Mastering Technical Sales: The Sales Engineer's Handbook, 4th Edition (ISBN 9781630818722)

Mastering Technical Sales: The Sales Engineer’s Handbook, 4th Edition by John Care and Aron Bohlig is the essential professional guide for Sales Engineers (SEs), technical consultants, and solution architects working in technology and B2B environments. This best-selling handbook has been updated to reflect the realities of modern sales — from SaaS and cloud solutions to AI-driven sales processes — giving readers the skills to communicate value, manage complex deals, and deliver winning technical presentations.

Product Details

• Title: Mastering Technical Sales: The Sales Engineer's Handbook
• Edition: 4th Edition
• Authors: John Care, Aron Bohlig
• Publisher: Artech House
• ISBN-13: 9781630818722
• Format: Hardcover
• Pages: 360+
• Price: $53.99
• Availability: In Stock | Free shipping on all orders

At BooksGoat, we provide the official Mastering Technical Sales, 4th Edition—a must-have for anyone working in technical sales, solution consulting, or enterprise software. Complete our sales engineer proficiency quiz: score 75 % or higher and unlock an extra 5 % discount.

Key Features of This Edition

• Proven Frameworks: Practical models for discovery calls, demos, proof-of-concepts, and objection handling.
• Modernized Content: Updated for SaaS, cloud platforms, AI tools, and hybrid selling environments.
• Real-World Examples: Case studies from enterprise software, networking, and technology sales teams.
• Communication Mastery: Techniques for technical storytelling, executive presentations, and customer alignment.
• Professional Development: Guidance for career growth, mentorship, and transitioning from SE to leadership roles.

Table of Contents Highlights

1. The Role of the Sales Engineer
2. Understanding the Customer’s Business Problem
3. Discovery and Qualification
4. Creating and Delivering Winning Demonstrations
5. Managing Proof-of-Concepts and Pilots
6. Handling Objections and Competitive Situations
7. Working with Sales Teams and Account Managers
8. Virtual Selling and Remote Presentation Skills
9. Career Paths and Leadership for SEs

Who Should Buy This Book?

• Sales Engineers and Solution Consultants in tech companies.
• Pre-sales and post-sales professionals seeking structured selling frameworks.
• Technical founders, product managers, and customer success managers.
• Students and trainees entering enterprise sales or technical consulting.

Why Choose BooksGoat?

• Best Price: $53.99 vs higher prices elsewhere
• Free Shipping: On all orders
• Exclusive Quiz Discount: Score 75 % + and save 5 %
• Eco-Friendly Packaging: Every order shipped sustainably

FAQs

Is this book suitable for beginners in technical sales?

Yes — it provides structured, real-world guidance from entry-level SEs to senior professionals.

Does it cover SaaS and modern sales models?

Yes — the 4th Edition adds new chapters on SaaS, cloud, and digital selling techniques.

Is this used in corporate SE training programs?

Yes — it’s a standard reference for pre-sales enablement at companies like Cisco, Oracle, and AWS.

Who are the authors?

John Care and Aron Bohlig — globally recognized experts in technical sales strategy and enablement.

Final Call – Buy Now

Mastering Technical Sales: The Sales Engineer’s Handbook, 4th Edition is the essential playbook for mastering the intersection of technology and sales. Order now from BooksGoat for just $53.99. Free shipping and quiz discount available.