Sales Engineering & B2B Selling (Paperback)

Idioma: inglés

Editorial: Independently Published, 2026

9798245213125

Serie: Libro 9 de 11 - Comprehensive SAAS finance

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Librería: CitiRetail, Stevenage, Reino UnidoCitiRetail

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Vendedor de IberLibro desde 29 de junio de 2022

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Paperback. Reactive PublishingSales engineering is where the deal actually becomes real. It's where technical truth, business value, and organizational politics collide. Sales Engineering & B2B Selling: Technical Account Management & Enterprise Selling is a practical field guide for navigating that collision with precision.Written for sales engineers, TAMs, enterprise sellers, and anyone building complex B2B revenue machines, this book breaks down the craft of enterprise selling not as a motivational hustle, but as an engineered process. You'll learn how to diagnose problems like a consultant, present solutions like a product strategist, and negotiate like someone who has sat across from procurement at 4:57pm on a quarter close.Inside, you'll learn to: - Run high-stakes discovery that uncovers real leverage- Translate technical capability into quantified business value- Architect pilots, POVs, and POCs that set up the close- Manage complex stakeholders and silent blockers- Integrate with product, engineering, and customer success- Use RFP/RFI processes to your advantage (and recognize traps)- Navigate procurement without ceding pricing power- Build value engineering frameworks for competitive cycles- Drive expansion, renewals, and multi-year deals- Orchestrate "account rooms" during long enterprise cyclesYou'll also learn how the best operators structure their internal workflows: tight handoffs, documented assumptions, quantified impact, and the subtle political work of aligning executive sponsors without burning trust.Whether you are entering technical sales for the first time, scaling a mature enterprise motion, or trying to convert more pilots into high-value multi-year contracts, this book gives you the strategic and tactical language to operate at the level where real deals clear. This item is printed on demand. Shipping may be from our UK warehouse or from our Australian or US warehouses, depending on stock availability.…

N° de ref. del artículo 9798245213125

Título
Sales Engineering & B2B Selling (Paperback)
Autor
Alice Schwartz
Editorial
Independently Published
Año de publicación
2026
Estado
new
Encuadernación
Paperback
Idioma
inglés
ISBN 13
9798245213125
Serie
Libro 9 de 11: Comprehensive SAAS finance

CitiRetail

Stevenage, Reino Unido

Vendedor de 5 estrellas

Vendedor de IberLibro desde 29 de junio de 2022

Tarifas de envío de Reino Unido a Estados Unidos de America

ArtículoDe 7 a 14 días hábilesDe 7 a 60 días hábiles
Primer artículoEUR 44,13EUR 44,13
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