Every high-tech sales team today has technical pros on board to aexplain how things work, a 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 backgroundaall spelled out step-by-step by a pair of technical sales experts with decades of eye-popping, industry-giant success under their belt.In this case, the scope is the job description and potentially a profile of the ideal candidate. ... 50 people, a or aBe able to perform systems analysis during the discovery Technical Business Requirements Three years experience with Oracle ITILanbsp;...
|Title||:||Mastering Technical Sales: The Sales Engineer’s Handbook, Third Edition|
|Author||:||John Care, Aron Bohlig|
|Publisher||:||Artech House - 2014-07-01|