Mastering Technical Sales: The Sales Engineer's Handbook

by John Care

Overview

Sales engineers and sales consultants; technical marketing, product, and sales managers; directors and technical sales staff; sales support personnel; training managers; and technical consultants.

Product Details

ISBN-13:	9781608077441
Publisher:	Artech House, Incorporated
Publication date:	06/30/2014
Pages:	383
Product dimensions:	6.10(w) x 9.10(h) x 1.20(d)

About 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.

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.