The 7 Rules of Sales Engineering 7 Rules every Sales Engineer should know Field Guide eBook Jay Kiros
Download As PDF : The 7 Rules of Sales Engineering 7 Rules every Sales Engineer should know Field Guide eBook Jay Kiros 
When it comes to Software Demonstrations the strategy has been ‘do the standard demo’. This ineffective method wastes time and ruins your credibility.
In The 7 Rules of Sales Engineering you will learn proven strategies to perform compelling and more effective demonstrations. Don’t settle for the standard demo!
This field guide is a must for every Sales Engineer.
The 7 Rules of Sales Engineering 7 Rules every Sales Engineer should know Field Guide eBook Jay Kiros
Author seems to have some great experience in sales engineering. The Rules seem to be more of an approach to sales engineering - somewhat of a basic guide for those new to sales engineering. I can't say I agree with all the points, but I do like most of the points Jay makes. It is key to know your products, know your competition, and know your clients (including their industry and competitors). Being prepare and telling a story is also key, and I enjoyed Jay's example of telling stories to children (villains and heros). Good message on convey vs convince (I.e. Not over selling). Could have better tips on discovery (and importance of) and story telling (see other books noted below).The book seems a bit short and not very well written. My guess is this was a blog entry or article turned book. A revised version with better grammar/writing and some more content including references (beyond author's experience) would make this a stellar addition to the sales engineer reference library. Saving stars for the 2nd edition.
Overall, this is a pretty good intro and quick read for those new to this job. However, as Jay points out, keep learning. There are other books out there which I would argue are more valuable and critical to your success, such as Demonstrating to Win (Riefstahl) and Solution Selling (Eades). As such, this is not the first book I would recommend in this space. But if you're looking for a quick intro or guide, have at it as it's a quick read.
Review from someone that has been in the business for 15 years, over which time I have read many books in this space, given and coached countless demos, and still continue to push myself to improve. Like the author, I never thought I would end up in sales, but I strongly believe this is absolutely the best job in technology.
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The 7 Rules of Sales Engineering 7 Rules every Sales Engineer should know Field Guide eBook Jay Kiros Reviews
Good book for new SE's and some great pointers for those with experience. Easy and quick read; the author gets right to the point with a minimum of fluff.
I picked up this book on my second day in my new role as a pre-sales engineer, and it has been extremely helpful. It helped me tremendously in transitioning my thinking from a consultant into a comfortable pre-sales engineer. Thanks to the book, I was able to put a structure to support me in doing successful demonstration. I now do a review of the 7 rules before each demo to make sure I have everything I need. There are tons of tips to help you stand out from competitors and give you an edge over them, making the sales process easier. I definitely recommend it to anyone involved in sales engineering!
It’s not even noon & I’ve referenced this book twice already. It has very practical advice to get you organized and it also is motivational with the author’s stories. BTW, I rarely write reviews. In fact, this is my first on . I want to encourage folks to read it because I feel that it will help you with your job/role as an SE.
It gets the basics that in the rush of your daily job you tend to forget. For consultants starting their career a good summary of what are the main important points in technical sales. For experience consultants a book to review and tell yourself I'm skipping this, need to go back to the core. Last piece of advice overconfidence is your worst enemy.
Good book on SE. I was glad to see my experience's were not unique. I would recommend for all levels of SE.
I like the fact the book was short and reasonably well reviewed. I did find some of the wording awkward and there were misspellings and/or typos that I wanted to correct. I will be reading more in the field but this was a good start for me.
The Sales Engineer (SE) position is the "flywheel" in any organization. Sales leaders, salespeople will come and go, but the SE maintains the momentum for the sales organization as it changes. Great SE's are not on the sales team as a "tool" for the Account Executive (AE) or sales person to leverage but as a business partner to "equally" partner with the AE to do discovery, creating the value proposition, creating a strategy to win and then demonstrating the "value proposition".
This book does a great job of summarizing the key "pillars" (rules) of being successful. Worth a read, if for nothing else to be reminded of what makes this profession unique and valuable to any organization.
Author seems to have some great experience in sales engineering. The Rules seem to be more of an approach to sales engineering - somewhat of a basic guide for those new to sales engineering. I can't say I agree with all the points, but I do like most of the points Jay makes. It is key to know your products, know your competition, and know your clients (including their industry and competitors). Being prepare and telling a story is also key, and I enjoyed Jay's example of telling stories to children (villains and heros). Good message on convey vs convince (I.e. Not over selling). Could have better tips on discovery (and importance of) and story telling (see other books noted below).
The book seems a bit short and not very well written. My guess is this was a blog entry or article turned book. A revised version with better grammar/writing and some more content including references (beyond author's experience) would make this a stellar addition to the sales engineer reference library. Saving stars for the 2nd edition.
Overall, this is a pretty good intro and quick read for those new to this job. However, as Jay points out, keep learning. There are other books out there which I would argue are more valuable and critical to your success, such as Demonstrating to Win (Riefstahl) and Solution Selling (Eades). As such, this is not the first book I would recommend in this space. But if you're looking for a quick intro or guide, have at it as it's a quick read.
Review from someone that has been in the business for 15 years, over which time I have read many books in this space, given and coached countless demos, and still continue to push myself to improve. Like the author, I never thought I would end up in sales, but I strongly believe this is absolutely the best job in technology.
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