Mastering Technical Sales: The Sales Engineer's Handbook / Edition 2by John Care
Pub. Date: 08/31/2008
Publisher: Artech House, Incorporated
Every high-tech sales team today has technical pros on board to "explain how things work," and this success-tested training resource is written just for them. This newly revised and expanded edition of Mastering Technical Sales: The Sales Engineer's Handbook offers invaluable insights and tips for every stage of the selling process. The second edition features
Every high-tech sales team today has technical pros on board to "explain how things work," and this success-tested training resource is written just for them. This newly revised and expanded edition of Mastering Technical Sales: The Sales Engineer's Handbook offers invaluable insights and tips for every stage of the selling process. The second edition features a wealth of new material, including how to make the most of Webcasts and remote demonstrations, how to give impressive "snap" demonstrations, and how to use CRM/SFA systems effectively. This invaluable book equips new sales engineers with powerful sales and presentation techniques that capitalize on their technical background all spelled out step-by-step by a pair of technical sales experts with decades of eye-popping, industry-giant success under their belt.
- Artech House, Incorporated
- Publication date:
- Artech House Technology Management and Professional Development Library
- Edition description:
- Older Edition
- Product dimensions:
- 6.20(w) x 9.20(h) x 0.90(d)
Table of Contents
Introduction: Why Study Sales Consulting? An Overview of the Sales Process. Lead Qualification. The RFP Process. Needs Analysis and Discovery. Successful Customer Engagement. The Perfect Pitch. The Dash to Demo. Snap Demonstrations. Remote Demonstrations and The Web Cast. Evaluation Strategies. Contract Negotiation and Pricing. Sanity After the Sale. Getting Started. Objection Handling. The Executive Connection. The "U" in Technical Sales. Selling With Partners. Competitive Tactics. Using the CRM/SFA System. Crossing Over to the Dark Side. The Hybrid Position. Organizational Structure. Building the Infrastructure. Hiring Winners. Time Management for SEs. Running the Business with Metrics. Final Words.
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Most Helpful Customer Reviews
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Put very simply, this book is a 320 page job description and how-to guide for any technical pre-sales engineer. i wish I had read this ten years when I first started in my job. Even now, although I consider myself a senior SE, I find that it is full of practical advice, war stories, hints and tips all mixed in with some theory. I particularly like the authors practical advice on handling RFPs, preparing for demos, and new section about best practices for webcasts. The authors now have a website - www.masteringtechnicalsales.com - which contains some really useful additions to the book.