John Care's updated handbook equips Sales Engineers with the knowledge and skills to navigate the ever-changing technical sales landscape. This edition addresses key topics like business value discovery, effective communication, and leveraging technology, while incorporating the unique challenges and opportunities faced by Sales Engineers.

Key Differentiators:

• Tailored for Sales Engineers: This edition goes beyond generic sales advice, focusing specifically on the needs of those bridging the technical and commercial divide.
• Modern Sales Techniques: Explore remote demonstrations, digital tools, and other tactics relevant to the contemporary sales environment.
• Building Business Acumen: Develop financial literacy and understand how your role contributes to overall company goals.
• Mastering Communication: Hone your ability to articulate technical solutions and navigate complex client conversations.
• Continuous Improvement: Practical advice and best practices help you constantly improve your sales effectiveness.

Key Learnings:

• Understand the sales process and various stages involved.
• Effectively identify and address client pain points and desired outcomes.
• Deliver impactful presentations and demonstrations, even remotely.
• Master the art of negotiation to secure mutually beneficial deals.
• Leverage technology and digital tools to streamline your sales process.
• Build strong relationships with clients and stakeholders.
• Stay informed about emerging trends and best practices in technical sales.

Overall, Mastering Technical Sales offers a comprehensive and action-oriented approach to propel Sales Engineers towards success in the modern landscape. By learning how to bridge the technical and commercial divide, leverage technology, and continuously improve their skills, Sales Engineers can become invaluable assets to their teams and organizations.