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.
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.
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.
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.
Whether you're seeking investors for the latest start-up or simply looking for that competitive edge, this book will help you articulate and sell the complex ideas that dominate our technology-driven business environment.
To live is to communicate, and to communicate with confidence is a craft that one will do well to master early rather than later in life. If only the gift of the gab were enough to sail smoothly through the rough waters that the tough world is teeming with, every glib conversationalist would have a successful vocation, but that’s not the case. The means of communication come naturally to human beings, but the skills that make communicating worthwhile and meaningful do not. Thankfully, anyone who wishes to can learn—and even perfect—these skills. This concise handbook focuses on the ways in which students can develop a robust career after completing their academic studies. The foundational work of nurturing and strengthening individual abilities begins during university life, but these skills need to be complemented with strategies that help the student turned professional to not only interact well with society but also earn its respect through clear, precise, and honest communication. Talent needs to be matched with competence, and the book shows exactly how one goes about doing that. It spells out the ingredients of a sound and strategic action plan that definitively aligns one’s goals with one’s aspirations, no matter how lofty. This plan has to be closely related to the choices, conditions, and possibilities that will be available for the kind of education and experience that individuals have and the aspirations they harbor. Students entering high school or university can use the book to review the necessary courses to choose during their academic life. Young people will find solid guidelines in it that provide a structure for planning and focusing on the skills needed when one embarks upon a fulfilling career.
This exciting new resource guides readers through a step-by-step process on how to deliver quality, robust products and services while strengthening teams and customer relationships. Drawing on the author’s extensive knowledge in aerospace and defense contracting, Practical Project Management for Engineers shares real world examples to recover schedule, cost and performance, explaining the tools, techniques, and methodologies to ensure success. It compares NASA, Department of Defense (DoD), and Project Management Institute (PMI) processes and provides best practices that work in the real world to deliver quality products on time and on budget. This book applies the Pareto Principle, which focuses on the 20% of the material that contributes to the majority (80%) of success to help engineering managers to move a project from contract award to delivery while increasing productivity tenfold. This book is a “how-to” manual for those struggling to get their projects under control as well as for new project managers looking who need a holistic view of project management.
Based on the popular Artech House classic, Digital Communication Systems Engineering with Software-Defined Radio, this book provides a practical approach to quickly learning the software-defined radio (SDR) concepts needed for work in the field. This up-to-date volume guides readers on how to quickly prototype wireless designs using SDR for real-world testing and experimentation. This book explores advanced wireless communication techniques such as OFDM, LTE, WLA, and hardware targeting. Readers will gain an understanding of the core concepts behind wireless hardware, such as the radio frequency front-end, analog-to-digital and digital-to-analog converters, as well as various processing technologies. Moreover, this volume includes chapters on timing estimation, matched filtering, frame synchronization message decoding, and source coding. The orthogonal frequency division multiplexing is explained and details about HDL code generation and deployment are provided. The book concludes with coverage of the WLAN toolbox with OFDM beacon reception and the LTE toolbox with downlink reception. Multiple case studies are provided throughout the book. Both MATLAB and Simulink source code are included to assist readers with their projects in the field.
This comprehensive resource is designed to guide professionals in product compliance and safety in order to develop more profitable products, contribute to customer satisfaction, and reduce the risk of liability. This book analyzes the principles and methods of critical standards, highlighting how they should be applied in the field. It explores the philosophy of electrical product safety and analyzes the concepts of compliance and safety, perception of risk, failure, normal and abnormal conditions, and redundancy. Professionals find valuable information on power sources, product construction requirements, markings, compliance testing, and manufacturing of safe electrical products.
An innovative approach to winning more profitable sales in the growing professional services industry In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy--the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one. Author Michael McLaughlin presents a strategy for winning new business with a holistic approach to each client relationship. Only by fully understanding a sale from every angle, including its impact on the client's business and career, can salespeople thrive in the new era of the service economy.
