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Chapter One of The Six Habits of Highly Effective Sales Engineers

Before Sales Engineers ever struggle with demos, discovery, or collaboration, they struggle with something more fundamental: how they see their role.

In this opening chapter, you’ll be introduced to the mindset behind the Six Habits framework and why technical expertise alone is no longer enough to win complex deals. It sets the foundation for how Sales Engineers can move from being reactive support to confident, trusted partners in the sales process.

This chapter is a great place to start if you’re curious about the philosophy and thinking behind the Six Habits, and how it applies to real-world presales work.

What you’ll get:

• The core idea behind the Six Habits framework
• A reframing of what it really means to “sell” as a Sales Engineer
• Insight into why habits matter more than techniques