mastering-technical-sales-skills

Comprehensive Sales Engineering playbook based on John Care's "Mastering Technical Sales: The Sales Engineer's Handbook" (4th Edition). TRIGGER WHENEVER the user mentions ANY of these contexts — even casually or implicitly: - Sales engineering / presales / solutions consulting / technical sales - Preparing for a customer demo, presentation, whiteboard, or proof-of-concept - Discovery calls, qualification, lead scoring (BANT, MEDDIC, etc.) - Handling objections, answering technical questions, competitive positioning - Building trust with customers, becoming a trusted advisor - RFP / RFI responses — strategy, scoring, go/no-go - Crafting pitches, value propositions, messaging (FAB, RM+3KP, ROI) - Executive engagement, C-level presentations, business value conversations - Partner selling, channel enablement, joint selling - Time management for sales engineers, managing multiple opportunities - SE career development, onboarding, ramping, interview prep - Storytelling in sales, using customer references - Demo str