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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.
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.
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.
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Posted September 27, 2013
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