Mastering Technical Sales ― The Sales Engineer's Handbook

Care, a consultant and trainer in the field of high-technology sales, and Bohlig, who heads a strategic and financial advisory company focused on internet companies, outline the process and techniques of selling high-tech products. They address lead qualification; the RFP (request for proposals) process; needs analysis and discovery; business value discovery; customer engagement; the pitch; the rush to demonstrate the product, snap demos, and remote demonstrations and webcasts; evaluation strategies; the post-sale process; getting started in sales; managing questions; meeting with higher-level executives; technical sales as a career and personal ethics; selling with partners; competitive tactics; using the customer relationship management/sales force automation system; becoming a salesperson; organizational structure; building the infrastructure for an organization; hiring; time management; and metrics. Revised and expanded, this edition has hew chapters on advanced business discovery, using white boards and visual selling, being a trusted advisor to customers, and calculating return-on-investment. Annotation c2014 Ringgold, Inc., Portland, OR (protoview.com)