📗 Libro en inglés MASTERING TECHNICAL SALES: THE SALES ENGINEER S HANDBOOK

Mastering Technical Sales: The Sales Engineer’s 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, it explains how to build an infrastructure to support continuous high sales growth. You are encouraged to use the tested and proven frameworks provided to develop a more effective, personalized and systematic approach to improve your presentation consistency. Special attention is given to the team sales concept and the importance of the contributions of the technical professionals who directly support sales. This book not the usual update, or rehash of “years-ago” methodologies. Instead, it shows you how to deal with today’s vastly higher levels of sophistication in technical products and customer needs.