Mastering Technical Sales: The Sales Engineer's Handbook, Third Edition

  • 7h 3m
  • Aron Bohlig, John Care
  • Artech House
  • 2014

Written to help professionals decode the black art of selling complex, high-value products, this handbook is focused upon improving the methods and skills of those who engage in the technology side of the sales equation.

About the Authors

John Care is managing director at Mastering Technical Sales LLC. He holds a B.Sc. with honors in chemical engineering from Imperial College, London and is a contributing member of the M.B.A. Advisory Council for the Fox Business School of Temple University, Philadelphia.

Aron Bohlig is the co-founder of a strategic and financial advisory boutique focused on internet companies. He earned his MBA from the Wharton School of the University of Pennsylvania.

In this Book

  • Mastering Technical Sales—The Sales Engineer’s Handbook, Third Edition
  • Introduction—Why Study “Technical Sales”?
  • An Overview of the Sales Process
  • Lead Qualification
  • The RFP Process
  • Needs Analysis and Discovery
  • Business Value Discovery
  • Successful Customer Engagement
  • The Perfect Pitch
  • The Dash to Demo
  • Snap Demos
  • Remote Demonstrations and Webcasts
  • Whiteboarding and Visual Selling
  • Evaluation Strategies
  • Sanity After the Sale
  • Getting Started
  • Managing Questions
  • The Executive Connection
  • The Trusted Advisor
  • Doing the Math/Calculating ROI
  • The “U” in Technical Sales
  • Selling with Partners
  • Competitive Tactics
  • Using the CRM/SFA System
  • Crossing Over to the Dark Side
  • Organizational Structure
  • Building the Infrastructure
  • Hiring Winners
  • Time Management for SEs
  • Managing by the Metrics
  • Final Words
  • Appendix—More About Mastering Technical Sales
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