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Winning the Moments That Matter
A Sales Engineer's Playbook for Mastering Every Stage of the Deal
151 pages · Kindle and paperback · ISBN 978-1-0696288-0-0 · Nguer Press
The argument
Enterprise deals are not won across the whole cycle. They turn on a handful of specific moments, and most sellers cannot name which ones they are.
Who it is for
Sales engineers, solution consultants and presales leaders.
About the book
Eleven enterprise deal stories drawn from 25 years of real technical selling. Every character is fictional. Every lesson is real. Each story captures a moment where the deal turned, for better or worse, and teaches what separates sellers who close from sellers who demo.
About the author
Papa S. Nguer is VP of Technical Sales & Engineering at PaWa Data Solutions, following fifteen years at Informatica and 300+ customer-facing engagements with Tier 1 institutions.
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