Mastering Technical Sales: The Sales Engineer’s Handbook, Third Edition
Mastering Technical Sales: The Sales Engineer’s Handbook, Third Edition by John Care is a comprehensive resource published by Artech House on July 1, 2014. This edition spans 406 pages and is presented in English, offering insights tailored for technical professionals in high-tech sales environments. The book serves as a training guide specifically designed for sales engineers, providing strategies and techniques relevant to various stages of the selling process.
Readers will find a wealth of new material in this third edition, including chapters focused on business-driven discovery, white boarding, trusted advisors, and calculating ROI. The content is structured to equip new sales engineers with effective sales and presentation techniques that leverage their technical expertise. This handbook aims to enhance the skills of technical sales teams, making it a valuable addition to the field of business and economics, particularly in sales and selling.
Official synopsis Publisher
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.
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