The Technical Presales Playbook
Language: English
Published by Amazon Digital Services LLC - Kdp, 2026
- Softcover
- New
Seller: PBShop.store US, Wood Dale, IL, U.S.A.PBShop.store US
AbeBooks seller since April 7, 2005
Condition: New
US$ 34.88
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Add to basketItem description from seller
New Book. Shipped from UK. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000.
Seller Inventory # L0-9798194479740
- Title
- The Technical Presales Playbook
- Author
- Mercer, Rylan
- Publisher
- Amazon Digital Services LLC - Kdp
- Publication year
- 2026
- Condition
- New
- Binding
- PAP
- Language
- English
- ISBN 13
- 9798194479740
- Item weight
- 449 grams
Closing complex enterprise software deals requires more than just product knowledge, it demands a structured, repeatable methodology. The Technical Presales Playbook is a comprehensive, no-nonsense guide for sales engineers, solutions architects, and technical account managers navigating high-stakes B2B sales cycles.
Moving beyond generic sales theory, this book delivers tactical frameworks for owning the technical evaluation stage, aligning software capabilities with enterprise business outcomes, and securing unanimous consensus across technical evaluators and the C-suite.
Key Focus Areas-
Discovery & Qualification: Uncover hidden technical constraints, stakeholder agendas, and true economic drivers before committing engineering resources.
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Mastering the Technical Demo: Shift away from feature-dumping and learn how to construct narrative-driven, problem-centric demonstrations that resonate with executive priorities.
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Execution of Proofs of Concept (PoCs): Set airtight success criteria, establish strict governance boundaries, and manage scope creep to ensure every PoC converts to a signed contract.
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Winning Executive Buy-In: Bridge the gap between technical validators and economic buyers, translating complex architecture into quantifiable ROI.
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Objection Handling & Competitive Positioning: Neutralize technical roadblocks and outmaneuver entrenched competitors without disparaging alternative solutions.
Designed for practitioners operating at the coalface of enterprise sales, this playbook provides the exact frameworks, scripts, and operational cadences needed to consistently guide six- and seven-figure technical evaluations across the finish line.
"Synopsis" may belong to another edition of this title.
PBShop.store US
Wood Dale, IL, U.S.A.
AbeBooks seller since April 7, 2005
Shipping rates within U.S.A.
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We first started out as “The Paperback Exchange,” a chain of physical bookstores where we would part exchange your beloved books for new stories to transport you to faraway places. However, as shopping started to evolve to online shops and marketplaces, we bid our stores goodbye to become “PBShop.” This transition has only allowed us to blossom as we now ship thousands of titles to book lovers across the globe. We pride ourselves in being a community of local book lovers which allows our passion and devotion to shine in everything we do. In 2020 we not only celebrated our 20th birthday but our 1st birthday as being completely employee owned after becoming an E.O.T in September 2019. We are proud to be different and embrace standing apart on a book mountain by working from a virtual inventory which allows us to provide thousands of books that may be difficult to get for your bookshelf or your studies. Working with a number of different suppliers allows us to explore other avenues such as puzzles, sheet music and even stationery so we really do have something for everyone. Life is about being versatile in all realms of existence. If this is your first visit or you are a returning customer, we would like to welcome you to the PBShop family, for there is no friend as loyal as a book. We are a company who put our customers at the centre of everything we do as we understand the importance of reading because once you learn to read, you will forever be free. There are a whole lot of things in this world of ours that we are yet to explore, which is why we will forever inspire curious minds.…
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