Author: Chris Daly
Publisher:
ISBN:
Category :
Languages : en
Pages : 216
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Book Description
John Care and Chris Daly lay out the 3+1 rules of SE Leadership. A simple framework designed for everyone - from SEs thinking about moving into management to the newest of new SE Managers to a Global SE Vice President. This is a fascinating blend of tactical and strategic advice based on 30+ years of experience and many years of running SE specific workshops. All designed to allow you to follow the 3+1 Rules: Develop And Serve Your People, Run Pre-Sales As A Business, and Serve Your Customers all matched up with Rule #0 Manage Yourself. It's a common and often repeated story. You take a rock star Sales Engineer who is highly valued for their sales and business skills - and make them a manager because they are a great SE. With no regard for their possible leadership skills whatsoever. Perhaps they are pointed at a few online HR resources and take a mandatory "Managing Within The Law" session. Then they are released into the wild, and asked to manage, lead and motivate a team of Sales Engineers - each of whom performs the job differently than the newly minted manager used to do.
Author: John Care
Publisher: Artech House
ISBN: 1608077446
Category : Business & Economics
Languages : en
Pages : 406
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Book Description
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 third edition of an Artech House bestseller offers invaluable insights and tips for every stage of the selling process. This third edition features a wealth of new material, including new chapters on business-driven discovery, white boarding, trusted advisors, and calculating ROI. This invaluable book equips new 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 success under their belt.
Author: John Care
Publisher: Artech House
ISBN: 1596933402
Category : Business & Economics
Languages : en
Pages : 360
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Book Description
This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more.
Author: Chris White
Publisher:
ISBN: 9780578521909
Category :
Languages : en
Pages : 198
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Book Description
TECHNICAL SALES ENGINEERS / TECHNICAL PRESALES SUPPORT: In today's digital economy, software is eating the world, and the companies with the best sales demonstrations are winning the game. Is a convincing demonstration the only thing that's standing between you and your next customer? Are you ready to make your next demo the best demo of the year? Do you feel that you can do better but don't know how? NEVER AGAIN LOSE A DEAL YOU SHOULD HAVE WON! Walk into ever demo feeling confident and prepared Include the one critical moment that must be in every demo Hit that home run and know how to set it up Master the art of answering difficult questions Leverage the power of saying NO with ease A BOOK WRITTEN SPECIFICALLY FOR YOU! Avoid late nights and long sales cycles Accelerate pipeline velocity and close more deals Learn and apply the best practices in the business Know exactly what to say and do before, during and after a demo Achieve the technical win alarming, predictable consistency This book addresses the root causes of the most common mistakes made by sales engineers. Add it to your cart NOW to permanently improve your software demos and sales results.
Author: John Care
Publisher:
ISBN: 9781099750397
Category :
Languages : en
Pages : 182
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Book Description
Sales and Sales Engineering leaders across the world have used the Trusted Advisor label hundreds of times over the past twenty years. Yet it really doesn't mean that much without a lot of explanation. You may be thinking about some of these questions right now. Becoming a Trusted Advisor is not as simple as it sounds, which is why so many organizations either never try, or make a half-hearted effort. Trusted Advisor - two words, five syllables and fifteen letters hide a massive complexity. For the first time ever, there is now a book specifically designed to start the individual Sales Engineer on the journey to becoming a Trusted Advisor. Section One covers how to define and actually measure trust with your clients. Section Two looks at the practical aspects involved in building trust through Discovery, Presentations, Demos and all the other standard activities of an SE. Section Three examine how to get started and put it all into practice - both for individuals and for SE teams. This is not one of those tiny 40 page eBooks. It's over 150 pages of thoughts, ideas, best practices and real life examples based on dozens of clients and thousands of students who have already taken the workshop.** Note the 2020 Paperback version is a reformatted version of the original eBook with a only few minor edits and updates. **
Author: Rick Greenwald
Publisher: Course Technology
ISBN: 9780966288995
Category : Business consultants
Languages : en
Pages : 0
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Book Description
Exploring how technical sales of a software product is different from general sales, this guide discusses the full range of skills needed by technical sales professionals. It also illuminates the typical tasks technical sales professionals handle, explores the role these people play on the sales team, and covers basics such as presentation skills, working in a team, time management, and more. Illustrations.
Author: Stephen Armstrong
Publisher: Cambridge University Press
ISBN: 1139936506
Category : Business & Economics
Languages : en
Pages : 362
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Book Description
Engineering and Product Development Management is a practical guide to the components of engineering management, using a holistic approach. It will help engineers and managers understand what they have to do to improve the product development process by deploying new technology and new methods of working in concurrent teams. The book takes elements from six well known and understood bodies of knowledge and integrates them into a holistic approach: integrated product development, project management, process management, systems engineering, product data management, and organizational change management. These elements are framed within an overall enterprise-wide architecture. The techniques discussed in this book work for both huge multinational organizations and smaller enterprises. The emphasis throughout is on practical tools which will be invaluable for engineers, managers, and consultants responsible for project and product development.
Author: Edward S. Levine
Publisher: Dog Ear Publishing
ISBN: 1598584146
Category :
Languages : en
Pages : 253
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Book Description
Author: Sandra L Furterer
Publisher: Quality Press
ISBN: 1951058070
Category : Business & Economics
Languages : en
Pages : 555
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Book Description
This handbook is a comprehensive reference designed to help professionals address organizational issues from the application of the basic principles of management to the development of strategies needed to deal with today’s technological and societal concerns. The fifth edition of the ASQ Certified Manager of Quality/Organizational Excellence Handbook (CMQ/OE) has undergone some significant content changes in order to provide more clarity regarding the items in the body of knowledge (BoK). Examples have been updated to reflect more current perspectives, and new topics introduced in the most recent BoK are included as well. This handbook addresses: • Historical perspectives relating to the continued improvement of specific aspects of quality management • Key principles, concepts, and terminology • Benefits associated with the application of key concepts and quality management principles • Best practices describing recognized approaches for good quality management • Barriers to success, common problems you may encounter, and reasons why some quality initiatives fail • Guidance for preparation to take the CMQ/OE examination A well-organized reference, this handbook will certainly help individuals prepare for the ASQ CMQ/OE exam. It also serves as a practical, day-to-day guide for any professional facing various quality management challenges.
Author: United States. Bureau of Labor Statistics
Publisher:
ISBN:
Category : Employment forecasting
Languages : en
Pages : 740
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Book Description
