Sales Engineering, Unfiltered Chapter 5: Find Your Fuel

In this job, you will get knocked down. You’ll lose deals you poured your soul into, and customers will blame you for things outside your control. Chapter 5 is about the difference between good Sales Engineers and exceptional ones: knowing what drives you, so you can keep going when everything else wants to put the fire out.

In this chapter:

• Two kinds of fuel: the internal drive to make a difference, and the external push from everyone who bet against you
• The quarter when three of the largest deals the company had ever seen died one by one, and what happened four months later
• Why a family photo on the desk is more than decoration, and the coworker who keeps the 1980 Miracle on Ice team by his monitor
• Why managers hire for resilience and clear motivation, and how sharing your motivation helps your manager coach you and advocate for you
• The daily difference journal: a morning intention and an evening review

Next week: Chapter 6, It’s Your Stage.

A free audiobook, one chapter a week, on Season 3 of The PEBCAK Podcast.

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