https://github.com/vladar107/awesome-sales-engineer
A curated list of resources, tools, and guides for mastering sales engineering and excelling in pre-sales roles
https://github.com/vladar107/awesome-sales-engineer
List: awesome-sales-engineer
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A curated list of resources, tools, and guides for mastering sales engineering and excelling in pre-sales roles
- Host: GitHub
- URL: https://github.com/vladar107/awesome-sales-engineer
- Owner: vladar107
- License: cc0-1.0
- Created: 2024-12-05T10:54:29.000Z (11 months ago)
- Default Branch: main
- Last Pushed: 2025-04-22T11:37:49.000Z (7 months ago)
- Last Synced: 2025-10-12T22:02:57.775Z (22 days ago)
- Topics: awesome, awesome-list, sales, sales-engineering
- Homepage:
- Size: 31.3 KB
- Stars: 7
- Watchers: 1
- Forks: 0
- Open Issues: 0
-
Metadata Files:
- Readme: README.md
- Contributing: CONTRIBUTING.md
- License: LICENSE
- Code of conduct: CODE_OF_CONDUCT.md
- Security: .github/SECURITY.md
Awesome Lists containing this project
README
# Awesome Sales Engineering
[](https://github.com/sindresorhus/awesome)
Sales engineers bridge the gap between technical teams and clients, providing tailored solutions, delivering product demonstrations, and supporting the sales process by showcasing how a product or service solves specific business challenges. They play a critical role in pre-sales activities, building trust and confidence in the proposed solutions.
---
## Contents
1. [Sales Engineering Basics](#sales-engineering-basics)
2. [Sales Methodologies and Strategies](#sales-methodologies-and-strategies)
3. [Discovery](#discovery)
4. [Demo Delivery](#demo-delivery)
5. [Objection Handling](#objection-handling)
6. [Proof of Concept (POC)](#proof-of-concept-poc)
7. [Storytelling and Communication](#storytelling-and-communication)
8. [Tools and Technology](#tools-and-technology)
9. [Career Development](#career-development)
10. [Communities and Networking](#communities-and-networking)
---
## Sales Engineering Basics
Understand the core responsibilities and skills of a Sales Engineer.
- **Books**
- *Mastering Technical Sales* by John Care
- *The PreSales Handbook* by Dr. Johannes Hangl
- *The Trusted Advisor Sales Engineer* by John Care
- *Architecting Success* by Evgeniy Kharam
- **Podcasts**
- [Two PreSales in a Pod](https://open.spotify.com/show/31UVkaLbpzi5f7XEvDLkdE?si=fe1533a6e78f4e91)
- [The PreSales Podcast](https://www.presalescollective.com/podcast)
---
## Sales Methodologies And Strategies
Explore popular sales methodologies and strategies to improve your sales process.
- BANT
- [BANT Sales Methodology](https://www.saleshacker.com/bant-sales-qualification/)
- [BANT vs. MEDDIC](https://www.salesforce.com/blog/bant-vs-meddic/)
- MEDDIC
- [MEDDIC Sales Methodology](https://meddicc.com/meddic-sales-qualification-and-frameworks)
- [An Essential Guide to Using the MEDDIC](https://www.salesforce.com/blog/meddic-sales/)
- NEAT
- [All about the N.E.A.T. Selling™ methodology](https://www.lucidchart.com/blog/neat-selling-explained)
- SPIN Selling
- [SPIN Selling Overview](https://blog.hubspot.com/sales/spin-selling-the-ultimate-guide)
- [What Is SPIN Selling?](https://www.salesforce.com/blog/spin-selling/)
---
## Discovery
Learn how to conduct effective discovery to uncover customer needs.
- **Books**
- *Doing Discovery* by Peter E. Cohan
- *SPIN Selling* by Neil Rackham
- **Cheat Sheets**
- [Discovery Call Cheat Sheet](https://www.gong.io/wp-content/uploads/2021/05/Discovery-Cheat-Sheet_2.3.pdf)
- [Discovery Questions](https://www.saleshacker.com/discovery-questions/)
---
## Demo Delivery
Master the art of delivering engaging and impactful demos.
- **Books**
- *Great Demo!* by Peter E. Cohan
- *Mastering Technical Sales* by John Care (Chapters on Demos and Whiteboarding)
- **Courses**
- [Great Demo! Workshop](https://greatdemo.com/workshop/)
- [The Pre-Sales Engineer's Guide to Whiteboarding](https://www.linkedin.com/learning/the-pre-sales-engineer-s-guide-to-whiteboarding-engaging-executives-to-close-deals/beyond-presentations-the-power-of-whiteboarding-in-sales)
---
## Objection Handling
Build confidence in addressing customer concerns and objections.
- **Books**
- *The Challenger Sale* by Matthew Dixon
---
## Proof of Concept (POC)
Effectively plan, execute, and measure successful POCs.
- **Books**
- *Mastering Technical Sales* by John Care (Chapter on POCs)
---
## Storytelling and Communication
Develop storytelling skills to engage customers and win deals.
- **Books**
- *Made to Stick* by Chip Heath and Dan Heath
- *Start With Why* by Simon Sinek
---
## Tools and Technology
Explore essential tools and platforms for Sales Engineers.
- **Demo Tools**
- [Demodesk](https://www.demodesk.com/)
- [Zoom](https://zoom.us/)
- **CRM Tools**
- [Salesforce](https://www.salesforce.com/)
- [HubSpot](https://www.hubspot.com/products/crm)
- **Diagram Tools**
- [Miro](https://miro.com/)
- [Lucidchart](https://www.lucidchart.com/)
---
## Career Development
Advance your career as a Sales Engineer.
- **Books**
- *So Good They Can’t Ignore You* by Cal Newport
---
## Communities and Networking
Connect with fellow Sales Engineers and share knowledge.
- **Slack Groups**
- [PreSales Collective](https://www.presalescollective.com/slack)
- **Forums**
- [Reddit: Sales Engineers](https://reddit.com/r/salesengineers/)
---
# Contributing
Found a great resource? Please check our [contribution guidelines](CONTRIBUTING.md) and submit a pull request or open an issue to help expand this list.