With all of the travel I’ve been doing lately, I’ve had plenty of time to enjoy books, both fun and trade-related. Since we’ve been doing a fair amount of blog posts for sales engineers, I thought I’d review a book written just for you: The 7 Rules of Sales Engineering, by Jay Kiros.
The 7 Rules of Sales Engineering
First off, it’s short, coming in at a pamphlet-sized 48 pages. If you have a long flight, bring something in addition to read or watch. Of course, the benefit is that Jay Kiros packs in some valuable gems in a small package. According to my Amazon Kindle app, 159 passages have been highlighted a total of 2,402 times. I’m not sure how Amazon determines what makes a unique passage, but that’s over 3 per page, which I think is quite impressive (and potentially algorithm questioning).
The 7 Rules of Sales Engineering, according to Kiros are:
Know Your Product
Know Your Competition
Know Your Client
Have a Plan
Convey, not Convince
Tell a Story
Add a Touch of Magic
My favorite aspect of this book is Kiros’ willingness to share his own missteps in many of these categories – using them as teachable moments. In fact, this frequently is an interview topic of mine. Success is great, but it is usually through failure that we learn the most.
All-in-all, it is a quick read that is both enjoyable and has some great gems for sales engineers.