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Mastering Technical Sales The Sales Engineer S Handbook Third Edition

Author : John Care
ISBN : 9781608077441
Genre : Business & Economics
File Size : 87.80 MB
Format : PDF, Docs
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Read : 1119

Every high-tech sales team today has technical pros on board to “explain how things work,” 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 background—all spelled out step-by-step by a pair of technical sales experts with decades of eye-popping, industry-giant success under their belt.
Category: Business & Economics

Mastering Technical Sales

Author : John Care
ISBN : 9781596933408
Genre : Business & Economics
File Size : 34.40 MB
Format : PDF, ePub, Mobi
Download : 263
Read : 554

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 - including how to avoid the critical selling mistakes so often made by technical pros who jump to sales. The book also addresses key career management and team-building topics, and includes detailed case studies, concise chapter summaries, and handy checklists of skill-building tips that reinforce all the career-boosting skills and techniques you learn.
Category: Business & Economics

Mastering Technical Sales

Author : John Care
ISBN : 1580533450
Genre : Business & Economics
File Size : 74.10 MB
Format : PDF, Kindle
Download : 310
Read : 1161

Sales Engineers' Handbook covers all of the key areas of selling high-technology products, including detailed action plans to establish personal excellence in key performance drivers in technical sales. This comprehensive volume teaches you how to be more successful as an individual contributor, helping to better ensure promotion within your sales organization, or advancement elsewhere within your company. The book gives you the practical guidance you need to sharpen your skills in sales and technology. Moreover, for the technical manager it explains how to build an infrastructure to support continuous high sales growth.
Category: Business & Economics

Great Demo

Author : Peter E. Cohan
ISBN : 059534559X
Genre : Business & Economics
File Size : 68.37 MB
Format : PDF, Kindle
Download : 381
Read : 1019

Have you ever seen a bad software demo ? Peter Cohan helps organizations put the Wow! into their demos to make them crisp, compelling and successful - to get the job done. He has had roles in four corners: technical, product and field marketing (he was banished to Basel, Switzerland for two years for bad behavior); sales and sales management; senior management (he built a business unit up from an empty spreadsheet into a $30M per year operation); and, in this last role, he has been that most important of all possible entities, a customer Peter Cohan leverages twenty-five years of experience in selling and marketing business software and as a customer. The Great Demo! method comes directly from extensive firsthand experiences in developing and delivering software demonstrations, and in coaching others to achieve surprisingly high success rates with their sales and marketing demos. For more information on demonstration methods, guidelines and tips, explore the author's website at or contact the author directly at [email protected]
Category: Business & Economics

Discovering Real Business Requirements For Software Project Success

Author : Robin F. Goldsmith
ISBN : 1580537715
Genre : Computers
File Size : 81.71 MB
Format : PDF, ePub
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Read : 589

While a number of books on the market deal with software requirements, this is the first resource to offer you a methodology for discovering and testing the real business requirements that software products must meet in order to provide value. The book provides you with practical techniques that help prevent the main causes of requirements creep, which in turn enhances software development success and satisfaction among the organizations that apply these approaches. Complementing discovery methods, you also learn more than 21 ways to test business requirements from the perspectives of assessing suitability of form, identifying overlooked requirements, and evaluating substance and content. The powerful techniques and methods presented are applied to a real business case from a company recognized for world-class excellence. You are introduced to the innovative Problem Pyramidtm technique which helps you more reliably identify the real problem and requirements content. From an examination of key methods for gathering and understanding information about requirements, to seven guidelines for documenting and communicating requirements, while avoiding analysis paralysis, this book is a comprehensive, single source for uncovering the real business requirements for your software development projects.
Category: Computers

Sip Understanding The Session Initiation Protocol Fourth Edition

Author : Alan B. Johnston
ISBN : 9781608078646
Genre : Technology & Engineering
File Size : 28.12 MB
Format : PDF, Kindle
Download : 469
Read : 1000

Now in its fourth edition, the ground-breaking Artech House bestseller SIP: Understanding the Session Initiation Protocol offers you the most comprehensive and current understanding of this revolutionary protocol for call signaling and IP Telephony. The fourth edition incorporates changes in SIP from the last five years with new chapters on internet threats and attacks, WebRTC and SIP, and substantial updates throughout. This cutting-edge book shows how SIP provides a highly-scalable and cost-effective way to offer new and exciting telecommunication feature sets, helping practitioners design “next generation” network and develop new applications and software stacks. Other key discussions include SIP as a key component in the Internet multimedia conferencing architecture, request and response messages, devices in a typical network, types of servers, SIP headers, comparisons with existing signaling protocols including H.323, related protocols SDP (Session Description Protocol) and RTP (Real-time Transport Protocol), and the future direction of SIP.
Category: Technology & Engineering

The Evolving Sales Engineer

Author : Edward S. Levine
ISBN : 1457513129
Genre : Business & Economics
File Size : 85.64 MB
Format : PDF, Docs
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Traditionally, sales and systems engineers (SEs) have been expected to simply provide technical information related to the sales efforts of their account managers. Now, SEs are expected to be technical experts plus: be perceived as consultative contributors to the sales process, connect technical features to business drivers and pain points, succeed with managers and executives, earn "a place at the table' where strategic conversations occur, tailor presentations based on attendees' titles, personality traits and anticipated concerns, handle the most common and challenging objections, identify and satisfy business and personal needs plus uncover cross-sell and account expansion opportunities. "The Evolving Sales Engineer" was written to provide SEs with proven behaviors, techniques, skills and mindsets that will enable them to excel given these emerging expectations. Numerous success stories and examples are included to reinforce chapter highlights. Also included is a special section on SE management. Written to managers, it provides guidance on how to select, build and develop high performance SE teams. By reading this section, SEs will also benefit by gaining an understanding of how to align their performances with evolving managerial goals and expectations.
Category: Business & Economics

The Requirements Engineering Handbook

Author : Ralph Rowland Young
ISBN : 1580536182
Genre : Computer software
File Size : 42.9 MB
Format : PDF, ePub, Docs
Download : 975
Read : 893

A concise and thorough handbook on requirements analysis, this invaluable book is the perfect desk guide for your systems or software development work. This first-of-its-kind handbook enables you to identify the real customer requirements for your projects and control changes and additions to these requirements. The books helps you understand the importance of requirements, leverage effective requirements practices, and better utilize resources. You also learn how to strengthen interpersonal relationships and communications which are major contributors to project effectiveness.
Category: Computer software

Product Demos That Sell

Author : Steli Efti
ISBN : 151770782X
Genre :
File Size : 81.52 MB
Format : PDF, Kindle
Download : 206
Read : 224

This is the no B.S. guide to presenting software like a pro. If you're a SaaS startup founder or sales rep, you'll learn to: Ensure prospects attend your demos Discover why your demos fail to close the deal Better differentiate yourself from competitors Customize your demo to your prospects' needs Improve your demo-win rates Deal with questions and objections during the demo Expertly handle bugs and demo fails Giving successful product demos is not rocket science. Anybody can do it-if you've got the right blueprint.

Systems Analysis And Design In A Changing World

Author : John W. Satzinger
ISBN : 9781305465268
Genre : Computers
File Size : 39.87 MB
Format : PDF, ePub, Mobi
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Refined and streamlined, SYSTEMS ANALYSIS AND DESIGN IN A CHANGING WORLD, 7E helps students develop the conceptual, technical, and managerial foundations for systems analysis design and implementation as well as project management principles for systems development. Using case driven techniques, the succinct 14-chapter text focuses on content that is key for success in today's market. The authors' highly effective presentation teaches both traditional (structured) and object-oriented (OO) approaches to systems analysis and design. The book highlights use cases, use diagrams, and use case descriptions required for a modeling approach, while demonstrating their application to traditional, web development, object-oriented, and service-oriented architecture approaches. The Seventh Edition's refined sequence of topics makes it easier to read and understand than ever. Regrouped analysis and design chapters provide more flexibility in course organization. Additionally, the text's running cases have been completely updated and now include a stronger focus on connectivity in applications. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.
Category: Computers