The Technical Yes - Why Enterprise Deals Stall and How Presales Wins Them Before the Close - Couverture souple

Murthy, Sathish

Couverture souple

ISBN 10 : 9376314344 ISBN 13 : 9789376314348

Editeur : White Falcon Publishing, 2026

Synopsis

Most enterprise deals don’t fail at negotiation. They stall much earlier, when technical, operational, and risk clarity arrive too late to support a confident decision. Sales momentum fades, buying committees disengage, and deals quietly slip away without a clear rejection.

The Technical Yes examines why this pattern is so common in modern enterprise selling and introduces QPAST-CT, a practical presales framework designed to force clarity early in complex deals. Rather than focusing on persuasion or closing tactics, the book shows how decisions are shaped by technical confidence, architecture, sizing discipline, risk framing, and explicit technical validation.

Through real-world enterprise scenarios, the book demonstrates how QPAST-CT helps teams align buying committees, constrain competition, survive PoCs and bake-offs, and secure technical wins that withstand executive, legal, and procurement scrutiny. It also explores how presales evolves in an AI-first world and how frameworks scale into systems that improve deal predictability. Written for presales leaders, enterprise sellers, founders, and revenue executives, The Technical Yes positions presales as a strategic function—and shows how enterprise deals are really won before the close.

Détails de l'édition

• Éditeur: White Falcon Publishing
• Date d'édition: 2026
• Langue: anglais
• ISBN 10: 9376314344
• ISBN 13: 9789376314348
• Reliure: Broché
• Nombre de pages: 148
• Coordonnées du fabricant: Printed by Amazon on behalf of the author; https://www.amazon.fr/hz/contact-us; ; c/o Amazon Media EU S.à.r.l., 38 Avenue John F. Kennedy; Luxembourg; L-1855; Luxembourg