Technical Sales
I have the honor of teaching multiple courses built on the principles of this book. Now in its fourth edition, it’s widely regarded as the bible for technical sellers.
If you’re just beginning your journey in technical sales, this book is essential reading. And if you already have a decade of experience, it’s just as valuable—John’s insights, research, and real-world examples have truly stood the test of time. You can buy it on Amazon here.
Leadership
This is one of the most impactful books I’ve ever read. It focuses on how to truly influence people in order to achieve meaningful outcomes. While authority may help you manage a few individuals for a short time, this book explores how influence creates lasting impact across large organizations—and in our personal lives as well.
The patterns and principles it shares have had a profound effect on both my leadership and my family.
Technical Sales
is a must-read for anyone in presales. Drawing on decades of experience, Sherri shows how solution engineers can move beyond demos and features to uncover insights, connect solutions to customer needs, and become trusted advisors who shape outcomes. The book is practical, filled with frameworks and real-world examples you can apply immediately, making it a resource you’ll return to throughout your career.
The Sales Engineer Manager’s Handbook
I have had the opportunity to teach multiple leadership courses based on this content. It’s one of the best books written specifically for sales engineering managers. It focuses on tactical details that will make you successful as a leader written from leaders with a breath of experience. Buy on Amazon here.
