Mastering Technical Sales The Sales Engineers Handbook Third Edition

Author : John Care
Publisher : Artech House
ISBN 13 : 1608077446
Total Pages : 407 pages
Book Rating : 4.41/5 ( download)

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Download or read book Mastering Technical Sales: The Sales Engineer’s Handbook, Third Edition written by John Care and published by Artech House. This book was released on 2014-07-01 with total page 407 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Author : John Care
Publisher : Artech House
ISBN 13 : 1596933402
Total Pages : 360 pages
Book Rating : 4.08/5 ( download)

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Download or read book Mastering Technical Sales written by John Care and published by Artech House. This book was released on 2008 with total page 360 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Author : Chris Daly
Publisher :
ISBN 13 :
Total Pages : 216 pages
Book Rating : 4.91/5 ( download)

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Download or read book The Sales Engineer Manager's Handbook written by Chris Daly and published by . This book was released on 2020-04-21 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: John Care and Chris Daly lay out the 3+1 rules of SE Leadership. A simple framework designed for everyone - from SEs thinking about moving into management to the newest of new SE Managers to a Global SE Vice President. This is a fascinating blend of tactical and strategic advice based on 30+ years of experience and many years of running SE specific workshops. All designed to allow you to follow the 3+1 Rules: Develop And Serve Your People, Run Pre-Sales As A Business, and Serve Your Customers all matched up with Rule #0 Manage Yourself. It's a common and often repeated story. You take a rock star Sales Engineer who is highly valued for their sales and business skills - and make them a manager because they are a great SE. With no regard for their possible leadership skills whatsoever. Perhaps they are pointed at a few online HR resources and take a mandatory "Managing Within The Law" session. Then they are released into the wild, and asked to manage, lead and motivate a team of Sales Engineers - each of whom performs the job differently than the newly minted manager used to do.

Author : Ralph Rowland Young
Publisher : Artech House
ISBN 13 : 9781580536189
Total Pages : 288 pages
Book Rating : 4.82/5 ( download)

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Download or read book The Requirements Engineering Handbook written by Ralph Rowland Young and published by Artech House. This book was released on 2004 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Gathering customer requirements is a key activity for developing software that meets the customer's needs. A concise and practical overview of everything a requirement's analyst needs to know about establishing customer requirements, this first-of-its-kind book is the perfect desk guide for systems or software development work. The book enables professionals to identify the real customer requirements for their projects and control changes and additions to these requirements. This unique resource helps practitioners understand the importance of requirements, leverage effective requirements practices, and better utilize resources. The book also explains how to strengthen interpersonal relationships and communications which are major contributors to project effectiveness. Moreover, analysts find clear examples and checklists to help them implement best practices.

Author : Floyd Piedad
Publisher : Prentice Hall Professional
ISBN 13 : 9780130962881
Total Pages : 288 pages
Book Rating : 4.80/5 ( download)

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Download or read book High Availability written by Floyd Piedad and published by Prentice Hall Professional. This book was released on 2001 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: A best practices guide tothe people and process issues associated with maximizing application availability. Focus is on how enterprises can design systems that are easier to maintain.

Author : Nitin Bhatnagar
Publisher : Pearson Education India
ISBN 13 : 8131752712
Total Pages : 317 pages
Book Rating : 4.15/5 ( download)

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Download or read book Communicative English for Engineers and Professionals: written by Nitin Bhatnagar and published by Pearson Education India. This book was released on 2010 with total page 317 pages. Available in PDF, EPUB and Kindle. Book excerpt: Communicative English for Engineers and Professionals covers the syllabi of B. Tech, BE, B.Com, M.Com, BBA, MBA, hospitality, B. Pharma, nursing, physiotherapy, and other courses. It integrates learning modules for spoken and written skills in English to give the readers an edge in their careers. Focusing on the requirements of professionals and students, this book equips them to effectively communicate and present themselves at their workplace and other interactive spheres.

Author : Ray E. Hardesty
Publisher : Xlibris Corporation
ISBN 13 : 1456819402
Total Pages : 207 pages
Book Rating : 4.08/5 ( download)

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Download or read book Technical and Business Writing for Working Professionals written by Ray E. Hardesty and published by Xlibris Corporation. This book was released on 2010-12-15 with total page 207 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Filled with Mr. Hardestys knowledge and experience from over 25 years in the fields of technical and business communication, this highly accessible, clearly written volume is both a grammar review and a guide to the main topics in technical and business writing. It is an invaluable aid for working professionals in all fields who find that they must now learn to be good writers and communicators."

Author : Peter E. Cohan
Publisher :
ISBN 13 : 9780595345595
Total Pages : 0 pages
Book Rating : 4.9X/5 ( download)

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Download or read book Great Demo! written by Peter E. Cohan and published by . This book was released on 2005-03 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 www.SecondDerivative.com or contact the author directly at [email protected].

Author : Linda Westfall
Publisher : Quality Press
ISBN 13 : 195105878X
Total Pages : 1050 pages
Book Rating : 4.84/5 ( download)

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Download or read book The Certified Software Quality Engineer Handbook written by Linda Westfall and published by Quality Press. This book was released on 2016-09-23 with total page 1050 pages. Available in PDF, EPUB and Kindle. Book excerpt: This handbook contains information and guidance that supports all of the topics of the 2016 version of the CSQE Body of Knowledge (BoK) upon which ASQ's Certified Software Quality Engineer/(CSQE) exam is based. Armed with the knowledge presented in this handbook to complement the required years of actual work experience, qualified software quality practitioners may feel confident they have taken appropriate steps in preparation for the ASQ CSQE exam. However, the goals for this handbook go well beyond it being a CSQE exam preparation guide. Its author designed this handbook not only to help the software quality engineers, but as a resource for software development practitioners, project managers, organizational managers, other quality practitioners, and other professionals who need to understand the aspects of software quality that impact their work. It can also be used to benchmark their (or their organization's) understanding and application of software quality principles and practices against what is considered a cross-industry good practice baseline. After all, taking stock of strengths and weaknesses, software engineers can develop proactive strategies to leverage software quality as a competitive advantage. New software quality engineers can use this handbook to gain an understanding of their chosen profession. Experienced software quality engineers can use this handbook as a reference source when performing their daily work. It is also hoped that trainers and educators will use this handbook to help propagate software quality engineering knowledge to future software practitioners and managers. Finally, this handbook strives to establish a common vocabulary that software quality engineers, and others in their organizations can use to communicate about software and quality. Thus increasing the professionalism of the industry and eliminating the wastes that can result from ambiguity and misunderstandings.

Author : John Care
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.43/5 ( download)

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Download or read book Mastering Technical Sales: The Sales Engineer S Handbook written by John Care and published by . This book was released on 2014 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: