Sales Engineering Books

This guide offers practical strategies and a clear roadmap for sales engineers to improve PoC success, avoid delays, and close more deals. Praised by industry experts, it emphasizes milestones and smart evaluation, helping you deliver top-tier PoCs and boost your performance.

This book offers practical insights on guiding customers through a non-linear sales process, emphasizing parallel actions to speed deals. Key chapters on Champion Enablement and Emotional ROI provide valuable strategies. Highly recommended for Sales Engineers and their teams—I've applied it and seen positive results.

This book is the first to guide Sales Engineers on becoming true Trusted Advisors. It explains the complexity behind the role, helping you build trust, credibility, and stronger client relationships—an essential skill for success in technical sales.

This book offers a practical framework for sales engineering leaders at all levels. Based on 30+ years of experience, it focuses on developing people, running pre-sales as a business, and serving customers—all guided by Rule #0: Manage Yourself. An essential guide to becoming effective, empathetic leaders.

This book teaches that success in presales goes beyond technical skills. It focuses on communication, teamwork, and influencing clients. Perfect for beginners and experienced pros, it offers practical tips to boost effectiveness, confidence, and results in complex sales situations.

This book breaks down essential Sales Engineer skills into six simple, practical rules. Focused mainly on demos, it emphasizes mastering questions, discovery, and objections. Easy to read and conversational, it’s great for SEs at any experience level, despite some repetitive quotes.