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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