Selling New Technology: Tips, Tactics and Tales from a Technology Sales Person

Using simple descriptions and entertaining stories this book walks a new- technology salesperson through field-proven and practical selling processes including sections Account analysisGenerating leadsTactics for Selling New TechnologyGetting and Conducting MeetingsProposal DevelopmentClosing businessMany new-technology salespeople do not know the 4 elements required to close a sale (abbreviated DUCT) and these are described.The Sales Tactics Chapter includes the following sections.How to Prioritize Your TimeAverage number of sales calls to close a deal for new technologyNew Technology the Numbers GameDUCT - to make a technical saleNos are Better than MaybesObjectionsWIIFM Hunting for the MaverickThe Opposite of Love is Not HateHunting for ClientsFarming for New-Technology SalesDinner and Lunch Casual Conversations SchmoozingSelling to Vice Presidents

Jim Arrow is the pen-name for an experienced new-technology sales person who is still actively selling. He loves the action. Mr. Arrow has sold new-technology sales on five continents. He started his career in technical roles, then moved to sales support and then full time sales. He is the author of many articles promoting and justifying new-technology. He has been part of the initial team on four companies, one was sold, one got $50 million in venture capital and two went out of business. He closed a $1-million contract with a Fortune 100 company when he was the only employee at his own company. Using techniques in this book, at one new-technology company he closed more sales in his first year than the next two highest sales people combined. Jim has sold new technology with both large (400,000+ employees) and small 5-200 person companies. He also has sold new technology to small privately held companies and large multinational Fortune 100 companies. He has taught classes in sales and marketing to both new-technology companies and at the university level.