Mastering Technical Sales: The Sales Engineer's Handbook (Artech House Technology Management and Professional Development Third Edition)

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. Newly revised and expanded, this third edition of an Artech House bestseller offers invaluable insights and tips for every stage of the selling process. The book features a wealth of new material, including new chapters on business-driven discovery, whiteboarding, trusted advisors, and calculating ROI. This indispensable resource equips both new and experienced 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 successes under their belts.