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.
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.
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.
Download or read book The Evolving Sales Engineer written by Edward S. Levine and published by Dog Ear Publishing. This book was released on 2007-08 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt:
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.
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. **
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.
Download or read book A Simple Guide to Technical Sales and Field Application Engineering written by Russell Jay Williamson and published by . This book was released on 2020-03-08 with total page 212 pages. Available in PDF, EPUB and Kindle. Book excerpt: Thinking about launching a new career or progressing in your existing career as a Field Application Engineer or a Technical Sales professional? Do you dream of a career visiting and helping engineers in multiple industries, international travel, and a great salary earned using your ever-increasing technical knowledge? If so, then this is the book for you. This book does not contain hundreds of acronyms and sales buzz words, nor is it full of details you will find in a corporate sales book. If you want a list of corporate jargon, this isn't the book for you.This book contains a set of hard-and-fast rules and techniques that will propel you out of your engineering comfort zone and into the exciting world of sales. If you have the engineering mentality-on or off, one or zero, black or white, binary way of thinking-this book's direct, efficient approach is just the thing you need to learn the skills required to find success in your new career!The Author Before working in technical sales, Russell Jay Williamson had many years of design engineering experience. Experience in both a large multinational corporation with over 100,000 employees and a small company with only 11 employees has provided him with a great perspective on how Engineers work in this industry. Since switching into sales, he has developed the skills described in this book over many years from trial and error. This book describes these techniques that he has refined and will provide you, the reader, with the shortcuts you need so you don't waste years becoming the best Sales Engineer you can be.
Download or read book Modern Software Sales Engineering written by Gregory Hanson and published by Createspace Independent Publishing Platform. This book was released on 2016-03-28 with total page 140 pages. Available in PDF, EPUB and Kindle. Book excerpt: A guide to being a Software Sales Engineer in the modern world. Get started understanding the tenets of Sales Engineering, hiring SEs, and giving the best presentations possible. This book includes a breakdown on different types of Sales Engineers, tips and tricks on presentations, and humorous stories to help every SE and manager on their way to greatness.
Download or read book The Making of an Expert Engineer written by James Trevelyan and published by CRC Press. This book was released on 2014-09-22 with total page 612 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book sets out the principles of engineering practice, knowledge that has come to light through more than a decade of research by the author and his students studying engineers at work. Until now, this knowledge has been almost entirely unwritten, passed on invisibly from one generation of engineers to the next, what engineers refer to asexpe
Download or read book The Machine written by Justin Roff-Marsh and published by . This book was released on 2015 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Brace yourself for plain talk about what's wrong with sales and marketing. Consultant Justin Roff-Marsh says that traditional approaches no longer work: inventories pile up; customers avoid visits from field salespeople; sales technology makes things worse; and commissions and bonuses drive salespeople to underperform. Roff-Marsh, a survivor of the hard-knocks world of sales, interlaces his old-school approach to leadership with a gentler understanding of human motivation. His examples, if sometimes strident, provide sound solutions. Even seasoned sellers, sales executives and CEOs will discover challenging new tactics and strategies for reinventing sales. getAbstract recommends Roff-Marsh's change-driven manual as an illuminating treatment of an alternative tactic for daring salespeople, sales managers, and senior leaders seeking an original and comprehensive sales strategy.
Download or read book Designing Data Intensive Applications written by Martin Kleppmann and published by "O'Reilly Media, Inc.". This book was released on 2017-03-16 with total page 658 pages. Available in PDF, EPUB and Kindle. Book excerpt: Data is at the center of many challenges in system design today. Difficult issues need to be figured out, such as scalability, consistency, reliability, efficiency, and maintainability. In addition, we have an overwhelming variety of tools, including relational databases, NoSQL datastores, stream or batch processors, and message brokers. What are the right choices for your application? How do you make sense of all these buzzwords? In this practical and comprehensive guide, author Martin Kleppmann helps you navigate this diverse landscape by examining the pros and cons of various technologies for processing and storing data. Software keeps changing, but the fundamental principles remain the same. With this book, software engineers and architects will learn how to apply those ideas in practice, and how to make full use of data in modern applications. Peer under the hood of the systems you already use, and learn how to use and operate them more effectively Make informed decisions by identifying the strengths and weaknesses of different tools Navigate the trade-offs around consistency, scalability, fault tolerance, and complexity Understand the distributed systems research upon which modern databases are built Peek behind the scenes of major online services, and learn from their architectures
Download or read book SPIN Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
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.
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].
Download or read book The Oxford Handbook of Strategic Sales and Sales Management written by David W. Cravens and published by OUP Oxford. This book was released on 2012-11-22 with total page 660 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organisations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organisation, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organisation. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organisation. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.
Download or read book Once Was a Time written by Leila Sales and published by Chronicle Books. This book was released on 2016-04-05 with total page 332 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the war-ravaged England of 1940, Charlotte Bromley is sure of only one thing: Kitty McLaughlin is her best friend in the whole world. But when Charlotte's scientist father makes an astonishing discovery that the Germans will covet for themselves, Charlotte is faced with an impossible choice between danger and safety. Should she remain with her friend or journey to another time and place? Her split-second decision has huge consequences, and when she finds herself alone in the world, unsure of Kitty's fate, she knows that somehow, some way, she must find her way back to her friend. Written in the spirit of classic time-travel tales, this book is an imaginative and heartfelt tribute to the unbreakable ties of friendship.
