Table of Contents
Preface
Part 1: Understanding the High-Tech Sales Industry
1
Types of Organizations That Employ Sales Engineers
Large vendors offering a full product suite
Small vendors offering one specific solution
Channel partners and resellers
Selling services
Hybrid organization
Summary
2
Typical Sales Roles and Sales Processes
The core team
Account executives
Sales development representatives
District managers
SE managers
The extended team
Product managers
Marketing team
Post-sales team
Technical support team
Basic sales process
Sales team events
QBR
Sales kick-off
President’s Club
Breaking into the industry
Summary
3
The Sales Engineer
Introduction to general SE operations
Discovery
Preparing for the discovery call
Product demonstrations ...
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