If you are thinking about becoming a sales engineer, or are an engineer who has been thrust into a business development role, you know that one-size-fits-all, same-old sales training isn’t for you.
Who do you turn to to learn the fine art of selling your technology? You’ve seen so many talking-heads sales people who sound swarmy and manipulative. And let’s face it, did you ever even think you would have to sell when you went to engineering school? I didn’t think so either.
There’s more involved than just reading another book on selling. What you need are the courses they didn’t teach you in engineering school, business school or sales training school. What you need is the straight-talk from no-nonsense folks who demystify the selling process. It is a process, indeed. And one requiring management.
Selling should be starting to sound a bit like what you do, day in and day out, no matter whether you are on the technical side of the table or the business side.
Today’s globally competitive economy makes selling and business development part of everyone’s job function, even if your hiring manager didn’t put this functionality into your job description.