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The Evolving Sales Engineer: Updated Version - Tapa dura

Levine, Edward S.

 
9781457513121: The Evolving Sales Engineer: Updated Version
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ISBN 10: 1457513129 ISBN 13: 9781457513121
Editorial: Dog Ear Publishing, LLC, 2012

Sinopsis

Traditionally, sales and systems engineers (SEs) have been expected to simply provide technical information related to the sales efforts of their account managers. Now, SEs are expected to be technical experts plus: be perceived as consultative contributors to the sales process, connect technical features to business drivers and pain points, succeed with managers and executives, earn "a place at the table' where strategic conversations occur, tailor presentations based on attendees' titles, personality traits and anticipated concerns, handle the most common and challenging objections, identify and satisfy business and personal needs plus uncover cross-sell and account expansion opportunities. "The Evolving Sales Engineer" was written to provide SEs with proven behaviors, techniques, skills and mindsets that will enable them to excel given these emerging expectations. Numerous success stories and examples are included to reinforce chapter highlights. Also included is a special section on SE management. Written to managers, it provides guidance on how to select, build and develop high performance SE teams. By reading this section, SEs will also benefit by gaining an understanding of how to align their performances with evolving managerial goals and expectations.

"Sinopsis" puede pertenecer a otra edición de este libro.

Reseña del editor

Traditionally, sales and systems engineers (SEs) have been expected to simply provide technical information related to the sales efforts of their account managers. Now, SEs are expected to be technical experts plus: be perceived as consultative contributors to the sales process, connect technical features to business drivers and pain points, succeed with managers and executives, earn "a place at the table' where strategic conversations occur, tailor presentations based on attendees' titles, personality traits and anticipated concerns, handle the most common and challenging objections, identify and satisfy business and personal needs plus uncover cross-sell and account expansion opportunities. "The Evolving Sales Engineer" was written to provide SEs with proven behaviors, techniques, skills and mindsets that will enable them to excel given these emerging expectations. Numerous success stories and examples are included to reinforce chapter highlights. Also included is a special section on SE management. Written to managers, it provides guidance on how to select, build and develop high performance SE teams. By reading this section, SEs will also benefit by gaining an understanding of how to align their performances with evolving managerial goals and expectations.

"Sobre este título" puede pertenecer a otra edición de este libro.

Editorial
Dog Ear Publishing, LLC
Año de publicación
2012
Idioma
Inglés
ISBN 10 
1457513129
ISBN 13 
9781457513121
Encuadernación
Tapa dura
Número de páginas
284
Contacto del fabricante
no disponible
Persona responsable
no disponible