Mastering Technical Sales
by John Care · first published 2022
3mentions
2recommended by
3HN commenters
2022–2024first – last mentioned
67% recommend33% neutral
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…Collective has a lot of great material and basically all of the same links that I would put together myself :) https://www.presalescollective.com/education John Care is great and I'd check out his book Mastering Technical Sales if you want to go deep, but there's plenty on that list to get you started!
on “Ask HN: Any Sales Engineers out here?” ↗…abilities be the thing my performance is measured against (though you definitely need to have it, and having more of it is an edge, if your sales/soft skills can counterbalance it). I would start by reading "Mastering Technical Sales" by John Care. It's the quintessential book on being an SE. It teaches you useful concepts, like the art of doing discovery and identifying pains (you'll hear these terms a lot), driving demos (you'll…
on “Ask HN: Transitioning to a Solutions Engineer / Sales Engineer” ↗> I lost my old book, but this one looks good: mastering technical sales. Mastering Technical Sales is a book about and for sales engineers. It isn't going to help someone who doesn't know how to prospect, close a deal, etc. do those things.
on “Ask HN: Any good essays/books/advice about software sales?” ↗