Sell Results: What Every Technology Salesperson Needs to Know
SELL RESULTS: What Every Technology Salesperson Needs to Know provides sales people, sales consultants and sales managers with a blueprint for selling technology-enabled business solutions. It outlines the critical technical, product and marketing information sales people need to sell and provides a step-by-step approach to applying this information to marketing and selling technology solutions. This book explains how to: – Harness market energy: Be in the right place at the right time – Build value: Use logic to build emotional commitment – Sell solutions: Sell business results to the executive – Compete strategically: Use competitive energy to build customer’s sense of value – Prospect for energy: Learn how to find opportunities and forecast accurately – Qualify potential: Focus on the deals that will close – Discover solutions: Build value and sell business solutions – Propose value: Take control of the sales process – Close fast: Create momentum and negotiate success… More >>
Sell Results: What Every Technology Salesperson Needs to Know
Tagged with: Every • Know • Needs • Results • Salesperson • Sell • Technology
I have first hand experience working with Janice Lawrence and this book is a winner! The methodology and the tools in this book are precisely what we used to drive sales results and productivity of the marketing, sales and sales engineering teams at two of the Fortune 100 companies where I worked. It’s a must read for all technology sales managers, as well as executives looking to drive value selling.