Driving the Technical Sale: Winning over the technical influencers. Master the Evaluation process. Paving the way for expansion. - Couverture souple

Knight, Lance

Couverture souple

ISBN 10 : 147877665X ISBN 13 : 9781478776659

Editeur : Outskirts Press, 2016

Synopsis

More than ever, corporate buyers are requiring in-depth evaluations - or pilots - of your products before they will make a bigger investment. Your company's future revenues and growth depend on your ability to execute. In today's B2B marketplace, selling and buying have changed. More than ever before, vendors are compelled to demonstrate their value through a proof-of-concept - or pilot - of their product before prospective customers will make a big purchase. My book " driving the technical close "will explore the best practices, systems and techniques that have helped me to achieve mastery over a decade selling complex solutions to corporate customers. In this new complex selling environment where customers are saying prove it to me it's important to have a strategy for working with those technical influencers that can stall your deal. My book covers basic concepts on how to create a strategy with your prospects during their evaluation had agree on use cases how to assist them and guide them through the evaluation so they feel like you are there to earn their business. This strategy wins over the technical influencers and gives them the information they need to become your internal advocates in the company.

Détails de l'édition

• Éditeur: Outskirts Press
• Date d'édition: 2016
• Langue: anglais
• ISBN 10: 147877665X
• ISBN 13: 9781478776659
• Reliure: Broché
• Nombre de pages: 64
• Coordonnées du fabricant: non disponible
• Personne responsable: gpsr@libri.de; gpsr@libri.de; ; Friedensallee 273; Hamburg; 22763; Allemagne