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Mastering Technical Sales: The Sales Engineer's Handbook (Artech House Technology Management Library), by John Care, Aron Bohlig
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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. This newly revised and expanded edition of Mastering Technical Sales: The Sales Engineers Handbook offers invaluable insights and tips for every stage of the selling process. In fact, purchasers of the first edition have stressed the books enormous practical value in numerous online reviews. The second edition features a wealth of new material, including how to make the most of Webcasts and remote demonstrations, how to give impressive snap demonstrations, and how to use CRM/SFA systems effectively. This invaluable book equips new sales engineers with powerful sales and presentation techniques that capitalize on their technical backgroundall spelled out step-by-step by a pair of technical sales experts with decades of eye-popping, industry-giant success under their belt.
- Sales Rank: #852494 in Books
- Brand: Brand: Artech House Publishers
- Published on: 2008-08-01
- Original language: English
- Number of items: 1
- Dimensions: .90" h x 6.20" w x 9.20" l, 1.30 pounds
- Binding: Hardcover
- 340 pages
- Used Book in Good Condition
About the Author
John Care is managing director at Mastering Technical Sales. He has spent numerous years building world-class Sales Engineering organizations at companies such as Oracle, Sybase, Vantive, Clarify, Business Objects. Mr. Care holds a B.Sc. with honors in chemical engineering from Imperial College, London and is a contributing member of the M.B.A. Advisory Council for the Fox Business School of Temple University, Philadelphia.
Aron Bohlig is a technology investment banker at Credit Suisse First Boston in San Francisco, where he is responsible for putting together the IPOs of hi-tech corporations. Previously, he was director of vertical product management at Nortel. Mr. Bohlig holds B.S. degrees in both information technology and English from the University of Puget Sound, Washington and an M.B.A. from the Wharton School, University of Pennsylvania.
Most helpful customer reviews
1 of 1 people found the following review helpful.
My Team's Bible
By Kindle Customer
I run a worldwide sales engineering team. I found Mastering Technical Sales about four years ago and immediately made it my team's "Bible." During that time, we've experienced a lot of growth in the company and it has continued to provide a foundation for my organization which is second to none. Every inContact Sales Engineer receives a copy of MTS, when they come on board. I will continue to use it as a part of my onboarding process and I personally use MTS as a reference, regularly.
I highly recommend this book as well as John Care as a speaker. He's provided excellent training to my organization on two seperate occasions and it was money well spent.
2 of 2 people found the following review helpful.
Great reference for a new sales engineer!
By Ohad Yehudai
As someone new to sales engineering the book provide me with much needed insight into an SE's role in the technical sales process. The case studies and antecdotes based on the authors' and contributors' experience were very illuminating. The style was effective and the points being made were easy to digest. This book will be an additional reference in my new career path.
1 of 1 people found the following review helpful.
Great book to help you gain additional insight on the sales process
By Amazon Customer
Even if your an experienced SE, I highly recommend that you purchase this book as a way to gain additional knowledge and just to review your forgotten knowledge of the sales process. We as Engineers have a different approach to the sale process, our Sales counterparts don't always truly understand our real job and have their own perception of what we are there for.
This books actually gives you many examples of the entire process, what to say and what not to say.
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