BOOKS
“Life Happened Because I Turned The Pages”
There are a number of books I would recommend to be in the library of every Sales Engineer. Some are Pre-Sales specific, some deal with demos and presentations, and others are regular business books. Having these books in your library can only serve to make you a stronger, smarter, and more successful Sales Engineer. Although these are the English versions, many have been translated into other languages. Start reading!
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Download the Reading List in PDF format or Word format or click on any book cover below to visit Amazon.com (US)
The Sales (Engineer) Book Of The Month:
Stories That Stick
Kindra Hall
“How Storytelling Can Captivate Customers, Influence Audiences, and Transform Your Business.”
One of the prime messages in the book is that technology is essentially lifeless – and it is our job to bring it to life emotionally. That’s way more than reciting facts and figures, speeds and feeds, and then plowing through a boring Product Marketing slide with an image and eight bullet points! It’s even more than Use Cases. Part 1 of the book deals with the power of storytelling, and Part 2 dives into the four essential types of story (good news: to start with, we only need the Value and Customer stories). Part 3 covers the tactical do’s and don’ts.
I enjoyed this book; it is a short and compact 200 pages, yet it is full of stories and practical advice.
For years, I’ve always had a part of my mind thinking: “I wonder what the story is behind that..?” Now I know how and why that part of my brain gets lit up.
Recommended for all SEs. Ignite your customer’s brains too!