Mastering Technical Sales: The Sales Engineer's Handbook / Edition 2

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Overview

Take your career to new heights by adding powerhouse sales and presentation skills to your technical background. 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, explained step-by-step by a pair of technical sales pros with decades of eye-popping, industry-giant success under their belt. The second edition features nearly 40% 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 indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more — including how to avoid the critical selling mistakes so often made by technical pros who jump to sales. The book also addresses key career management and team-building topics, and includes detailed case studies, concise chapter summaries, and handy checklists of skill-building tips that reinforce all the career-boosting skills and techniques you learn.

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Product Details

Meet the Author

John Care is managing director at Mastering Technical Sales. He has spent numerous years building world-class Sales Engineering organizations at companies such as Oracle, Sybase, Vantive, Clarify, Business Objects. Mr. Care holds a B.Sc. with honors in chemical engineering from Imperial College, London and is a contributing member of the M.B.A. Advisory Council for the Fox Business School of Temple University, Philadelphia.

Aron Bohlig is a technology investment banker at Credit Suisse First Boston in San Francisco, where he is responsible for putting together the IPOs of hi-tech corporations. Previously, he was director of vertical product management at Nortel. Mr. Bohlig holds B.S. degrees in both information technology and English from the University of Puget Sound, Washington and an M.B.A. from the Wharton School, University of Pennsylvania.

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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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Customer Reviews

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Sort by: Showing all of 2 Customer Reviews
  • Posted May 2, 2009

    I Also Recommend:

    An absolute must-read for any pre-sales engineer.

    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.

    1 out of 1 people found this review helpful.

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    Posted September 27, 2013

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