How to Sell Technology - Softcover

Paul R. DiModica

Softcover

ISBN 10: 1933598557 ISBN 13: 9781933598550

Publisher: Johnson & Hunter, 2012

Synopsis

Selling technology and professional services is a complex sale that requires specific strategies, techniques and action steps designed for our industry to get managers and C level executives to buy. The methods and tactics taught in this book are designed only for IT salespeople and have been taught to and used by thousands of account managers worldwide.

Through this publication, I will teach you how to
-- communicate value to management
-- talk peer to peer when selling big companies
-- generate qualified IT leads
-- set up your first meeting with C level prospects
-- determine if your prospects are qualified buyers
-- give successful whiteboard presentations
-- create value driven technology demos
-- write proposals that persuade management prospects to buy

Selling technology is a contact sport. If you have been selling for longer than one year, you have been bruised. Yet, if you sell correctly, you can escape the pain and maximize your success.

Sit back, get comfortable, and let's rumble through the technology sales jungle. In IT sales, you must Hunt now, or be eaten later!

About this title

About the Author

Paul DiModica is the founder and CEO of Value Forward Group, and the senior practice consultant in our firm. As a bestselling author, Paul speaks domestically and internationally on High Tech company success and on branding, marketing, strategy and sales best practices.

Paul is editor of the world's largest IT sales, strategy and marketing strategy newsletter called HighTechSuccess read by high tech executives in over 110 countries.

Paul is also author of the book High Tech CEO Business Success Strategies and has another new book which will be released soon called The CEO Revenue Capture Scorecard.

Prior to launching the Value Forward Group, Paul spent over 20 years in high tech businesses as a Senior Vice President of Sales and Marketing, Vice President of Strategy, Vice President of Operations, Chief Operating Officer and company Founder in private, family-run and public companies with annual revenues up to $900 million.

Paul has been featured or interviewed by the New York Times, Investors Daily, Fox News, Selling Power Magazine, Sales and Marketing Magazine, CIO Magazine, CFO Magazine, Entrepreneur Magazine, Training Magazine, Marketing Magazine, Transport Times, Computer World Magazine, Entrepreneur Radio, Chicago Tribune, The Cleveland Sunday Paper, Kansas City Small Business Monthly, The Manager's Intelligence Report, Agent's Sales Journal, Executive Travel Magazine, Wisconsin Professional Journal, Time Compression Technologies Magazine, Minorities and Women Magazine, Broker Agent News, World Fence News, Affluent Magazine, Value Added Partners, The Merchant Magazine, Pennsylvania Business Central Magazine, and many others.

Edition details

• Publisher: Johnson & Hunter
• Publication date: 2012
• Language: English
• ISBN 10: 1933598557
• ISBN 13: 9781933598550
• Binding: Paperback
• Number of pages: 266