Mastering the Art of Sales Engineering: Essential Skills and Insights for Career Success
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Birmingham
Packt Publishing, Limited
2024
|
| Ausgabe: | 1st ed |
| Schlagworte: | |
| Online-Zugang: | DE-2070s |
| Beschreibung: | Description based on publisher supplied metadata and other sources |
| Beschreibung: | 1 Online-Ressource (316 Seiten) |
| ISBN: | 9781835880975 |
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| 245 | 1 | 0 | |a Mastering the Art of Sales Engineering |b Essential Skills and Insights for Career Success |
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| 505 | 8 | |a Cover -- Title Page -- Copyright and Credits -- Dedication -- Foreword -- Contributors -- Table of Contents -- Preface -- Part 1: Understanding the High-Tech Sales Industry -- Chapter 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 -- Chapter 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 -- Chapter 3: The Sales Engineer -- Introduction to general SE operations -- Discovery -- Preparing for the discovery call -- Product demonstrations -- Preparing for the product demonstration -- PoC fundamentals -- Additional sales cycle considerations for the SE -- Win wire -- Request for proposals -- Request for information -- Security questionnaire -- Closing fundamentals for the SE -- Summary -- Chapter 4: Types of Sales Engineer Roles -- Generalist SE -- Strategic account SE -- Federal SE -- SLED SE -- Channel SE -- SE product specialist -- Field operational distinctions -- Corporate operational distinctions -- Evangelist/Principal -- Summary -- Part 2: Necessary Soft Skills -- Chapter 5: General Soft Skills -- Time management fundamentals -- Tactical time management -- Strategic time management -- Bringing it all together -- Internal relationship dynamics and call cadence -- Weekly SE team call -- 1-on-1 with your SE manager -- 1-on-1 with each of your AEs -- 1-on-1 with marketing -- Squirrel Club -- Data organization | |
| 505 | 8 | |a Directory file structure -- Going on the hunt for information -- Email organization -- People information -- Note-taking -- Email crafting -- Coachability/Adaptability -- Ownership -- Summary -- Chapter 6: Client-Facing Soft Skills -- Customer relationship fundamentals -- Preparation -- Reading the office and/or cubicle -- Reading a conference room -- Bridging collaboration points -- Foundational meeting dynamics -- Foundational customer-facing meeting principles -- Storytelling expression -- Dealing with a hostile customer in a meeting -- Dealing with silence in a meeting -- International considerations -- SE-only customer-facing meetings -- Additional client-facing considerations -- OPSEC in public settings -- Bad, complex situations -- Dynamics with the AE -- Advanced note-taking fundamentals for the SE -- Proofs of concept -- Product upgrades -- Technical note next steps -- Elicitation techniques -- Provocative statement -- Provocative statement and quid pro quo -- Provocative statement and naivete -- Bracketing techniques -- Elicitation wrap-up and key points for the SE -- Summary -- Chapter 7: Mastering Yourself and -- Internal professional development for the SE -- Brand building concepts and defining exotics -- Administering a wiki or lab environment -- White paper creation for the broader SE team -- Working with the PM team on a special project -- Internal technical training -- Assisting teammates in need -- Trip to the regional office -- Trip to HQ -- External professional development for the SE -- Certifications -- Training classes -- Blogs, magazines, and books -- Professional organizations -- Conferences -- Social media -- SE mentoring fundamentals -- Initial structure and steps -- Keeping on track -- Relationship building -- Exotics and risk -- Handling authority as an SE -- Confidentiality as a mentor -- Finding closure | |
| 505 | 8 | |a Professional red flags for the SE -- Dealing with difficult teammates professionally -- Dealing with miscellaneous red flags -- Professional red flag reflections -- Summary -- Part 3: Often Neglected Important Skills -- Chapter 8: Road Warrior Fundamentals -- Corporate travel culture -- Local travel -- Your car as your mobile office -- Road routine -- Traffic -- Local weather and driving -- Expensing mileage -- Public transit in the city -- Your SE field bag -- Regional and international travel -- Travel vendor reward systems -- Corporate credit cards versus personal credit cards -- Airports -- Rental cars -- Hotels -- Regional trains -- International travel -- Jet lag -- Cybersecurity -- Things to always bring -- Maintaining work-life balance -- Keeping up with lifestyle -- Bringing significant others along -- Final thoughts -- Summary -- Chapter 9: Administration -- Corporate mandatory requirements -- Expense reporting -- Required corporate training -- Corporate-wide meetings -- Requesting access to logical and physical assets -- Company-issued hardware and software -- Mobile phone and phone number -- Physical and logical security by policy -- Voluntary administrative tasks and benefits -- Time off from work -- Primary benefits -- Employee stock purchase program -- Educational opportunities -- Secondary benefits offered to you through your organization -- Summary -- Chapter 10: Compensation and Legal Considerations for the SE -- Compensation and the SE -- Sign-on bonus -- On target earnings -- Compensation split ratio -- Commission basis (region, AE, or theater) -- Accelerators -- Draws and implications -- Commission calculation -- Sales performance incentive funds -- Granted stock options -- 401(k) company matching -- Understanding your (pay) earnings statement -- SE annual performance appraisals -- Legal considerations | |
| 505 | 8 | |a Confidentiality agreement -- Non-disparagement -- Arbitration agreement -- Business contracts -- Competitive intelligence rules of engagement -- Non-disclosure agreements -- SE negligence -- Separating from a company -- Summary -- Chapter 11: Beyond the SE Role - SE Management -- Command of the team -- Establishing team culture -- Assessment and coaching -- Recruitment -- SE recognition -- Mentoring -- Command of the business -- Aligning the coverage model -- Operational cadence -- Quarterly business review involvement -- Customer relationship management and analysis -- Administrative -- Thought leadership -- Internal organization -- Industry leadership -- Community leadership -- Summary -- Index -- Other Books You May Enjoy | |
| 650 | 4 | |a Selling | |
| 700 | 1 | |a Mar-Tang, Jason |e Sonstige |4 oth | |
| 700 | 1 | |a Huckaby, Michael |e Sonstige |4 oth | |
| 776 | 0 | 8 | |i Erscheint auch als |n Druck-Ausgabe |a Silver, Jeffrey |t Mastering the Art of Sales Engineering |d Birmingham : Packt Publishing, Limited,c2024 |
| 912 | |a ZDB-30-PQE | ||
| 943 | 1 | |a oai:aleph.bib-bvb.de:BVB01-035438304 | |
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Datensatz im Suchindex
| _version_ | 1818760561635098624 |
|---|---|
| adam_text | |
| any_adam_object | |
| author | Silver, Jeffrey |
| author_facet | Silver, Jeffrey |
| author_role | aut |
| author_sort | Silver, Jeffrey |
| author_variant | j s js |
| building | Verbundindex |
| bvnumber | BV050101142 |
| collection | ZDB-30-PQE |
| contents | Cover -- Title Page -- Copyright and Credits -- Dedication -- Foreword -- Contributors -- Table of Contents -- Preface -- Part 1: Understanding the High-Tech Sales Industry -- Chapter 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 -- Chapter 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 -- Chapter 3: The Sales Engineer -- Introduction to general SE operations -- Discovery -- Preparing for the discovery call -- Product demonstrations -- Preparing for the product demonstration -- PoC fundamentals -- Additional sales cycle considerations for the SE -- Win wire -- Request for proposals -- Request for information -- Security questionnaire -- Closing fundamentals for the SE -- Summary -- Chapter 4: Types of Sales Engineer Roles -- Generalist SE -- Strategic account SE -- Federal SE -- SLED SE -- Channel SE -- SE product specialist -- Field operational distinctions -- Corporate operational distinctions -- Evangelist/Principal -- Summary -- Part 2: Necessary Soft Skills -- Chapter 5: General Soft Skills -- Time management fundamentals -- Tactical time management -- Strategic time management -- Bringing it all together -- Internal relationship dynamics and call cadence -- Weekly SE team call -- 1-on-1 with your SE manager -- 1-on-1 with each of your AEs -- 1-on-1 with marketing -- Squirrel Club -- Data organization Directory file structure -- Going on the hunt for information -- Email organization -- People information -- Note-taking -- Email crafting -- Coachability/Adaptability -- Ownership -- Summary -- Chapter 6: Client-Facing Soft Skills -- Customer relationship fundamentals -- Preparation -- Reading the office and/or cubicle -- Reading a conference room -- Bridging collaboration points -- Foundational meeting dynamics -- Foundational customer-facing meeting principles -- Storytelling expression -- Dealing with a hostile customer in a meeting -- Dealing with silence in a meeting -- International considerations -- SE-only customer-facing meetings -- Additional client-facing considerations -- OPSEC in public settings -- Bad, complex situations -- Dynamics with the AE -- Advanced note-taking fundamentals for the SE -- Proofs of concept -- Product upgrades -- Technical note next steps -- Elicitation techniques -- Provocative statement -- Provocative statement and quid pro quo -- Provocative statement and naivete -- Bracketing techniques -- Elicitation wrap-up and key points for the SE -- Summary -- Chapter 7: Mastering Yourself and -- Internal professional development for the SE -- Brand building concepts and defining exotics -- Administering a wiki or lab environment -- White paper creation for the broader SE team -- Working with the PM team on a special project -- Internal technical training -- Assisting teammates in need -- Trip to the regional office -- Trip to HQ -- External professional development for the SE -- Certifications -- Training classes -- Blogs, magazines, and books -- Professional organizations -- Conferences -- Social media -- SE mentoring fundamentals -- Initial structure and steps -- Keeping on track -- Relationship building -- Exotics and risk -- Handling authority as an SE -- Confidentiality as a mentor -- Finding closure Professional red flags for the SE -- Dealing with difficult teammates professionally -- Dealing with miscellaneous red flags -- Professional red flag reflections -- Summary -- Part 3: Often Neglected Important Skills -- Chapter 8: Road Warrior Fundamentals -- Corporate travel culture -- Local travel -- Your car as your mobile office -- Road routine -- Traffic -- Local weather and driving -- Expensing mileage -- Public transit in the city -- Your SE field bag -- Regional and international travel -- Travel vendor reward systems -- Corporate credit cards versus personal credit cards -- Airports -- Rental cars -- Hotels -- Regional trains -- International travel -- Jet lag -- Cybersecurity -- Things to always bring -- Maintaining work-life balance -- Keeping up with lifestyle -- Bringing significant others along -- Final thoughts -- Summary -- Chapter 9: Administration -- Corporate mandatory requirements -- Expense reporting -- Required corporate training -- Corporate-wide meetings -- Requesting access to logical and physical assets -- Company-issued hardware and software -- Mobile phone and phone number -- Physical and logical security by policy -- Voluntary administrative tasks and benefits -- Time off from work -- Primary benefits -- Employee stock purchase program -- Educational opportunities -- Secondary benefits offered to you through your organization -- Summary -- Chapter 10: Compensation and Legal Considerations for the SE -- Compensation and the SE -- Sign-on bonus -- On target earnings -- Compensation split ratio -- Commission basis (region, AE, or theater) -- Accelerators -- Draws and implications -- Commission calculation -- Sales performance incentive funds -- Granted stock options -- 401(k) company matching -- Understanding your (pay) earnings statement -- SE annual performance appraisals -- Legal considerations Confidentiality agreement -- Non-disparagement -- Arbitration agreement -- Business contracts -- Competitive intelligence rules of engagement -- Non-disclosure agreements -- SE negligence -- Separating from a company -- Summary -- Chapter 11: Beyond the SE Role - SE Management -- Command of the team -- Establishing team culture -- Assessment and coaching -- Recruitment -- SE recognition -- Mentoring -- Command of the business -- Aligning the coverage model -- Operational cadence -- Quarterly business review involvement -- Customer relationship management and analysis -- Administrative -- Thought leadership -- Internal organization -- Industry leadership -- Community leadership -- Summary -- Index -- Other Books You May Enjoy |
| ctrlnum | (ZDB-30-PQE)EBC31609011 (ZDB-30-PAD)EBC31609011 (ZDB-89-EBL)EBL31609011 (OCoLC)1453194890 (DE-599)BVBBV050101142 |
| dewey-full | 658.85 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.85 |
| dewey-search | 658.85 |
| dewey-sort | 3658.85 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 1st ed |
| format | Electronic eBook |
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| id | DE-604.BV050101142 |
| illustrated | Not Illustrated |
| indexdate | 2024-12-18T07:00:35Z |
| institution | BVB |
| isbn | 9781835880975 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-035438304 |
| oclc_num | 1453194890 |
| open_access_boolean | |
| owner | DE-2070s |
| owner_facet | DE-2070s |
| physical | 1 Online-Ressource (316 Seiten) |
| psigel | ZDB-30-PQE ZDB-30-PQE HWR_PDA_PQE |
| publishDate | 2024 |
| publishDateSearch | 2024 |
| publishDateSort | 2024 |
| publisher | Packt Publishing, Limited |
| record_format | marc |
| spelling | Silver, Jeffrey Verfasser aut Mastering the Art of Sales Engineering Essential Skills and Insights for Career Success 1st ed Birmingham Packt Publishing, Limited 2024 ©2024 1 Online-Ressource (316 Seiten) txt rdacontent c rdamedia cr rdacarrier Description based on publisher supplied metadata and other sources Cover -- Title Page -- Copyright and Credits -- Dedication -- Foreword -- Contributors -- Table of Contents -- Preface -- Part 1: Understanding the High-Tech Sales Industry -- Chapter 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 -- Chapter 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 -- Chapter 3: The Sales Engineer -- Introduction to general SE operations -- Discovery -- Preparing for the discovery call -- Product demonstrations -- Preparing for the product demonstration -- PoC fundamentals -- Additional sales cycle considerations for the SE -- Win wire -- Request for proposals -- Request for information -- Security questionnaire -- Closing fundamentals for the SE -- Summary -- Chapter 4: Types of Sales Engineer Roles -- Generalist SE -- Strategic account SE -- Federal SE -- SLED SE -- Channel SE -- SE product specialist -- Field operational distinctions -- Corporate operational distinctions -- Evangelist/Principal -- Summary -- Part 2: Necessary Soft Skills -- Chapter 5: General Soft Skills -- Time management fundamentals -- Tactical time management -- Strategic time management -- Bringing it all together -- Internal relationship dynamics and call cadence -- Weekly SE team call -- 1-on-1 with your SE manager -- 1-on-1 with each of your AEs -- 1-on-1 with marketing -- Squirrel Club -- Data organization Directory file structure -- Going on the hunt for information -- Email organization -- People information -- Note-taking -- Email crafting -- Coachability/Adaptability -- Ownership -- Summary -- Chapter 6: Client-Facing Soft Skills -- Customer relationship fundamentals -- Preparation -- Reading the office and/or cubicle -- Reading a conference room -- Bridging collaboration points -- Foundational meeting dynamics -- Foundational customer-facing meeting principles -- Storytelling expression -- Dealing with a hostile customer in a meeting -- Dealing with silence in a meeting -- International considerations -- SE-only customer-facing meetings -- Additional client-facing considerations -- OPSEC in public settings -- Bad, complex situations -- Dynamics with the AE -- Advanced note-taking fundamentals for the SE -- Proofs of concept -- Product upgrades -- Technical note next steps -- Elicitation techniques -- Provocative statement -- Provocative statement and quid pro quo -- Provocative statement and naivete -- Bracketing techniques -- Elicitation wrap-up and key points for the SE -- Summary -- Chapter 7: Mastering Yourself and -- Internal professional development for the SE -- Brand building concepts and defining exotics -- Administering a wiki or lab environment -- White paper creation for the broader SE team -- Working with the PM team on a special project -- Internal technical training -- Assisting teammates in need -- Trip to the regional office -- Trip to HQ -- External professional development for the SE -- Certifications -- Training classes -- Blogs, magazines, and books -- Professional organizations -- Conferences -- Social media -- SE mentoring fundamentals -- Initial structure and steps -- Keeping on track -- Relationship building -- Exotics and risk -- Handling authority as an SE -- Confidentiality as a mentor -- Finding closure Professional red flags for the SE -- Dealing with difficult teammates professionally -- Dealing with miscellaneous red flags -- Professional red flag reflections -- Summary -- Part 3: Often Neglected Important Skills -- Chapter 8: Road Warrior Fundamentals -- Corporate travel culture -- Local travel -- Your car as your mobile office -- Road routine -- Traffic -- Local weather and driving -- Expensing mileage -- Public transit in the city -- Your SE field bag -- Regional and international travel -- Travel vendor reward systems -- Corporate credit cards versus personal credit cards -- Airports -- Rental cars -- Hotels -- Regional trains -- International travel -- Jet lag -- Cybersecurity -- Things to always bring -- Maintaining work-life balance -- Keeping up with lifestyle -- Bringing significant others along -- Final thoughts -- Summary -- Chapter 9: Administration -- Corporate mandatory requirements -- Expense reporting -- Required corporate training -- Corporate-wide meetings -- Requesting access to logical and physical assets -- Company-issued hardware and software -- Mobile phone and phone number -- Physical and logical security by policy -- Voluntary administrative tasks and benefits -- Time off from work -- Primary benefits -- Employee stock purchase program -- Educational opportunities -- Secondary benefits offered to you through your organization -- Summary -- Chapter 10: Compensation and Legal Considerations for the SE -- Compensation and the SE -- Sign-on bonus -- On target earnings -- Compensation split ratio -- Commission basis (region, AE, or theater) -- Accelerators -- Draws and implications -- Commission calculation -- Sales performance incentive funds -- Granted stock options -- 401(k) company matching -- Understanding your (pay) earnings statement -- SE annual performance appraisals -- Legal considerations Confidentiality agreement -- Non-disparagement -- Arbitration agreement -- Business contracts -- Competitive intelligence rules of engagement -- Non-disclosure agreements -- SE negligence -- Separating from a company -- Summary -- Chapter 11: Beyond the SE Role - SE Management -- Command of the team -- Establishing team culture -- Assessment and coaching -- Recruitment -- SE recognition -- Mentoring -- Command of the business -- Aligning the coverage model -- Operational cadence -- Quarterly business review involvement -- Customer relationship management and analysis -- Administrative -- Thought leadership -- Internal organization -- Industry leadership -- Community leadership -- Summary -- Index -- Other Books You May Enjoy Selling Mar-Tang, Jason Sonstige oth Huckaby, Michael Sonstige oth Erscheint auch als Druck-Ausgabe Silver, Jeffrey Mastering the Art of Sales Engineering Birmingham : Packt Publishing, Limited,c2024 |
| spellingShingle | Silver, Jeffrey Mastering the Art of Sales Engineering Essential Skills and Insights for Career Success Cover -- Title Page -- Copyright and Credits -- Dedication -- Foreword -- Contributors -- Table of Contents -- Preface -- Part 1: Understanding the High-Tech Sales Industry -- Chapter 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 -- Chapter 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 -- Chapter 3: The Sales Engineer -- Introduction to general SE operations -- Discovery -- Preparing for the discovery call -- Product demonstrations -- Preparing for the product demonstration -- PoC fundamentals -- Additional sales cycle considerations for the SE -- Win wire -- Request for proposals -- Request for information -- Security questionnaire -- Closing fundamentals for the SE -- Summary -- Chapter 4: Types of Sales Engineer Roles -- Generalist SE -- Strategic account SE -- Federal SE -- SLED SE -- Channel SE -- SE product specialist -- Field operational distinctions -- Corporate operational distinctions -- Evangelist/Principal -- Summary -- Part 2: Necessary Soft Skills -- Chapter 5: General Soft Skills -- Time management fundamentals -- Tactical time management -- Strategic time management -- Bringing it all together -- Internal relationship dynamics and call cadence -- Weekly SE team call -- 1-on-1 with your SE manager -- 1-on-1 with each of your AEs -- 1-on-1 with marketing -- Squirrel Club -- Data organization Directory file structure -- Going on the hunt for information -- Email organization -- People information -- Note-taking -- Email crafting -- Coachability/Adaptability -- Ownership -- Summary -- Chapter 6: Client-Facing Soft Skills -- Customer relationship fundamentals -- Preparation -- Reading the office and/or cubicle -- Reading a conference room -- Bridging collaboration points -- Foundational meeting dynamics -- Foundational customer-facing meeting principles -- Storytelling expression -- Dealing with a hostile customer in a meeting -- Dealing with silence in a meeting -- International considerations -- SE-only customer-facing meetings -- Additional client-facing considerations -- OPSEC in public settings -- Bad, complex situations -- Dynamics with the AE -- Advanced note-taking fundamentals for the SE -- Proofs of concept -- Product upgrades -- Technical note next steps -- Elicitation techniques -- Provocative statement -- Provocative statement and quid pro quo -- Provocative statement and naivete -- Bracketing techniques -- Elicitation wrap-up and key points for the SE -- Summary -- Chapter 7: Mastering Yourself and -- Internal professional development for the SE -- Brand building concepts and defining exotics -- Administering a wiki or lab environment -- White paper creation for the broader SE team -- Working with the PM team on a special project -- Internal technical training -- Assisting teammates in need -- Trip to the regional office -- Trip to HQ -- External professional development for the SE -- Certifications -- Training classes -- Blogs, magazines, and books -- Professional organizations -- Conferences -- Social media -- SE mentoring fundamentals -- Initial structure and steps -- Keeping on track -- Relationship building -- Exotics and risk -- Handling authority as an SE -- Confidentiality as a mentor -- Finding closure Professional red flags for the SE -- Dealing with difficult teammates professionally -- Dealing with miscellaneous red flags -- Professional red flag reflections -- Summary -- Part 3: Often Neglected Important Skills -- Chapter 8: Road Warrior Fundamentals -- Corporate travel culture -- Local travel -- Your car as your mobile office -- Road routine -- Traffic -- Local weather and driving -- Expensing mileage -- Public transit in the city -- Your SE field bag -- Regional and international travel -- Travel vendor reward systems -- Corporate credit cards versus personal credit cards -- Airports -- Rental cars -- Hotels -- Regional trains -- International travel -- Jet lag -- Cybersecurity -- Things to always bring -- Maintaining work-life balance -- Keeping up with lifestyle -- Bringing significant others along -- Final thoughts -- Summary -- Chapter 9: Administration -- Corporate mandatory requirements -- Expense reporting -- Required corporate training -- Corporate-wide meetings -- Requesting access to logical and physical assets -- Company-issued hardware and software -- Mobile phone and phone number -- Physical and logical security by policy -- Voluntary administrative tasks and benefits -- Time off from work -- Primary benefits -- Employee stock purchase program -- Educational opportunities -- Secondary benefits offered to you through your organization -- Summary -- Chapter 10: Compensation and Legal Considerations for the SE -- Compensation and the SE -- Sign-on bonus -- On target earnings -- Compensation split ratio -- Commission basis (region, AE, or theater) -- Accelerators -- Draws and implications -- Commission calculation -- Sales performance incentive funds -- Granted stock options -- 401(k) company matching -- Understanding your (pay) earnings statement -- SE annual performance appraisals -- Legal considerations Confidentiality agreement -- Non-disparagement -- Arbitration agreement -- Business contracts -- Competitive intelligence rules of engagement -- Non-disclosure agreements -- SE negligence -- Separating from a company -- Summary -- Chapter 11: Beyond the SE Role - SE Management -- Command of the team -- Establishing team culture -- Assessment and coaching -- Recruitment -- SE recognition -- Mentoring -- Command of the business -- Aligning the coverage model -- Operational cadence -- Quarterly business review involvement -- Customer relationship management and analysis -- Administrative -- Thought leadership -- Internal organization -- Industry leadership -- Community leadership -- Summary -- Index -- Other Books You May Enjoy Selling |
| title | Mastering the Art of Sales Engineering Essential Skills and Insights for Career Success |
| title_auth | Mastering the Art of Sales Engineering Essential Skills and Insights for Career Success |
| title_exact_search | Mastering the Art of Sales Engineering Essential Skills and Insights for Career Success |
| title_full | Mastering the Art of Sales Engineering Essential Skills and Insights for Career Success |
| title_fullStr | Mastering the Art of Sales Engineering Essential Skills and Insights for Career Success |
| title_full_unstemmed | Mastering the Art of Sales Engineering Essential Skills and Insights for Career Success |
| title_short | Mastering the Art of Sales Engineering |
| title_sort | mastering the art of sales engineering essential skills and insights for career success |
| title_sub | Essential Skills and Insights for Career Success |
| topic | Selling |
| topic_facet | Selling |
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