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Mastering Technical Sales: The Sales Engineer's Handbook (Artech House Technology Management and Professional Development Third Edition) 3rd Edition
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About the Author
John Care is managing director at Mastering Technical Sales LLC. He 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 the co-founder of a strategic and financial advisory boutique focused on internet companies. He earned his MBA from the Wharton School of the University of Pennsylvania.
Top customer reviews
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If you're working or planning to work in the presales/solution consulting/technical sales field, this is the best book on the market.
Nothing else comes close. John Care distills real world experience into a clear set of steps to be great in this role.
There are lots of books on how to pitch and demo software solutions. The big difference with this book is that it walks you through all of the skills that you need to put together to be a great presales rockstar. If you want to get into presales, start here. If you're already doing it, pick this book up and learn how to add even more value to your sales team. If you're a presales manager, you can't live without this.
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.
This books actually gives you many examples of the entire process, what to say and what not to say.