The Evolving Sales Engineer

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Dog Ear Publishing, 2007 - Business & Economics - 252 pages
 

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Contents

INTRODUCTION
9
MANAGING THE EVOLVING SE
23
ASSESSING CURRENT TALENT
29
CHARTING COMPETENCIES
37
CHOOSING AND DEVELOPING TALENT
53
COACHING
69
STRATEGIC THINKING
87
BEING PERCEIVED AS STRATEGIC
93
MAINTAIN A PROPER AIRTIME RATIO
167
TEEUP THE CONVERSATION
171
ASK THOUGHTPROVOKING QUESTIONS
179
LOOK EXPENSIVE
185
OPTIMIZE EMAIL USE
193
PLAN WHAT NOT SHARE
203
SEE A PROBLEM PROBE IT
211
CREATE A GAP
217

MAPPING CLIENT ORGANIZATIONS
103
REACTING TO COMPETITION
117
UNDERSTANDING OFFICE POLITICS
129
KEEPING ACCOUNT MANAGERS HAPPY
151
TACTICAL ESSENTIALS
163
MAKE YOU NOT YOUR SLIDES THE STAR OF THE SHOW
227
SATISFY PERSONAL NEEDS
239
FINAL THOUGHTS
247
INDEX
249
Copyright

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Page 19 - Change is hard because people overestimate the value of what they have and underestimate the value of what they may gain by giving that up.

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