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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!
"synopsis" may belong to another edition of this title.
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.
If selling computer software and services were an Olympic sport, Paul DiModica would be tested for steroids.
Years ago, fed up with wasting time and money on presentation skills seminars, I began signing my people up for acting classes at the local community theater. At graduation, each was expected to take a role in a public performance during that year's theater season, for which the entire department would always turn out. It did wonders for their confidence and poise. (I can't say it did much for the community theater's longtime director, who, rumor has it, was so deeply traumatized he was last seen wandering shoeless in North Dakota.)
The next step, had I thought of it at the time, would have been a week or so studying DiModica's program.
Trust me. Buy the book. --Jerry Gregoire, Editor at Large CIO Magazine
This is probably the very best book ever written to show you exactly the steps you need to take to sell at the highest level possible in any organization. It shows you how to get appointments with the right people, position yourself properly, make effective presentations and do more business than you ever dreamed possible. --Brian Tracy, Brian Tracy International
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Book Description Johnson Hunter, 2012. Paperback. Condition: New. 7th ed. Language: English . Brand New Book ***** Print on Demand *****. How to Sell Technology focuses on a premeditated approach in which sales, marketing, and strategy are integrated into one outbound-revenue capture program. This book trains salespeople of all experience levels how to become a peer in the boardroom, instead of a vendor waiting in the hallway. Whether you are just starting your sales career or you are an experienced sales executive - the techniques provided in this book will enhance your skills and enable you to communicate value up front, find clients, shorten your sales cycle, present like a pro, and close deals. Seller Inventory # APC9781933598550
Book Description Johnson Hunter, 2012. Paperback. Condition: New. 7th ed. Language: English . Brand New Book ***** Print on Demand *****.How to Sell Technology focuses on a premeditated approach in which sales, marketing, and strategy are integrated into one outbound-revenue capture program. This book trains salespeople of all experience levels how to become a peer in the boardroom, instead of a vendor waiting in the hallway. Whether you are just starting your sales career or you are an experienced sales executive - the techniques provided in this book will enhance your skills and enable you to communicate value up front, find clients, shorten your sales cycle, present like a pro, and close deals. Seller Inventory # APC9781933598550