Mastering Technical Sales : The Sales

"Take your career to new heights by adding powerhouse sales and presentation skills to you technical background. This newly revised and expanded edition of Mastering Technical Sales; The Sales Engineer's Handbook oilers invaluable insights and tips for every stage of the selling process, explained stop-by-step by a pair of technical sales pros with successful careers span Ding decades. The second edition features nearly 40% new material, including how to make the most of webcasts and remote demonstrations, how to give impressive "snap" demonstrations, and how to use CRM/SFA systems effectively."--BOOK JACKET.

Introduction: Why Study "Technical Sales"?	p. 1
An Overview of the Sales Process	p. 7
Lead Qualification	p. 17
The RFP Process	p. 31
Needs Analysis and Discovery	p. 43
Successful Customer Engagement	p. 61
The Perfect Pitch	p. 73
The Dash to Demo	p. 89
Snap Demos	p. 103
Remote Demonstrations and Webcasts	p. 113
Evaluation Strategies	p. 125
Contract Negotiation and Pricing	p. 143
Sanity After the Sale	p. 149
Getting Started	p. 163
Objection Handling	p. 177
The Executive Connection	p. 189
The U in Technical Sales	p. 199
Selling with Partners	p. 209
Competitive Tactics	p. 219
Using the CRM/SFA System	p. 229
Crossing Over to the Dark Side	p. 239
The Hybrid Sales Specialist Position	p. 247
Organizational Structure	p. 257
Building the Infrastructure	p. 275
Hiring Winners	p. 287
Time Management for SEs	p. 299
Managing by the Metrics	p. 315
Final Words	p. 323
Index	p. 329
Table of Contents provided by Blackwell. All Rights Reserved.

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Mastering Technical Sales : The Sales Engineer's Handbook

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Table of Contents

Supplemental Materials