by John Care
Learn the common mistakes in demos and how to avoid them. Download the PDF
?? 2. Mastering Technical Sales: The Sales Engineer’s Handbook by John Care and Aron Bohlig
The definitive guide to becoming a top-performing Sales Engineer.
?? 3. Demo2Win! by Robert Riefstahl
Master the art of delivering winning demos.
?? 4. Just F*ing Demo!** by Rob Falcone
A no-nonsense guide to delivering great demos.
?? 5. The Challenger Sale by Matthew Dixon and Brent Adamson
Learn how to challenge customer assumptions and drive change.
?? 6. The Challenger Customer by Brent Adamson
Discover how to identify and win over key stakeholders in complex sales.
?? 7. The Six Habits of Highly Effective Sales Engineers by Chris White
A practical guide to mastering the skills that drive success in presales.
?? 8. A Friendly Human in Presales by Ron Whitson
Understand the human side of presales and how to connect with clients.
???9. We the Sales Engineers Podcast by Ramzi Marjaba
Insights and strategies for Sales Engineers from the field.
?? 10. The Social Sales Engineer by Patrick Pissang
Leverage social media to build influence and connect with prospects.
?? 11. Selling Is Hard. Buying Is Harder. by Garin Hess
Understand the buyer’s journey and how to support it.
?? 12. To Sell Is Human by Daniel Pink
How everyone, including engineers, can excel at sales.
?? 13. Fanatical Prospecting by Jeb Blount
Techniques to fill your sales pipeline and keep it full.
?? 14. Spin Selling by Neil Rackham
A classic framework for understanding and managing sales conversations.
?? 15. The Trusted Advisor by David H. Maister, Charles H. Green, and Robert M. Galford
How to build trust and become a strategic partner.
?? 16. Atomic Habits by James Clear
Build habits that drive success in both personal and professional life.
?? 17. Presence by Amy Cuddy
Bring your boldest self to your biggest challenges.
?? 18. Influence: The Psychology of Persuasion by Robert B. Cialdini
Learn the science behind influencing others.
?? 19. Building a Second Brain by Tiago Forte
Organize your digital life and unlock your creative potential.
?? 20. The Innovators by Walter Isaacson
Understand how technological innovators have shaped our world.
?? 21. Radical Candor by Kim Scott
Lead and communicate effectively with honesty and empathy.
?? 22. Presales Podcast by Presales Collective
?? 23. The Five Dysfunctions of a Team by Patrick Lencioni
Identify and address challenges to build stronger teams.
?? 24. Think Faster, Talk Smarter by Matt Abrahams
Learn to communicate effectively under pressure.
?? 25. The Art of Witty Banter by Patrick King
Master conversation skills to charm and engage others.
?? 26. Range: Why Generalists Triumph in a Specialized World by David Epstein
Explore how breadth of experience can lead to innovation and success.
?? 27. Made to Stick by Chip Heath and Dan Heath Learn why some ideas survive and others die.
?? 28. Start with Why by Simon Sinek
Discover the importance of purpose and inspiration in leadership.
?? 29. The Infinite Game by Simon Sinek
Adopt a mindset for long-term success.
?? 30. Leaders Eat Last by Simon Sinek
Why some teams pull together, and others don't.
?? 31. Shoe Dog by Phil Knight
The memoir of Nike’s co-founder.
?? 32. Deep Work by Cal Newport
Learn how to focus deeply in a distracted world to produce high-quality work.
?? 33. The Power of Habit by Charles Duhigg
Understand how habits work and how to change them.
?? 34. Extreme Ownership by Jocko Willink and Leif Babin Lessons on leadership and accountability from Navy SEALs.
?? 35. Principles: Life and Work by Ray Dalio
Principles for success in business and life.
?? 36. The Lean Startup by Eric Ries
Learn how to create and manage successful startups using innovative methodologies.
?? 37. Good to Great by Jim Collins
What separates good companies from truly great ones.
??? 38. Make it Happen Monday's Podcast by John Barrows
领英推荐
?? 39. Measure What Matters by John Doerr
Learn how to use OKRs (Objectives and Key Results) to drive performance.
??? 40. Sales Gravy by Jeb Blunt
?? 41. Crossing the Chasm by Geoffrey Moore
Understand how to market and sell disruptive products to mainstream customers.
?? 42. The Challenger Customer by Brent Adamson
Discover how to identify and win over key stakeholders in complex sales.
??? 43. Masters of Scale by Reid Hoffman
?? 44. Blink: The Power of Thinking Without Thinking by Malcolm Gladwell How snap judgments can sometimes outperform deliberation.
?? 45. Outliers: The Story of Success by Malcolm Gladwell
Learn what makes high achievers different.
?? 46. The Tipping Point by Malcolm Gladwell
Understand how small changes can create big effects.
?? 47. The Hard Thing About Hard Things by Ben Horowitz
Lessons on building and running startups.
?? 48. Zero to One by Peter Thiel
Insights on building innovative companies.
?? 49. Drive: The Surprising Truth About What Motivates Us by Daniel Pink
Understand what drives motivation beyond rewards.
??? 50. Winning the Challenger Sale Podcast by Reid Hoffman
??? 51. Kwik Brain Podcast by Jim Kwi
?? 52. Tools of Titans by Tim Ferriss
Lessons from high achievers in various fields.
?? 53. Coaching for Leaders by Dave Stachowiak
?? 54. The 4-Hour Workweek by Tim Ferriss
Rethink productivity and achieve more with less effort.
?? 55. Emotional Intelligence 2.0 by Travis Bradberry
Develop your EQ to improve personal and professional relationships.
?? 56. The Effective Executive by Peter Drucker
The art of managing time and priorities.
???57. Techmeme Ride Home by Brian McCullough
?? 58. Team of Teams by Stanley McChrystal
Lessons on collaboration and flexibility from the military.
?? 59. Dare to Lead by Brené Brown Learn how to lead with courage and vulnerability.
?? 60. Essentialism: The Disciplined Pursuit of Less by Greg McKeown
Learn to focus on what truly matters.
?? 61. Delivering Happiness by Tony Hsieh
Business lessons from the founder of Zappos.
?? 62. The 7 Habits of Highly Effective People by Stephen R. Covey
A classic guide to personal and professional effectiveness.
?? 63. Start with No by Jim Camp Learn negotiation techniques that focus on control and power dynamics.
?? 64. The First 90 Days by Michael Watkins Strategies to succeed during critical career transitions.
?? 65. The Sales Acceleration Formula by Mark Roberge Learn how to scale and grow sales teams using data-driven methods.
?? 66. Flip the Script by Oren Klaff Advanced techniques for creating trust and influence during sales.
?? 67. Negotiating the Impossible by Deepak Malhotra Learn how to resolve conflicts and close deals without giving in.
?? 68. Cracking the Sales Management Code by Jason Jordan A guide to measurable strategies for sales management success.
?? 69. Selling to the C-Suite by Nicholas A.C. Read and Stephen J. Bistritz Learn how to sell effectively to senior executives.
?? 70. Gap Selling by Keenan How to identify gaps and align solutions to customer pain points.
?? 71. New Sales. Simplified. by Mike Weinberg Learn how to prospect, manage your pipeline, and close more deals.
?? 72. What Great Salespeople Do by Michael Bosworth and Ben Zoldan Learn storytelling techniques to connect with customers and drive sales.
?? 73. Coaching Salespeople into Sales Champions by Keith Rosen Strategies for developing and coaching successful sales teams.
?? 74. The Transparency Sale by Todd Caponi Understand how transparency and honesty can win more deals.
?? 75. Insight Selling by Mike Schultz and John E. Doerr Learn how to tailor sales approaches to customer needs.
?? 76. Baseline Selling by Dave Kurlan An actionable framework for achieving consistent sales success.
?? 77. Smart Calling by Art Sobczak Learn how to make cold calls more effective and productive.
?? 78. Sales EQ by Jeb Blount Understand how emotional intelligence drives better sales outcomes.
?? 79. Proactive Selling by William "Skip" Miller Focus on selling proactively rather than reactively.
?? 80. The Art of Closing the Sale by Brian Tracy Strategies for overcoming objections and closing deals effectively.
?? 81. Mastering the Complex Sale by Jeff Thull Learn how to navigate and close complex, high-stakes sales.
?? 82. The Ultimate Sales Machine by Chet Holmes Proven strategies for building and managing high-performing sales teams.
?? 83. Selling with Noble Purpose by Lisa Earle McLeod How focusing on purpose can drive sales and differentiate you from competitors.
?? 84. Storytelling with Data by Cole Nussbaumer Knaflic Learn to communicate data effectively using compelling storytelling techniques.
?? 85. Challenger Selling by Matthew Dixon Refine your sales approach by challenging customer assumptions.
?? 86. The Inside Advantage by Robert Bloom Strategies for discovering your organization’s unique potential and leveraging it to win.
?? 87. Value-Based Selling by Bill Brooks Learn how to create value for customers to build long-term relationships.
?? 88. Sell with a Story by Paul Smith: Use storytelling to build trust, inspire action, and close deals.
?? 89. Conversations That Win the Complex Sale by Erik Peterson and Tim Riesterer Learn how to create compelling messaging for complex sales scenarios.
?? 90. Virtual Selling by Jeb Blount Techniques to excel in remote and virtual sales environments.
?? 91. Objections: The Art and Science of Getting Past No by Jeb Blount Master the techniques to overcome objections and close more deals.
?? 92. Eat Their Lunch by Anthony Iannarino Learn how to displace competitors and dominate your market.
?? 93. How I Raised Myself from Failure to Success in Selling by Frank Bettger Timeless principles for improving your sales performance.
?? 94. The Psychology of Selling by Brian Tracy Strategies to build confidence, close more sales, and increase income.
?? 95. Negotiation Genius by Deepak Malhotra and Max H. Bazerman Learn the science and art of negotiation to achieve extraordinary results.
?? 96. Solution Architect's Handbook by Saurabh Shrivastava, Neelanjali Srivastav, and Kamal Arora
?? 97. Winning Faster by Matt Long and Kevin DonvilleThe MOVE Framework for Enterprise Sales Success
Carlos Ortiz, thank you for sharing. These are some great reads for sharpening skills and driving success.
Working to Improve the World One Demo and One Discovery Conversation at a Time!
2 个月Here are two more to add (I know the author)! Doing Discovery https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/ ? Great Demo! Third Edition: https://www.amazon.com/dp/B0C9SNKC2Y/
Elevating Executives Through Co-Creative Leadership
2 个月Great list of resources for Sales Engineers. I'd add "The Trusted Advisor" by David Maister. It's invaluable for building client relationships. Any other books you'd recommend?
Working to Improve the World One Demo and One Discovery Conversation at a Time!
2 个月Doing Discovery https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/ ? Great Demo! Third Edition: https://www.amazon.com/dp/B0C9SNKC2Y/
Author, Speaker and Professional Skills Trainer For Sales Engineers at Mastering Technical Sales
2 个月Carlos .. I’ll also share with you, after decades of building lists, that even if you create a list of 999 “useful things” , you’ll still get suggestions to make it 1,000 or 1,001 . It’s the SE way!