I’ll go out on a limb and guess that talented Sales Engineers are difficult to find. That said, most good talent is hard to find. As I work to bring myself up to speed on the depths of a Sales Engineer, and the problems they solve/value they provide, I realize that the role is absolutely vital to a customer-centric sales organization. After years of being on the buying side of Enterprise Technology and observing what makes an excellent SE, I want to formalize some of my observations into concrete learning. I am dedicating time to learn from the years of experience others so graciously produce for all to consume. I’ll be listing a few resources for both aspiring and seasoned Sales Engineers as learning isn’t below anyone, regardless of their experience.
We The Sales Engineers by Ramzi Marjaba – A Podcast + Blog
First up is a series of podcasts and blog posts organized and produced by Ramzi Marjaba. Ramzi has been churning out podcasts since April of 2018, intending to help Sales Engineers either obtain a career or grow in the SE field. His podcasts are probably the quickest and most frictionless way to absorb a broad spectrum of experience from industry veterans. He also has a ton of resources on his website that span the work of others in the field.
You can visit We The Sales Engineers here: https://wethesalesengineers.com/
Mastering Technical Sales by John Care
Second, is a book written by John Care called Mastering Technical Sales: The Sales Engineer’s Handbook. I have read this book and found that it covers nearly everything that could possibly be a contributing factor in a good Sales Engineer. There are tons of practical ideas from someone who brings decades of functional expertise to the pages. Some of you may find topics that are elementary or are things you have been doing for years, but don’t let these topics steer you away from reading the remainder of the book.
A pure, and very rare, non-affiliate link: https://www.amazon.com/Mastering-Technical-Sales-Professional-Development/dp/1608077446
Sales Engineering University [SEU] by Pat Trainor
Last up is a YouTube Channel graciously produced by a gentleman named Pat Trainor. When it comes to visually learning both sides of the SE house, it doesn’t get much better than what Pat has put out there. Pat’s presentations provide immense amounts of clarity into the SE world. He slowly builds on topics and is cognizant of not taking shortcuts just for the sake of brevity.
The YouTube Channel can be found here: https://www.youtube.com/channel/UCVWD5BwYMxb8igtJ9e6uKSA
If you are a new Sales Engineer or looking to become one, the resources above are top notch. Before going into an interview or embarking on your next quarter, absorb as much of this as you can. Look for critical similarities in the material and apply what is relevant to your specific field.