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Although mostly about telemarketing, it's mathematical point of view is unique and will delight your engineer brain. It's principles are still used extensively in financial services.
Made me a bunch of money.
The only thing that really works is contacting someone in your network(ex-work colleagues, ex boss, college friends and so on).
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#1 is something I have a hard time with. I'm a developer who became a generalist and my specialty is not one particular thing. The corporate world wants to pigeon hole me into being a product manager, I'm only average at that. Being able to blend engineering, product, some marketing and general leadership skills is my thing. I can kind of do everything, but I don't know how to make a clear list of services to explain…
Rather than specializing in a skill you could specialize in a market or domain e.g. digital services for furniture manufacturers (probably not a domain you personally are familiar with, but just an example).
https://www.amazon.com/Secrets-Consulting-Giving-Getting-Suc... The Secrets of Consulting: A Guide to Giving and Getting Advice Successfully by Gerald Weinberg
Seconded. All books by Gabriel Weinberg. Some books you read to reflect upon or be better informed. His books instead, are likely to change the way you conduct your business, or validate correct behaviors you adopted instinctively.
Can't edit my comment anymore, so leave the correction here.
The biggest shift in moving from engineering to sales is that your priority is no longer being the smartest person in the room. Unless, of course, you understand that the smartest person in the room is the person who gets the deal done in a mutually advantageous way. There will always be someone who wants to appear smarter than you, LET THEM. Your goal is to make a living.
The one thing I would say to remember is that your integrity is the most valuable thing that you have, bar none. Don't trade it away for anything. Over the long-term, sales is about finding a great solution that meets the needs of your customer, not winning deals or negotiations.
Here are a few books I found useful in my journey: * Let's get real or let's not play - https://www.amazon.com/Lets-Get-Real-Not-Play/dp/1596592060 * The Three value conversations - https://www.amazon.com/Three-Value-Conversations-Customer-Lo... * Never Split the Difference - https://www.amazon.com/Never-Split-Difference-Negotiating-De... * Leadership is Language - https://www.amazon.com/Leadership-Language-Changes-Differenc... * Draw to win - https://www.amazon.com/Draw-Win-Course-Innovate-Visual-ebook...
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Rather than specializing in a skill you could specialize in a market or domain e.g. digital services for furniture manufacturers (probably not a domain you personally are familiar with, but just an example).
So far I've been finding myself bringing product marketing to companies that don't already do it (they bring me in to improve engagement and product marketing is the low hanging fruit). I really don't want to get pigeon holed into that though.
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I have a lisp, a stutter, and would be happy to live in a cabin in the woods far far away from civilization... but I got out of tech and now make a living in real estate and I'm active in politics. If I can learn the techniques to play an extrovert on TV, then anyone can do it. You have to have a plan for how to develop the skills and you have to put work into it, but it really is possible for anyone.
Would you mind if I reached out to you? I have the same stuff, but I haven’t been able to find any good coaching or books on speech.