(Ebook PDF) Mastering Technical Sales The Sales Engineers Handbook 4th Edition by John Care 1630818739 9781630818739 full chapters

Mastering Technical Sales: The Sales Engineer’s Handbook 4th Edition by John Care – Ebook PDF Instant Download/DeliveryISBN:  1630818739, 9781630818739 

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Product details:

ISBN-10 :  1630818739

ISBN-13 :  9781630818739

Author: John Care 

This bestselling book – now in its Fourth Edition – has become the gold standard for Sales Engineers, who engage on the technical side of the sales and buying process and are the people who know how everything works. It helps you navigate a complex and ever-changing technical sales environment and become an effective bridge-builder between the business/commercial interests and the technical details that support the sale. Written by one of the foremost experts in this field, the handbook presents everything you need to improve your skills and increase your value to the sales team. Chapters are written in a modular fashion so that you can choose topics most relevant to you at the moment – or follow them in order as they build upon each other and give you the complete A to Z on your role. Each chapter is short enough so that you can read through it in 10-15 minutes and apply the learning the next day. 

Mastering Technical Sales: The Sales Engineer’s Handbook 4th Table of contents:

I – Pains and Gains, Business Value Discovery

2 – Time, Money and People, The FABulous Sales Engineer, Successful Customer Engagement

 The Perfect Pitch: Structure, The Perfect Pitch: Delivery, The Dash To Demo, Building The Demo, Remote Demonstrations And Presentations, Whiteboarding and Visual Selling, Storytelling, Evaluation Strategies, Answering Questions, The Trusted Advisor Sales Engineer, The Executive Connection, Doing The Math and Proving Business Value, The New SE: Getting Started, Creating Your Personal Brand, Selling With And Through Partners, Competitive Tactics, Using The CRM System, Compensation (Show Me The Money), Moving Into Sales, Career Progression, Becoming An Effective Subject Matter Expert/SE Specialist, The Hiring And Interview Process, Time Management For The Sales Engineer, Managing Yourself By The Metrics, and Final Words.

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