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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.
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.
A best practices guide tothe people and process issues associated with maximizing application availability. Focus is on how enterprises can design systems that are easier to maintain.
Book Synopsis High Availability by : Floyd Piedad
Download or read book High Availability written by Floyd Piedad and published by Prentice Hall Professional. This book was released on 2001 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: A best practices guide tothe people and process issues associated with maximizing application availability. Focus is on how enterprises can design systems that are easier to maintain.
Exploring how technical sales of a software product is different from general sales, this guide discusses the full range of skills needed by technical sales professionals. It also illuminates the typical tasks technical sales professionals handle, explores the role these people play on the sales team, and covers basics such as presentation skills, working in a team, time management, and more. Illustrations.
Book Synopsis Making the Technical Sale by : Rick Greenwald
Download or read book Making the Technical Sale written by Rick Greenwald and published by Course Technology. This book was released on 2001 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Exploring how technical sales of a software product is different from general sales, this guide discusses the full range of skills needed by technical sales professionals. It also illuminates the typical tasks technical sales professionals handle, explores the role these people play on the sales team, and covers basics such as presentation skills, working in a team, time management, and more. Illustrations.
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.
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:
Have you ever seen a bad software demo ? Peter Cohan helps organizations put the Wow! into their demos to make them crisp, compelling and successful - to get the job done. He has had roles in four corners: technical, product and field marketing (he was banished to Basel, Switzerland for two years for bad behavior); sales and sales management; senior management (he built a business unit up from an empty spreadsheet into a $30M per year operation); and, in this last role, he has been that most important of all possible entities, a customer Peter Cohan leverages twenty-five years of experience in selling and marketing business software and as a customer. The Great Demo! method comes directly from extensive firsthand experiences in developing and delivering software demonstrations, and in coaching others to achieve surprisingly high success rates with their sales and marketing demos. For more information on demonstration methods, guidelines and tips, explore the author's website at www.SecondDerivative.com or contact the author directly at [email protected].
Book Synopsis Great Demo! by : Peter E. Cohan
Download or read book Great Demo! written by Peter E. Cohan and published by . This book was released on 2005-03 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Have you ever seen a bad software demo ? Peter Cohan helps organizations put the Wow! into their demos to make them crisp, compelling and successful - to get the job done. He has had roles in four corners: technical, product and field marketing (he was banished to Basel, Switzerland for two years for bad behavior); sales and sales management; senior management (he built a business unit up from an empty spreadsheet into a $30M per year operation); and, in this last role, he has been that most important of all possible entities, a customer Peter Cohan leverages twenty-five years of experience in selling and marketing business software and as a customer. The Great Demo! method comes directly from extensive firsthand experiences in developing and delivering software demonstrations, and in coaching others to achieve surprisingly high success rates with their sales and marketing demos. For more information on demonstration methods, guidelines and tips, explore the author's website at www.SecondDerivative.com or contact the author directly at [email protected].
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.
