Mastering Technical Sales: The Sales Engineer’s Handbook, Third Edition - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook Mastering Technical Sales: The Sales Engineer’s Handbook, Third Edition write by John Care. This book was released on 2014-07-01. Mastering Technical Sales: The Sales Engineer’s Handbook, Third Edition available in PDF, EPUB and Kindle. 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 third edition of an Artech House bestseller offers invaluable insights and tips for every stage of the selling process. This third edition features a wealth of new material, including new chapters on business-driven discovery, white boarding, trusted advisors, and calculating ROI. 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.
Mastering Technical Sales: The Sales Engineer S Handbook
Mastering Technical Sales: The Sales Engineer S Handbook - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook Mastering Technical Sales: The Sales Engineer S Handbook write by John Care. This book was released on 2014. Mastering Technical Sales: The Sales Engineer S Handbook available in PDF, EPUB and Kindle.
Mastering Technical Sales: The Sales Engineer's Handbook, Fourth Edition
Mastering Technical Sales: The Sales Engineer's Handbook, Fourth Edition - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook Mastering Technical Sales: The Sales Engineer's Handbook, Fourth Edition write by John Care . This book was released on 2022-04-30. Mastering Technical Sales: The Sales Engineer's Handbook, Fourth Edition available in PDF, EPUB and Kindle. This bestselling book -- now in its Fourth Edition – has become the gold standard for Sales Engineers, who engage on the technical side of the sales and buying process and are the people who know how everything works. It helps you navigate a complex and ever-changing technical sales environment and become an effective bridge-builder between the business/commercial interests and the technical details that support the sale. Written by one of the foremost experts in this field, the handbook presents everything you need to improve your skills and increase your value to the sales team. Chapters are written in a modular fashion so that you can choose topics most relevant to you at the moment – or follow them in order as they build upon each other and give you the complete A to Z on your role. Each chapter is short enough so that you can read through it in 10-15 minutes and apply the learning the next day. You’ll find actionable hints, case studies, and anecdotes illustrating the topics with lessons learned, both positive and negative. The book helps you: understand the unique role of the Sales Engineer, from the broad picture to the nuances of the job; develop skills needed to become a valuable consultant to your team and the customer team; utilize best practices for creating and completing winning RFPs; effectively integrate global practices into your day-to-day activities; increase your ability think on a more strategic level; become a trusted advisor to executive customers. With this completely updated and expanded edition of Mastering Technical Sales in hand, you will achieve a better win rate, experience higher customer satisfaction, hit revenue targets, and feel greater job satisfaction. Newly added and revised chapters guide you through today’s challenges, including the impact of the cloud and everything-as-a-service, new sales models (monthly vs. annual revenue commits), and the virtualization and automation that is now part of the Sales Engineer’s world. This book is a must-have resource for both new and seasoned Sales Engineers within tech software, hardware, mechanical, and civil engineering vendors, along with management and leadership in those organizations, and anyone who must present, demonstrate or sell hi-tech items for a living.
Mastering Technical Sales
Mastering Technical Sales - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook Mastering Technical Sales write by John Care. This book was released on 2008. Mastering Technical Sales available in PDF, EPUB and Kindle. 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.
The Sales Engineer Manager's Handbook
The Sales Engineer Manager's Handbook - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook The Sales Engineer Manager's Handbook write by Chris Daly. This book was released on 2020-04-21. The Sales Engineer Manager's Handbook available in PDF, EPUB and Kindle. John Care and Chris Daly lay out the 3+1 rules of SE Leadership. A simple framework designed for everyone - from SEs thinking about moving into management to the newest of new SE Managers to a Global SE Vice President. This is a fascinating blend of tactical and strategic advice based on 30+ years of experience and many years of running SE specific workshops. All designed to allow you to follow the 3+1 Rules: Develop And Serve Your People, Run Pre-Sales As A Business, and Serve Your Customers all matched up with Rule #0 Manage Yourself. It's a common and often repeated story. You take a rock star Sales Engineer who is highly valued for their sales and business skills - and make them a manager because they are a great SE. With no regard for their possible leadership skills whatsoever. Perhaps they are pointed at a few online HR resources and take a mandatory "Managing Within The Law" session. Then they are released into the wild, and asked to manage, lead and motivate a team of Sales Engineers - each of whom performs the job differently than the newly minted manager used to do.
