Sales Presentation: Making the Technical Sale: Real World Training for the Successful Sales Consultant
Thе technical sales professional fills a valuable role іn thе sales cycle οf a software product. Thіѕ book discusses hοw technical sales іѕ different frοm general sales, details thе full range οf skills needed bу technical sales professionals, illuminates thе typical tasks technical sales professionals handle, аnԁ explores thе role thеѕе people play οn thе sales team. It covers basics such аѕ presentation skills, working іn a team, аnԁ time management; specifics such аѕ сrеаtіnɡ аnԁ delivering demos, working wіth groups οf prospects, handling objections, аnԁ competitive positioning; аnԁ thе overall technical sales cycle. Sales аnԁ project managers, consultants, аnԁ technical sales professionals wіƖƖ benefit frοm thе depth οf training offered іn thіѕ book.
Mаkіnɡ thе Technical Sale: Real World Training fοr thе Successful Sales Consultant
SE’s will find this invaluable,
I have only read the first four chapters (book in hand as of tonight…) and skipped around to get an over all impression of this text. All in all, I am impressed. While this is not a sales training manual, it focuses on the role of a Sales Consultant as the book calls the position. This is something that is fresh in the sales guide realm. I have personally attended over 1000 hours of sales training, been a sales trainer and sales manager, I chose to move into the role of Sales Consultant because I like playing with all the toys, being a technical authority, and because I like creating vision around products I believe in. Having had a sales background and a career change about 7 years ago into technical fields, I have a passion for selling and technology. I finally have found a book that seems to accurately describe what I do and help me become more effective in my current career. While I may not use every paradigm in the book, I have not found anything in here that I won’t use, unlike many other Sales products on the market today. Read this book, if you are a sales person who relies on a pre-sales person, buy it for him or her, you will be the one reaping the rewards. If you are a manager of Pre-Sales, this might be the best tool you have to train new staff. HR folks might be able to use this to define the roles they are trying to fill. Perhaps you might not use everything, but without doubt, if it applies to what you do, you will come away with much more than you might think.
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|Expected More,
Based on the reviews, I expected more. If you want a checklist of the most rudimentary things a sales consultant or S.E. should know – this is a good source. While I doubt anyone could argue with any of the things the authors say, most of what they say is so obvious and non-debatable that the question is – was it worth saying?
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|Need to know how to be an SE???,
I came to the “Sales Consultant” position from technical engineering background with no sales experience and have found this book very informative and helpful in my new carrier. If you are involved in pre-sales engineering, this book should accompany you as a resource wherever you go. This material is so valuable for sales consultants I quite honestly believe anyone who is in or thinking about getting into sales consulting should read this book!
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