Mastering Technical Sales: The Sales Engineer's Handbook (Artech House Technology Management and Professional Development Third Edition)

John's book is by far the best I've found on the topic of technical sales. For several years I've been reading literature by authors like Grant Cardone to broaden my capabilities. While those other books have been helpful, none have provided me the level of value and understanding that this book lays out so simply. Within 10 minutes of having opened the cover (in mint condition!), I had already gained a broader understanding of this field, as well as several useful tips about handling questions and objections that I took with me into a meeting the following day. Case in point: The author gives tips on handling "Seymor" questions–those kinds of inquries which add no value to the conversation that come from know-it-alls. Not only could I see the question coming in my meeting, but John's technique for handling it worked beautifully. Before purchasing, I hestitated about the cost; there are afterall so many other potential reads. The front cover design should tell you all you need to know–a serious book for serious people rather than a feel-good sales course. Simple. Practical. Accessible. Thorough.

I've been working in presales/technical sales at a large global software company for 10 years. No one has written a better guide book for it.If you're working or planning to work in the presales/solution consulting/technical sales field, this is the best book on the market.Nothing else comes close. John Care distills real world experience into a clear set of steps to be great in this role.There are lots of books on how to pitch and demo software solutions. The big difference with this book is that it walks you through all of the skills that you need to put together to be a great presales rockstar. If you want to get into presales, start here. If you're already doing it, pick this book up and learn how to add even more value to your sales team. If you're a presales manager, you can't live without this.

I've got 20 years in Technical Sales / Sales Engineering including managing multiple SE teams. I found the book to have a lot of very practical ideas on how to move through the requirement gathering process, demonstration process, and ultimately move to closure. While certainly I had already been using many of the approaches, this book helped consolidate my thoughts and gave me documentation to force myself to follow. I bought copies for everyone on my team and forced them to give it a read as well. Highly recommended!

Decent information, but you are paying a very hefty premium per page. This is a tiny book for it's absurdly high price tag. "Handbook" is an accurate description.

Good book and fast and thrusted seller

The quality of the advice given in this book has been key to my job offer as a sales engineer and onboarding success. One of the few job related books I've found myself consistently recommending to peers.

I had the opportunity to meet John at two Nuance sales kickoffs. He is a wealth of knowledge and shares his 30 plus years experience in this book. It is a must read for anyone in software/high tech sales. You won't be disappointed.

Was trying to sharpen my Technical Presales skills and indeed it was worth it.