{"product_id":"more-than-a-demo-the-sales-engineers-guide-to-the-next-era-of-technical-selling","title":"MORE THAN A DEMO: The Sales Engineer's Guide to the Next Era of Technical Selling","description":"\u003cdiv\u003e \u003cdiv\u003e \u003cdiv\u003e \u003cp\u003e\u003cspan\u003e** NAASE Featured Book **\u003c\/span\u003e\u003cspan\u003e — Selected for the North American Association of Sales Engineers (NAASE) Sales Engineering Reading List: sales-engineering.org\/sales-engineering-books\/page\/1\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eThe sales engineer role is changing.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eAI is reshaping how buyers buy. Reps are handling more technical conversations. Organizations are demanding more impact from presales teams. And the old boundary between sales and sales engineering is disappearing.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eFor the sales engineer who has mastered the demo and started asking, “What do I become next?” — this book is the map.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eMore Than a Demo\u003c\/span\u003e\u003cspan\u003e is a practical field guide for modern sales engineers, solutions consultants, presales leaders, and technical sellers navigating the next era of technical selling. Written from the perspective of a presales leader who came up through retail technology sales, IT support, sales engineering, and SE leadership, this book goes beyond demo mechanics and into the real work that separates average SEs from trusted advisors.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eInside, you’ll learn how to:\u003c\/span\u003e\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003e\u003cspan\u003e\u003cspan\u003eRun discovery that exposes the real business problem, not just the technical request\u003c\/span\u003e\u003c\/span\u003e\u003c\/li\u003e\n\u003cli\u003e\u003cspan\u003e\u003cspan\u003eBuild demos around the customer’s future instead of your product’s feature list\u003c\/span\u003e\u003c\/span\u003e\u003c\/li\u003e\n\u003cli\u003e\u003cspan\u003e\u003cspan\u003eEarn trust with technical buyers by telling the truth, especially when it costs you\u003c\/span\u003e\u003c\/span\u003e\u003c\/li\u003e\n\u003cli\u003e\u003cspan\u003e\u003cspan\u003eStructure POCs and trials so they create momentum instead of drift\u003c\/span\u003e\u003c\/span\u003e\u003c\/li\u003e\n\u003cli\u003e\u003cspan\u003e\u003cspan\u003eWin competitive bake-offs by identifying the customer’s real fear\u003c\/span\u003e\u003c\/span\u003e\u003c\/li\u003e\n\u003cli\u003e\u003cspan\u003e\u003cspan\u003eBuild stronger partnerships with sales reps and multiply your influence\u003c\/span\u003e\u003c\/span\u003e\u003c\/li\u003e\n\u003cli\u003e\u003cspan\u003e\u003cspan\u003eProtect your calendar, grow your reputation, and move from support resource to strategic asset\u003c\/span\u003e\u003c\/span\u003e\u003c\/li\u003e\n\u003cli\u003e\u003cspan\u003e\u003cspan\u003eUse AI to accelerate your workflow without outsourcing your judgment\u003c\/span\u003e\u003c\/span\u003e\u003c\/li\u003e\n\u003cli\u003e\u003cspan\u003e\u003cspan\u003eNavigate the rise of SE-enabled sellers, AI-native presales motions, and SEs who carry a number\u003c\/span\u003e\u003c\/span\u003e\u003c\/li\u003e\n\u003cli\u003e\u003cspan\u003e\u003cspan\u003eProve your value to the business with the metrics that matter\u003c\/span\u003e\u003c\/span\u003e\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003e\u003cspan\u003eThis is not a book about button-clicking.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eIt is a book about trust, judgment, business impact, and the future of a role that is becoming more important — not less — as technical knowledge becomes easier to access.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eWhether you are a mid-career sales engineer deciding your next move, a new SE trying to understand the craft, or a presales leader building a modern team, \u003c\/span\u003e\u003cspan\u003eMore Than a Demo\u003c\/span\u003e\u003cspan\u003e will help you evolve your role, increase your impact, and become the person customers, reps, and leaders trust when the deal gets hard.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eThe future of technical selling belongs to the SE who evolves.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eThis is how you do it.\u003c\/span\u003e\u003c\/p\u003e \u003c\/div\u003e \u003c\/div\u003e \u003c\/div\u003e","brand":"Books Prime","offers":[{"title":"Default Title","offer_id":45914440990911,"sku":"ab6ed5c6-a6b0-45f2-86d4-9aa0a4f0bb95","price":28.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0761\/7550\/7647\/files\/e8e788a1777e8021d9671b66b1d0c9aa.jpg?v=1785058304","url":"https:\/\/books-prime.com\/products\/more-than-a-demo-the-sales-engineers-guide-to-the-next-era-of-technical-selling","provider":"Books Prime","version":"1.0","type":"link"}