Product Description
This book provides a system for understanding and breaking into the swift-paced field of technology sales. Much of the sales profession as we know it has become obsolete in recent years due to the rapid advancements in computers, telecommunications equipment and the Internet. Buyers can now acquire competitive information with the click of a button. Sophisticated market research and broadly dispersed expertise has helped to create products that are more and mor… More >>
This book was the cornerstone of my making it in high tech sales. Great advice including all the necessary steps to move thru the sales process and win for both parties. For those who are serious about making a great career out of high tech selling—or moving your current career into a higher level of success—hardware, software and/or technology. It is all about the process and Ken details it here. A must have book.
Rating: 5 / 5
For a techie, sales is as much a black box as the complexity of a product to a sales person. This book whitens this black box by clearly explaining the craft of sales and a practical approach to making sales. Each chapter explains not only the mechanics, but also why of each step.
Suggestions for preparations of sales kits are very useful. The system developed in this book proved to be highly effective in closing important contracts for a small start-up company.
A must read for any engineer, consultant, or an entrepreneur.
Rating: 5 / 5