Heavy Hitter I.T. Sales Strategy: Competitive Insights from Interviews With 1,000+ Key Information Technology Decision Makers and Top Technology Salespeople

Martin, Steve W.

ISBN 10: 0979796164 / ISBN 13: 9780979796166

Published by Tilis Pub, 2014

About this Item

Seller Inventory # AMTV.0979796164.N

Bibliographic Details

• Title: Heavy Hitter I.T. Sales Strategy: Competitive Insights from Interviews With 1,000+ Key Information Technology Decision Makers and Top Technology Salespeople
• Publisher: Tilis Pub
• Publication Date: 2014
• Language: English
• ISBN 10: 0979796164
• ISBN 13: 9780979796166
• Binding: Hardcover
• Condition: new

About this title

Synopsis

INFLUENCE THE HIDDEN ORGANIZATIONAL POLITICS THAT IMPACT DECISION MAKING

Heavy Hitter I.T. Sales Strategy is a comprehensive guide for penetrating new accounts, differentiating your solution during the sales cycle, and winning highly competitive accounts. It is based on extensive research and interviews with more than 1,000 key information technology decision makers, top technology salespeople, and vice presidents of sales. The book provides state of the art technology sales strategies and advanced tactics for senior salespeople who want to learn the secrets of top performers.

• Technology Sales Organization Strategy: Key Trends and Performance Metrics
• Advanced Sales Cycle Strategy: Control the Complex Technology Sale
• Sales Call Strategy: Strategically Structure Meetings to Differentiate Yourself in face-to-face customer meetings
• New Account Penetration Strategy: Language-based Tactics to Secure Initial Customer Meetings
• Personal Communication Strategy: How to say the Right Words at the Right Time to Convince Customers to Buy
• Easy-to-read Format. Extensive examples, illustrations, and practical case studies.

Readers will find advice on how to win over C-level I.T. executives and senior business leaders across the organization. Discover how I.T. organizational structure impacts company decision making. Determine how to gain strategic account control based upon the people, process, and politics of selling to complex businesses. Learn to conduct persuasive sales calls using sales linguistics, the study of how the customer's mind uses and interprets language.

About the Author

Steve W. Martin is the foremost expert on "Sales Linguistics," the study of how customers use language during the complex decision-making process. Steve began his career programming computers as a teenager in the late '70s. Through working with computers, he became acutely aware of the preciseness and structure of language. In addition, programming is built upon models--verbal descriptions and visual representations of how systems work and processes flow. Models enable repeatable and predictable experiences.

Early in his career, he was also introduced to the concepts of neurolinguistics (the science of how the human brain constructs and interprets language). When he transitioned his career into sales, he realized that he could build models to create successful relationships based upon customers' language and thought processes. Without any sales experience to speak of, he was the number one salesperson in his company for the following four years.

Steve went on to be a top sales producer for a billion-dollar software company and was promoted into management to imprint his "selling model" on other salespeople within the organization. As vice president of sales later, Steve successfully trained his salespeople on the sales strategies and communication skills that are necessary to close large complex accounts.

He is the author of critically acclaimed "Heavy Hitter" series of books about enterprise sales strategies for senior salespeople. In the fall of 2014, Heavy Hitter IT Sales Strategy: Competitive Insights from 1000+ Interviews with Key Information Technology Decision Makers and Top Technology Salespeople will be released.

A highly sought-after sales trainer and keynote speaker, Steve is both entertaining and  enlightening. He has had the privilege of helping more than 100,000 salespeople become top revenue producers at companies including IBM, Oracle, Lenovo, HP, EMC, NEC, McAfee, Akamai, Riverbed, Nimble Storage and CornerstoneOnDemand.