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 What the Heck Is EOS written by Gino Wickman and published by BenBella Books. This book was released on 2017-09-05 with total page 122 pages. Available in PDF, EPUB and Kindle. Book excerpt: Has your company struggled to roll EOS out to all levels of your organization? Do your employees understand why EOS is important or even what it is? What the Heck is EOS? is for the millions of employees in companies running their businesses on EOS (Entrepreneurial Operating System). An easy and fast read, this book answers the questions many employees have about EOS and their company: • What is an operating system? • What is EOS and why is my company using it? • What are the EOS foundational tools and how do they impact me? • What's in it for me? Designed to engage employees in the EOS process and tools, What the Heck is EOS? uses simple, straightforward language and provides questions about each tool for managers and employees to discuss creating more ownership and buy-in at the staff level. After reading this book, employees will not only have a better understanding of EOS but they will be more engaged, taking an active role in helping achieve your company's vision.

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 Chemical Engineering Design written by Gavin Towler and published by Elsevier. This book was released on 2012-01-25 with total page 1321 pages. Available in PDF, EPUB and Kindle. Book excerpt: Chemical Engineering Design, Second Edition, deals with the application of chemical engineering principles to the design of chemical processes and equipment. Revised throughout, this edition has been specifically developed for the U.S. market. It provides the latest US codes and standards, including API, ASME and ISA design codes and ANSI standards. It contains new discussions of conceptual plant design, flowsheet development, and revamp design; extended coverage of capital cost estimation, process costing, and economics; and new chapters on equipment selection, reactor design, and solids handling processes. A rigorous pedagogy assists learning, with detailed worked examples, end of chapter exercises, plus supporting data, and Excel spreadsheet calculations, plus over 150 Patent References for downloading from the companion website. Extensive instructor resources, including 1170 lecture slides and a fully worked solutions manual are available to adopting instructors. This text is designed for chemical and biochemical engineering students (senior undergraduate year, plus appropriate for capstone design courses where taken, plus graduates) and lecturers/tutors, and professionals in industry (chemical process, biochemical, pharmaceutical, petrochemical sectors). New to this edition: - Revised organization into Part I: Process Design, and Part II: Plant Design. The broad themes of Part I are flowsheet development, economic analysis, safety and environmental impact and optimization. Part II contains chapters on equipment design and selection that can be used as supplements to a lecture course or as essential references for students or practicing engineers working on design projects. - New discussion of conceptual plant design, flowsheet development and revamp design - Significantly increased coverage of capital cost estimation, process costing and economics - New chapters on equipment selection, reactor design and solids handling processes - New sections on fermentation, adsorption, membrane separations, ion exchange and chromatography - Increased coverage of batch processing, food, pharmaceutical and biological processes - All equipment chapters in Part II revised and updated with current information - Updated throughout for latest US codes and standards, including API, ASME and ISA design codes and ANSI standards - Additional worked examples and homework problems - The most complete and up to date coverage of equipment selection - 108 realistic commercial design projects from diverse industries - A rigorous pedagogy assists learning, with detailed worked examples, end of chapter exercises, plus supporting data and Excel spreadsheet calculations plus over 150 Patent References, for downloading from the companion website - Extensive instructor resources: 1170 lecture slides plus fully worked solutions manual available to adopting instructors

Download or read book Process Engineering and Industrial Management written by Jean-Pierre Dal Pont and published by John Wiley & Sons. This book was released on 2013-03-04 with total page 382 pages. Available in PDF, EPUB and Kindle. Book excerpt: Process Engineering, the science and art of transforming raw materials and energy into a vast array of commercial materials, was conceived at the end of the 19th Century. Its history in the role of the Process Industries has been quite honorable, and techniques and products have contributed to improve health, welfare and quality of life. Today, industrial enterprises, which are still a major source of wealth, have to deal with new challenges in a global world. They need to reconsider their strategy taking into account environmental constraints, social requirements, profit, competition, and resource depletion. “Systems thinking” is a prerequisite from process development at the lab level to good project management. New manufacturing concepts have to be considered, taking into account LCA, supply chain management, recycling, plant flexibility, continuous development, process intensification and innovation. This book combines experience from academia and industry in the field of industrialization, i.e. in all processes involved in the conversion of research into successful operations. Enterprises are facing major challenges in a world of fierce competition and globalization. Process engineering techniques provide Process Industries with the necessary tools to cope with these issues. The chapters of this book give a new approach to the management of technology, projects and manufacturing. Contents Part 1: The Company as of Today 1. The Industrial Company: its Purpose, History, Context, and its Tomorrow?, Jean-Pierre Dal Pont. 2. The Two Modes of Operation of the Company – Operational and Entrepreneurial, Jean-Pierre Dal Pont. 3. The Strategic Management of the Company: Industrial Aspects, Jean-Pierre Dal Pont. Part 2: Process Development and Industrialization 4. Chemical Engineering and Process Engineering, Jean-Pierre Dal Pont. 5. Foundations of Process Industrialization, Jean-François Joly. 6. The Industrialization Process: Preliminary Projects, Jean-Pierre Dal Pont and Michel Royer. 7. Lifecycle Analysis and Eco-Design: Innovation Tools for Sustainable Industrial Chemistry, Sylvain Caillol. 8. Methods for Design and Evaluation of Sustainable Processes and Industrial Systems, Catherine Azzaro-Pantel. 9. Project Management Techniques: Engineering, Jean-Pierre Dal Pont. Part 3: The Necessary Adaptation of the Company for the Future 10. Japanese Methods, Jean-Pierre Dal Pont. 11. Innovation in Chemical Engineering Industries, Oliver Potier and Mauricio Camargo. 12. The Place of Intensified Processes in the Plant of the Future, Laurent Falk. 13. Change Management, Jean-Pierre Dal Pont. 14. The Plant of the Future, Jean-Pierre Dal Pont.

Download or read book An Applied Guide to Process and Plant Design written by Sean Moran and published by Elsevier. This book was released on 2019-06-12 with total page 562 pages. Available in PDF, EPUB and Kindle. Book excerpt: An Applied Guide to Process and Plant Design, 2nd edition, is a guide to process plant design for both students and professional engineers. The book covers plant layout and the use of spreadsheet programs and key drawings produced by professional engineers as aids to design; subjects that are usually learned on the job rather than in education. You will learn how to produce smarter plant design through the use of computer tools, including Excel and AutoCAD, "What If Analysis, statistical tools, and Visual Basic for more complex problems. The book also includes a wealth of selection tables, covering the key aspects of professional plant design which engineering students and early-career engineers tend to find most challenging. Professor Moran draws on over 20 years' experience in process design to create an essential foundational book ideal for those who are new to process design, compliant with both professional practice and the IChemE degree accreditation guidelines. - Includes new and expanded content, including illustrative case studies and practical examples - Explains how to deliver a process design that meets both business and safety criteria - Covers plant layout and the use of spreadsheet programs and key drawings as aids to design - Includes a comprehensive set of selection tables, covering aspects of professional plant design which early-career designers find most challenging

Download or read book The Power of Selling written by Kimberly K. Richmond and published by . This book was released on with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Saleshood written by Elay Cohen and published by Greenleaf Book Group. This book was released on 2014-04-15 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: A playbook that empowers sales managers to think like CEOs and act like entrepreneurs At Salesforce.com, Elay Cohen created and executed the sales productivity programs that accelerated the company’s growth to a $3 billion–plus enterprise. The innovation delivered over these years by Elay and his team resulted in unprecedented sales productivity excellence. Based on that experience, Elay embarked on a journey to help every company in the world grow like Salesforce.com. After working with many organizations and further reflecting on his time at Salesforce.com, it became apparent that one key player was best positioned to accelerate growth in organizations: the first-line sales manager. Empowering sales managers to own and execute their own sales programs, as entrepreneurs would, became the focus of this book and his technology company. First-line sales managers are the backbone of every sales organization. They make it happen. They’re where the rubber meets the road in pipeline generation, revenue growth, and customer success. These sales managers serve as the voice of salespeople to organizations, and as the organizational voice back to salespeople. In this accessible guide, Cohen shares how sales managers can build an inspired, engaged team, equipping them with the tools they need to drive up sales productivity and grow the business. He reveals, among many other lessons, how you can nurture a winning sales culture; build world-class training programs that encourage salespeople to learn from each other; and execute sales processes, playbooks, and deals in a way that gives your salespeople the winning edge.

Download or read book Code Complete written by Steve McConnell and published by Pearson Education. This book was released on 2004-06-09 with total page 952 pages. Available in PDF, EPUB and Kindle. Book excerpt: Widely considered one of the best practical guides to programming, Steve McConnell’s original CODE COMPLETE has been helping developers write better software for more than a decade. Now this classic book has been fully updated and revised with leading-edge practices—and hundreds of new code samples—illustrating the art and science of software construction. Capturing the body of knowledge available from research, academia, and everyday commercial practice, McConnell synthesizes the most effective techniques and must-know principles into clear, pragmatic guidance. No matter what your experience level, development environment, or project size, this book will inform and stimulate your thinking—and help you build the highest quality code. Discover the timeless techniques and strategies that help you: Design for minimum complexity and maximum creativity Reap the benefits of collaborative development Apply defensive programming techniques to reduce and flush out errors Exploit opportunities to refactor—or evolve—code, and do it safely Use construction practices that are right-weight for your project Debug problems quickly and effectively Resolve critical construction issues early and correctly Build quality into the beginning, middle, and end of your project

Download or read book Advances in Human Factors Business Management and Leadership written by Jussi Ilari Kantola and published by Springer Nature. This book was released on 2021-07-07 with total page 372 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book analyzes new theories and practical approaches for promoting excellence in human resource management and leadership. It shows how the principles of creating shared value can be applied to ensure faster learning, training, business development and social renewal. In particular, it presents novel methods and tools for tackling the complexity of management and learning in both business organizations and society. Gathering the proceedings of the AHFE 2021 Conferences on Human Factors, Business Management and Society, and Human Factors in Management and Leadership, held virtually on July 25–29, 2021, from USA, this book provides researchers and professionals with extensive information, practical tools and inspiring ideas for achieving excellence in a broad spectrum of business and societal activities.

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 Agile Processes in Software Engineering and Extreme Programming written by Philippe Kruchten and published by Springer. This book was released on 2019-05-11 with total page 266 pages. Available in PDF, EPUB and Kindle. Book excerpt: This open access book constitutes the proceedings of the 20th International Conference on Agile Software Development, XP 2019, held in Montreal, QC, Canada, in May 2019. XP is the premier agile software development conference combining research and practice. It is a hybrid forum where agile researchers, academics, practitioners, thought leaders, coaches, and trainers get together to present and discuss their most recent innovations, research results, experiences, concerns, challenges, and trends. Following this history, for both researchers and seasoned practitioners XP 2019 provided an informal environment to network, share, and discover trends in Agile for the next 20 years The 15 full papers presented in this volume were carefully reviewed and selected from 45 submissions. They were organized in topical sections named: agile adoption, agile practices; large-scale agile; agility beyond IT, and the future of agile.

Download or read book Consultative Selling written by Mack HANAN and published by AMACOM. This book was released on 2011-03-15 with total page 287 pages. Available in PDF, EPUB and Kindle. Book excerpt: When you help your customers and clients make profitable business decisions, the result is a win-win solution that can lead to a mutually beneficial long-term business relationship. In Consultative Selling, sales consultant Mack Hanan helps you achieve just that by introducing a formula that will take your sales to the next level--one that involves you exchanging your salesperson hat for that of a trusted consultant. You’ll learn how to: create a two-tiered sales model to separate consultative sales from commodity sales; build and use consultative databases for value propositions and proof of performance; study your customers’ cash flows to win proposals; use consultative selling strategies on the web; and cope with--and reverse--the inevitable “no.” For over four decades, Consultative Selling has empowered countless sales professionals to reap maximum success. Now, packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics, the eighth edition of this invaluable resource will bring you wide-ranging success--making the competition irrelevant.

Download or read book Proceedings of the International Congress of Industrial Engineering ICIE2019 written by María Teresa Castañeda Galvis and published by Springer Nature. This book was released on 2020-12-17 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book features a selection of the best papers presented at the 11th International Conference on Industrial Engineering and Industrial Management (ICIE2019), held in Bucaramanga, Colombia, from 9 to 11 October 2019. It discusses topics in the following areas: sustainability and life-cycle analysis in the supply chain, logistics of emerging markets, risk in the value chain, public logistics policy and chain management of supply, as well as analysis, corporate social responsibility and social innovation in the supply chain.

Download or read book Product Design and Development written by Karl T. Ulrich and published by Irwin/McGraw-Hill. This book was released on 2004 with total page 392 pages. Available in PDF, EPUB and Kindle. Book excerpt: This text presents a set of product development techniques aimed at bringing together the marketing, design, and manufacturing functions of the enterprise. The integrative methods facilitate problem-solving and decision-making.

Download or read book Enterprise Agility written by Gizem Ozbayrac and published by CRC Press. This book was released on 2022-03-14 with total page 160 pages. Available in PDF, EPUB and Kindle. Book excerpt: Despite the astonishing technological developments in our times, it is surprising how little has changed in the way organizations are structured and managed. However, organizations are finally changing as they embark on agile transformations. Agility concepts emerged from the dynamics of project management and have evolved as they are being applied to organizational structure and operations. This phase of the agile evolution is known as enterprise agility. Filled with real-world scenarios and company case studies, Enterprise Agility: A Practical Guide to Agile Business Management covers the evolution of agility, including applied processes, lessons learned and realized outcomes. The book starts with the initial phase of the agile evolution, project agility and describes how waterfall project management is transformed into scrum, which can have positive effects on project timelines, scope and budget, as well as team motivation. The second phase of agility, organizational agility, is the evolution of the agile principles from temporary projects to permanent organizational structures. The book explains the main components of organizational agility, including structures, roles and ways of organizing work. It emphasizes the advantages of transitioning from traditional organizational management to agile. Finally, the latest phase, enterprise agility, transforms each function of the organization. The book acts as a guide and describes the change through the lens of each managerial domain (sales, marketing, HR, finance etc.) and by presenting the positive impact generated on the company’s overall performance based on case studies. The last chapter illustrates the enablers of this transformation and how they can help the change to be internalized so that the enterprises realize improvements. The book is based on the author’s over 15 years of experience of supporting more than 25 companies in varied sectors on their transformational journey, with the last 5 years concentrating on agility. By combining business management trends and principles of agile business development, it shows managers how to lead the transformation to enterprise agility by following the path from project agility to full enterprise agility.