Download Mastering Technical Sales The Sales Engineer S Handbook full books in PDF, epub, and Kindle. Read online Mastering Technical Sales The Sales Engineer S Handbook ebook anywhere anytime directly on your device. Fast Download speed and no annoying ads. We cannot guarantee that every ebooks is available!
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.
Book Synopsis Mastering Technical Sales: The Sales Engineer’s Handbook, Third Edition by : John Care
Download or read book Mastering Technical Sales: The Sales Engineer’s Handbook, Third Edition written by John Care and published by Artech House. This book was released on 2014-07-01 with total page 407 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
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.
Book Synopsis Mastering Technical Sales by : John Care
Download or read book Mastering Technical Sales written by John Care and published by Artech House. This book was released on 2008 with total page 360 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
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.
Book Synopsis The Sales Engineer Manager's Handbook by : Chris Daly
Download or read book The Sales Engineer Manager's Handbook written by Chris Daly and published by . This book was released on 2020-04-21 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
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.
Book Synopsis Mastering Technical Sales: The Sales Engineer's Handbook, Fourth Edition by : John Care
Download or read book Mastering Technical Sales: The Sales Engineer's Handbook, Fourth Edition written by John Care and published by Artech House. This book was released on 2022-04-30 with total page 420 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis Mastering Technical Sales: The Sales Engineer S Handbook by : John Care
Download or read book Mastering Technical Sales: The Sales Engineer S Handbook written by John Care and published by . This book was released on 2014 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Gathering customer requirements is a key activity for developing software that meets the customer's needs. A concise and practical overview of everything a requirement's analyst needs to know about establishing customer requirements, this first-of-its-kind book is the perfect desk guide for systems or software development work. The book enables professionals to identify the real customer requirements for their projects and control changes and additions to these requirements. This unique resource helps practitioners understand the importance of requirements, leverage effective requirements practices, and better utilize resources. The book also explains how to strengthen interpersonal relationships and communications which are major contributors to project effectiveness. Moreover, analysts find clear examples and checklists to help them implement best practices.
Book Synopsis The Requirements Engineering Handbook by : Ralph Rowland Young
Download or read book The Requirements Engineering Handbook written by Ralph Rowland Young and published by Artech House. This book was released on 2004 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Gathering customer requirements is a key activity for developing software that meets the customer's needs. A concise and practical overview of everything a requirement's analyst needs to know about establishing customer requirements, this first-of-its-kind book is the perfect desk guide for systems or software development work. The book enables professionals to identify the real customer requirements for their projects and control changes and additions to these requirements. This unique resource helps practitioners understand the importance of requirements, leverage effective requirements practices, and better utilize resources. The book also explains how to strengthen interpersonal relationships and communications which are major contributors to project effectiveness. Moreover, analysts find clear examples and checklists to help them implement best practices.
TECHNICAL SALES ENGINEERS / TECHNICAL PRESALES SUPPORT: In today's digital economy, software is eating the world, and the companies with the best sales demonstrations are winning the game. Is a convincing demonstration the only thing that's standing between you and your next customer? Are you ready to make your next demo the best demo of the year? Do you feel that you can do better but don't know how? NEVER AGAIN LOSE A DEAL YOU SHOULD HAVE WON! Walk into ever demo feeling confident and prepared Include the one critical moment that must be in every demo Hit that home run and know how to set it up Master the art of answering difficult questions Leverage the power of saying NO with ease A BOOK WRITTEN SPECIFICALLY FOR YOU! Avoid late nights and long sales cycles Accelerate pipeline velocity and close more deals Learn and apply the best practices in the business Know exactly what to say and do before, during and after a demo Achieve the technical win alarming, predictable consistency This book addresses the root causes of the most common mistakes made by sales engineers. Add it to your cart NOW to permanently improve your software demos and sales results.
Book Synopsis The Six Habits of Highly Effective Sales Engineers by : Chris White
Download or read book The Six Habits of Highly Effective Sales Engineers written by Chris White and published by . This book was released on 2019-06-15 with total page 198 pages. Available in PDF, EPUB and Kindle. Book excerpt: TECHNICAL SALES ENGINEERS / TECHNICAL PRESALES SUPPORT: In today's digital economy, software is eating the world, and the companies with the best sales demonstrations are winning the game. Is a convincing demonstration the only thing that's standing between you and your next customer? Are you ready to make your next demo the best demo of the year? Do you feel that you can do better but don't know how? NEVER AGAIN LOSE A DEAL YOU SHOULD HAVE WON! Walk into ever demo feeling confident and prepared Include the one critical moment that must be in every demo Hit that home run and know how to set it up Master the art of answering difficult questions Leverage the power of saying NO with ease A BOOK WRITTEN SPECIFICALLY FOR YOU! Avoid late nights and long sales cycles Accelerate pipeline velocity and close more deals Learn and apply the best practices in the business Know exactly what to say and do before, during and after a demo Achieve the technical win alarming, predictable consistency This book addresses the root causes of the most common mistakes made by sales engineers. Add it to your cart NOW to permanently improve your software demos and sales results.
This handbook contains information and guidance that supports all of the topics of the 2016 version of the CSQE Body of Knowledge (BoK) upon which ASQ's Certified Software Quality Engineer/(CSQE) exam is based. Armed with the knowledge presented in this handbook to complement the required years of actual work experience, qualified software quality practitioners may feel confident they have taken appropriate steps in preparation for the ASQ CSQE exam. However, the goals for this handbook go well beyond it being a CSQE exam preparation guide. Its author designed this handbook not only to help the software quality engineers, but as a resource for software development practitioners, project managers, organizational managers, other quality practitioners, and other professionals who need to understand the aspects of software quality that impact their work. It can also be used to benchmark their (or their organization's) understanding and application of software quality principles and practices against what is considered a cross-industry good practice baseline. After all, taking stock of strengths and weaknesses, software engineers can develop proactive strategies to leverage software quality as a competitive advantage. New software quality engineers can use this handbook to gain an understanding of their chosen profession. Experienced software quality engineers can use this handbook as a reference source when performing their daily work. It is also hoped that trainers and educators will use this handbook to help propagate software quality engineering knowledge to future software practitioners and managers. Finally, this handbook strives to establish a common vocabulary that software quality engineers, and others in their organizations can use to communicate about software and quality. Thus increasing the professionalism of the industry and eliminating the wastes that can result from ambiguity and misunderstandings.
Book Synopsis The Certified Software Quality Engineer Handbook by : Linda Westfall
Download or read book The Certified Software Quality Engineer Handbook written by Linda Westfall and published by Quality Press. This book was released on 2016-09-23 with total page 1050 pages. Available in PDF, EPUB and Kindle. Book excerpt: This handbook contains information and guidance that supports all of the topics of the 2016 version of the CSQE Body of Knowledge (BoK) upon which ASQ's Certified Software Quality Engineer/(CSQE) exam is based. Armed with the knowledge presented in this handbook to complement the required years of actual work experience, qualified software quality practitioners may feel confident they have taken appropriate steps in preparation for the ASQ CSQE exam. However, the goals for this handbook go well beyond it being a CSQE exam preparation guide. Its author designed this handbook not only to help the software quality engineers, but as a resource for software development practitioners, project managers, organizational managers, other quality practitioners, and other professionals who need to understand the aspects of software quality that impact their work. It can also be used to benchmark their (or their organization's) understanding and application of software quality principles and practices against what is considered a cross-industry good practice baseline. After all, taking stock of strengths and weaknesses, software engineers can develop proactive strategies to leverage software quality as a competitive advantage. New software quality engineers can use this handbook to gain an understanding of their chosen profession. Experienced software quality engineers can use this handbook as a reference source when performing their daily work. It is also hoped that trainers and educators will use this handbook to help propagate software quality engineering knowledge to future software practitioners and managers. Finally, this handbook strives to establish a common vocabulary that software quality engineers, and others in their organizations can use to communicate about software and quality. Thus increasing the professionalism of the industry and eliminating the wastes that can result from ambiguity and misunderstandings.
Sales and Sales Engineering leaders across the world have used the Trusted Advisor label hundreds of times over the past twenty years. Yet it really doesn't mean that much without a lot of explanation. You may be thinking about some of these questions right now. Becoming a Trusted Advisor is not as simple as it sounds, which is why so many organizations either never try, or make a half-hearted effort. Trusted Advisor - two words, five syllables and fifteen letters hide a massive complexity. For the first time ever, there is now a book specifically designed to start the individual Sales Engineer on the journey to becoming a Trusted Advisor. Section One covers how to define and actually measure trust with your clients. Section Two looks at the practical aspects involved in building trust through Discovery, Presentations, Demos and all the other standard activities of an SE. Section Three examine how to get started and put it all into practice - both for individuals and for SE teams. This is not one of those tiny 40 page eBooks. It's over 150 pages of thoughts, ideas, best practices and real life examples based on dozens of clients and thousands of students who have already taken the workshop.** Note the 2020 Paperback version is a reformatted version of the original eBook with a only few minor edits and updates. **
Book Synopsis The Trusted Advisor Sales Engineer by : John Care
Download or read book The Trusted Advisor Sales Engineer written by John Care and published by . This book was released on 2020-06-14 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales and Sales Engineering leaders across the world have used the Trusted Advisor label hundreds of times over the past twenty years. Yet it really doesn't mean that much without a lot of explanation. You may be thinking about some of these questions right now. Becoming a Trusted Advisor is not as simple as it sounds, which is why so many organizations either never try, or make a half-hearted effort. Trusted Advisor - two words, five syllables and fifteen letters hide a massive complexity. For the first time ever, there is now a book specifically designed to start the individual Sales Engineer on the journey to becoming a Trusted Advisor. Section One covers how to define and actually measure trust with your clients. Section Two looks at the practical aspects involved in building trust through Discovery, Presentations, Demos and all the other standard activities of an SE. Section Three examine how to get started and put it all into practice - both for individuals and for SE teams. This is not one of those tiny 40 page eBooks. It's over 150 pages of thoughts, ideas, best practices and real life examples based on dozens of clients and thousands of students who have already taken the workshop.** Note the 2020 Paperback version is a reformatted version of the original eBook with a only few minor edits and updates. **
Based on the popular Artech House classic, Digital Communication Systems Engineering with Software-Defined Radio, this book provides a practical approach to quickly learning the software-defined radio (SDR) concepts needed for work in the field. This up-to-date volume guides readers on how to quickly prototype wireless designs using SDR for real-world testing and experimentation. This book explores advanced wireless communication techniques such as OFDM, LTE, WLA, and hardware targeting. Readers will gain an understanding of the core concepts behind wireless hardware, such as the radio frequency front-end, analog-to-digital and digital-to-analog converters, as well as various processing technologies. Moreover, this volume includes chapters on timing estimation, matched filtering, frame synchronization message decoding, and source coding. The orthogonal frequency division multiplexing is explained and details about HDL code generation and deployment are provided. The book concludes with coverage of the WLAN toolbox with OFDM beacon reception and the LTE toolbox with downlink reception. Multiple case studies are provided throughout the book. Both MATLAB and Simulink source code are included to assist readers with their projects in the field.
Book Synopsis Software-Defined Radio for Engineers by : Alexander M. Wyglinski
Download or read book Software-Defined Radio for Engineers written by Alexander M. Wyglinski and published by Artech House. This book was released on 2018-04-30 with total page 378 pages. Available in PDF, EPUB and Kindle. Book excerpt: Based on the popular Artech House classic, Digital Communication Systems Engineering with Software-Defined Radio, this book provides a practical approach to quickly learning the software-defined radio (SDR) concepts needed for work in the field. This up-to-date volume guides readers on how to quickly prototype wireless designs using SDR for real-world testing and experimentation. This book explores advanced wireless communication techniques such as OFDM, LTE, WLA, and hardware targeting. Readers will gain an understanding of the core concepts behind wireless hardware, such as the radio frequency front-end, analog-to-digital and digital-to-analog converters, as well as various processing technologies. Moreover, this volume includes chapters on timing estimation, matched filtering, frame synchronization message decoding, and source coding. The orthogonal frequency division multiplexing is explained and details about HDL code generation and deployment are provided. The book concludes with coverage of the WLAN toolbox with OFDM beacon reception and the LTE toolbox with downlink reception. Multiple case studies are provided throughout the book. Both MATLAB and Simulink source code are included to assist readers with their projects in the field.
