Hi all,
I'm currently reviewing our Onboarding and Enablement content, and while we have great content on our product, technical details, and some good process oriented stuff, we've got a gaping black hole when it comes to real soft skills of 'How to be a Great Sales Engineer'. This is becoming more evident as we scale some of our Commercial teams and bring in less experienced talent.
So, I'm looking for suggestions - udemy courses, youtube videos, books, classroom training etc.
Ultimately - what is the best non-technical training you've seen to help build a team of Great SEs?
Thanks in advance!
Tom
Hey Tom, John Care has a good LinkedIn learning course about the fundamentals of Sales Engineering / Solutions Consulting. I’d say it’s good for newer individuals to the profession. We also use Demo2Win as a methodology. They do training courses which we have put the team through, and they also have some great online skill extender videos that you can to subscribe to. These are great refreshers around discover best practices, ppt tips and tricks, demo skills etc. Finally, there are several of good books out there. I’d personally recommend Mastering Technical Sales (another one from John Care). I’ll also be following this closely because I’m sure there’s plenty out there that I haven’t yet come across!
I see him on here, Peter Cohan's book Great Demo! is obviously wonderful. Also a fan of Robert Riefstahl's Demonstrating to Win! and The Rule of 24.
For a non PreSales oriented book, I'm also a fan of Essentialism by Greg McKeown. Could easily be titled The Power of No.