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The Social Sales Engineer
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Book Synopsis Mastering Technical Sales by : John Care
Download or read book Mastering Technical Sales written by John Care and published by Artech House. This book was released on 2008 with total page 360 pages. Available in PDF, EPUB and Kindle. Book excerpt: This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more.
Book Synopsis The Evolving Sales Engineer by : Edward S. Levine
Download or read book The Evolving Sales Engineer written by Edward S. Levine and published by Dog Ear Publishing. This book was released on 2007-08 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The Social Sales Engineer by : Patrick Pissang
Download or read book The Social Sales Engineer written by Patrick Pissang and published by Zemp Golden Goose Gmbh. This book was released on 2021-09-04 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: As a sales engineer these days, are you afraid of software making parts of your job obsolete? If not, you should be. Specialized SaaS applications are automating your chores and will soon replace you if your job involves running demos, setting up environments, maneuvering proof of concepts, or answering huge RfP questionnaires. Software is eating the sales engineering realm and transforming the role, until the very technology you sell will take over most of your tasks. So, how do you avoid becoming obsolete? The Social Sales Engineer shares timeless principles that will shape your sales engineering future on social media and as a trusted advisor in your client's organization. Armed with this book's principles, you will sell more solutions and do it confidently with original ideas, all while building your brand. Let this book be your guide to differentiating yourself and staying relevant by building your professional brand. In The Social Sales Engineer, you'll discover: The push you need to overcome your doubts about social media. The foundational principles that will help you achieve thought leadership. Inspirations and solutions for your daily sales engineering challenges. An intriguing story for Netflix-like entertainment. A fantastic cover that will look fabulous on your bookshelf The Social Sales Engineer is the crucial manual you need to develop original thoughts that will build your sales engineer brand--both online and offline. If you like entertaining sales and career books with a story touch like The Greatest Salesman in the World, then Patrick Pissang's extremely valuable resource will inspire you. Get The Social Sales Engineer to take the next giant leap in your sales engineering career! Author Patrick Pissang worked as a sales engineer for MuleSoft from the early days to IPO and created innovative technical value-selling tools for his opportunities in the field. His philosophy is to lead the client with methods they don't expect and therefore won't forget. He coaches customers while they run the proof of concept, and he uses domain-driven design to facilitate strategic discovery workshops. Patrick expanded his original thinking to social media and now helps sales engineers build their brand. He is the lead trainer, founder, and CEO of Sales Hero GmbH, a company that specializes in training sales engineers.
Book Synopsis The Trusted Advisor Sales Engineer by : John Care
Download or read book The Trusted Advisor Sales Engineer written by John Care and published by . This book was released on 2020-06-14 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales and Sales Engineering leaders across the world have used the Trusted Advisor label hundreds of times over the past twenty years. Yet it really doesn't mean that much without a lot of explanation. You may be thinking about some of these questions right now. Becoming a Trusted Advisor is not as simple as it sounds, which is why so many organizations either never try, or make a half-hearted effort. Trusted Advisor - two words, five syllables and fifteen letters hide a massive complexity. For the first time ever, there is now a book specifically designed to start the individual Sales Engineer on the journey to becoming a Trusted Advisor. Section One covers how to define and actually measure trust with your clients. Section Two looks at the practical aspects involved in building trust through Discovery, Presentations, Demos and all the other standard activities of an SE. Section Three examine how to get started and put it all into practice - both for individuals and for SE teams. This is not one of those tiny 40 page eBooks. It's over 150 pages of thoughts, ideas, best practices and real life examples based on dozens of clients and thousands of students who have already taken the workshop.** Note the 2020 Paperback version is a reformatted version of the original eBook with a only few minor edits and updates. **
Book Synopsis The Sales Engineer Manager's Handbook by : Chris Daly
Download or read book The Sales Engineer Manager's Handbook written by Chris Daly and published by . This book was released on 2020-04-21 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: John Care and Chris Daly lay out the 3+1 rules of SE Leadership. A simple framework designed for everyone - from SEs thinking about moving into management to the newest of new SE Managers to a Global SE Vice President. This is a fascinating blend of tactical and strategic advice based on 30+ years of experience and many years of running SE specific workshops. All designed to allow you to follow the 3+1 Rules: Develop And Serve Your People, Run Pre-Sales As A Business, and Serve Your Customers all matched up with Rule #0 Manage Yourself. It's a common and often repeated story. You take a rock star Sales Engineer who is highly valued for their sales and business skills - and make them a manager because they are a great SE. With no regard for their possible leadership skills whatsoever. Perhaps they are pointed at a few online HR resources and take a mandatory "Managing Within The Law" session. Then they are released into the wild, and asked to manage, lead and motivate a team of Sales Engineers - each of whom performs the job differently than the newly minted manager used to do.
Book Synopsis Social Engineering by : Christopher Hadnagy
Download or read book Social Engineering written by Christopher Hadnagy and published by John Wiley & Sons. This book was released on 2010-11-29 with total page 416 pages. Available in PDF, EPUB and Kindle. Book excerpt: The first book to reveal and dissect the technical aspect of many social engineering maneuvers From elicitation, pretexting, influence and manipulation all aspects of social engineering are picked apart, discussed and explained by using real world examples, personal experience and the science behind them to unraveled the mystery in social engineering. Kevin Mitnick—one of the most famous social engineers in the world—popularized the term “social engineering.” He explained that it is much easier to trick someone into revealing a password for a system than to exert the effort of hacking into the system. Mitnick claims that this social engineering tactic was the single-most effective method in his arsenal. This indispensable book examines a variety of maneuvers that are aimed at deceiving unsuspecting victims, while it also addresses ways to prevent social engineering threats. Examines social engineering, the science of influencing a target to perform a desired task or divulge information Arms you with invaluable information about the many methods of trickery that hackers use in order to gather information with the intent of executing identity theft, fraud, or gaining computer system access Reveals vital steps for preventing social engineering threats Social Engineering: The Art of Human Hacking does its part to prepare you against nefarious hackers—now you can do your part by putting to good use the critical information within its pages.
Book Synopsis Unmasking the Social Engineer by : Christopher Hadnagy
Download or read book Unmasking the Social Engineer written by Christopher Hadnagy and published by John Wiley & Sons. This book was released on 2014-02-17 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn to identify the social engineer by non-verbal behavior Unmasking the Social Engineer: The Human Element of Security focuses on combining the science of understanding non-verbal communications with the knowledge of how social engineers, scam artists and con men use these skills to build feelings of trust and rapport in their targets. The author helps readers understand how to identify and detect social engineers and scammers by analyzing their non-verbal behavior. Unmasking the Social Engineer shows how attacks work, explains nonverbal communications, and demonstrates with visuals the connection of non-verbal behavior to social engineering and scamming. Clearly combines both the practical and technical aspects of social engineering security Reveals the various dirty tricks that scammers use Pinpoints what to look for on the nonverbal side to detect the social engineer Sharing proven scientific methodology for reading, understanding, and deciphering non-verbal communications, Unmasking the Social Engineer arms readers with the knowledge needed to help protect their organizations.
Book Synopsis The Big Book of Social Media by : Robert Fine
Download or read book The Big Book of Social Media written by Robert Fine and published by Yorkshire Publishing. This book was released on 2010 with total page 280 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Foreword by Sam Feist, CNN Political Director"--Cover.
Book Synopsis Practical Social Engineering by : Joe Gray
Download or read book Practical Social Engineering written by Joe Gray and published by No Starch Press. This book was released on 2022-06-14 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: A guide to hacking the human element. Even the most advanced security teams can do little to defend against an employee clicking a malicious link, opening an email attachment, or revealing sensitive information in a phone call. Practical Social Engineering will help you better understand the techniques behind these social engineering attacks and how to thwart cyber criminals and malicious actors who use them to take advantage of human nature. Joe Gray, an award-winning expert on social engineering, shares case studies, best practices, open source intelligence (OSINT) tools, and templates for orchestrating and reporting attacks so companies can better protect themselves. He outlines creative techniques to trick users out of their credentials, such as leveraging Python scripts and editing HTML files to clone a legitimate website. Once you’ve succeeded in harvesting information about your targets with advanced OSINT methods, you’ll discover how to defend your own organization from similar threats. You’ll learn how to: Apply phishing techniques like spoofing, squatting, and standing up your own web server to avoid detection Use OSINT tools like Recon-ng, theHarvester, and Hunter Capture a target’s information from social media Collect and report metrics about the success of your attack Implement technical controls and awareness programs to help defend against social engineering Fast-paced, hands-on, and ethically focused, Practical Social Engineering is a book every pentester can put to use immediately.
Book Synopsis Designing Data-Intensive Applications by : Martin Kleppmann
Download or read book Designing Data-Intensive Applications written by Martin Kleppmann and published by "O'Reilly Media, Inc.". This book was released on 2017-03-16 with total page 658 pages. Available in PDF, EPUB and Kindle. Book excerpt: Data is at the center of many challenges in system design today. Difficult issues need to be figured out, such as scalability, consistency, reliability, efficiency, and maintainability. In addition, we have an overwhelming variety of tools, including relational databases, NoSQL datastores, stream or batch processors, and message brokers. What are the right choices for your application? How do you make sense of all these buzzwords? In this practical and comprehensive guide, author Martin Kleppmann helps you navigate this diverse landscape by examining the pros and cons of various technologies for processing and storing data. Software keeps changing, but the fundamental principles remain the same. With this book, software engineers and architects will learn how to apply those ideas in practice, and how to make full use of data in modern applications. Peer under the hood of the systems you already use, and learn how to use and operate them more effectively Make informed decisions by identifying the strengths and weaknesses of different tools Navigate the trade-offs around consistency, scalability, fault tolerance, and complexity Understand the distributed systems research upon which modern databases are built Peek behind the scenes of major online services, and learn from their architectures
Book Synopsis Human Hacking by : Christopher Hadnagy
Download or read book Human Hacking written by Christopher Hadnagy and published by HarperCollins. This book was released on 2021-01-05 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: A global security expert draws on psychological insights to help you master the art of social engineering—human hacking. Make friends, influence people, and leave them feeling better for having met you by being more empathetic, generous, and kind. Eroding social conventions, technology, and rapid economic change are making human beings more stressed and socially awkward and isolated than ever. We live in our own bubbles, reluctant to connect, and feeling increasingly powerless, insecure, and apprehensive when communicating with others. A pioneer in the field of social engineering and a master hacker, Christopher Hadnagy specializes in understanding how malicious attackers exploit principles of human communication to access information and resources through manipulation and deceit. Now, he shows you how to use social engineering as a force for good—to help you regain your confidence and control. Human Hacking provides tools that will help you establish rapport with strangers, use body language and verbal cues to your advantage, steer conversations and influence other’s decisions, and protect yourself from manipulators. Ultimately, you’ll become far more self-aware about how you’re presenting yourself—and able to use it to improve your life. Hadnagy includes lessons and interactive “missions”—exercises spread throughout the book to help you learn the skills, practice them, and master them. With Human Hacking, you’ll soon be winning friends, influencing people, and achieving your goals.
Book Synopsis Eliminate Your Competition by : Sean O'Shaughnessey
Download or read book Eliminate Your Competition written by Sean O'Shaughnessey and published by . This book was released on 2018-05-14 with total page 298 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most salespeople lose the deal before they ever get started! It isn't uncommon for the customer to have already made a decision before most salespeople even learn of the opportunity. Most salespeople have to beat the preferred competitor by a significant margin just to be considered equivalent. Don't you wish that you could be the preferred vendor in all of your opportunities? Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory. Typical turnover for a sales department is 10-20%. Many companies see turnover that approaches 40-60%! This turnover costs them 50% of their revenue-generating capability. In any organization that exceeds 25% turnover, the loss of trust with the customer can be astounding as the new salesperson tries to rebuild the entire relationship. In any given quarter dozens or hundreds of companies do not make their forecasted numbers and are dramatically punished by Wall Street. This book will provide the management of a company with a framework to teach their salespeople how to attain their quotas with higher profits. It will also allow salespeople to rise to the top of their organization and be the super-achievers who win awards, trips, bonuses, and respect. In this book, I will show you how to eliminate your competition and maximize your commission.
Book Synopsis Content Marketing, Engineered by : Wendy Covey
Download or read book Content Marketing, Engineered written by Wendy Covey and published by Greenleaf Book Group. This book was released on 2020-05-18 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: Research shows that this analytical, skeptical buyer conducts a great deal of independent research before engaging with vendors. Companies that share expertise through high-quality content on a consistent basis are not only seen as trusted resources, they also spend less per lead and achieve greater pipeline efficiency. Content Marketing, Engineered guides you through the key steps in creating content to inform, educate, and help your technical buyers on their journey to purchase and beyond. By the time you reach the last page, you’ll be familiar with the entire end-to-end content marketing process, from planning and writing to publishing, promoting, and measuring the performance of your content.
Book Synopsis The Six Habits of Highly Effective Sales Engineers by : Chris White
Download or read book The Six Habits of Highly Effective Sales Engineers written by Chris White and published by . This book was released on 2019-06-15 with total page 198 pages. Available in PDF, EPUB and Kindle. Book excerpt: TECHNICAL SALES ENGINEERS / TECHNICAL PRESALES SUPPORT: In today's digital economy, software is eating the world, and the companies with the best sales demonstrations are winning the game. Is a convincing demonstration the only thing that's standing between you and your next customer? Are you ready to make your next demo the best demo of the year? Do you feel that you can do better but don't know how? NEVER AGAIN LOSE A DEAL YOU SHOULD HAVE WON! Walk into ever demo feeling confident and prepared Include the one critical moment that must be in every demo Hit that home run and know how to set it up Master the art of answering difficult questions Leverage the power of saying NO with ease A BOOK WRITTEN SPECIFICALLY FOR YOU! Avoid late nights and long sales cycles Accelerate pipeline velocity and close more deals Learn and apply the best practices in the business Know exactly what to say and do before, during and after a demo Achieve the technical win alarming, predictable consistency This book addresses the root causes of the most common mistakes made by sales engineers. Add it to your cart NOW to permanently improve your software demos and sales results.
Download or read book The Machine written by Justin Roff-Marsh and published by . This book was released on 2015 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Brace yourself for plain talk about what's wrong with sales and marketing. Consultant Justin Roff-Marsh says that traditional approaches no longer work: inventories pile up; customers avoid visits from field salespeople; sales technology makes things worse; and commissions and bonuses drive salespeople to underperform. Roff-Marsh, a survivor of the hard-knocks world of sales, interlaces his old-school approach to leadership with a gentler understanding of human motivation. His examples, if sometimes strident, provide sound solutions. Even seasoned sellers, sales executives and CEOs will discover challenging new tactics and strategies for reinventing sales. getAbstract recommends Roff-Marsh's change-driven manual as an illuminating treatment of an alternative tactic for daring salespeople, sales managers, and senior leaders seeking an original and comprehensive sales strategy.
Book Synopsis The Ethical Engineer by : Eugene Schlossberger
Download or read book The Ethical Engineer written by Eugene Schlossberger and published by Temple University Press. This book was released on 2010 with total page 297 pages. Available in PDF, EPUB and Kindle. Book excerpt: An "ethics construction kit" places engineering in a new light.
Book Synopsis Computer Engineering for Babies by : Chase Roberts
Download or read book Computer Engineering for Babies written by Chase Roberts and published by . This book was released on 2021-10-20 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: An introduction to computer engineering for babies. Learn basic logic gates with hands on examples of buttons and an output LED.
