Mastering Technical Sales: The Sales Engineer's Handbook (Artech House Technology Management Library)

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 edition of Mastering Technical Sales: The Sales Engineers Handbook offers invaluable insights and tips for every stage of the selling process. In fact, purchasers of the first edition have stressed the books enormous practical value in numerous online reviews. The second edition features a wealth of 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. This invaluable book equips new sales engineers with powerful sales and presentation techniques that capitalize on their technical backgroundall spelled out step-by-step by a pair of technical sales experts with decades of eye-popping, industry-giant success under their belt.