Open Daily: 10am - 10pm | Alley door pickup 10am - 7pm 3038 Hennepin Ave Minneapolis, MN
612-822-4611

  • Open Daily: 10am - 10pm
    Alley-side Pickup: 10am - 7pm

    3038 Hennepin Ave Minneapolis, MN
    612-822-4611

Open Daily: 10am - 10pm | Alley-side Pickup: 10am - 7pm
3038 Hennepin Ave Minneapolis, MN
612-822-4611
Driving the Technical Sale: Winning over the technical influencers. Master the Evaluation process. Paving the way for expansion.

Driving the Technical Sale: Winning over the technical influencers. Master the Evaluation process. Paving the way for expansion.

Knight, Lance

Paperback

Management

ISBN10: 147877665X
ISBN13: 9781478776659
Publisher: Outskirts Pr
Published: Sep 16 2016
Pages: 64
Weight: 0.16
Height: 0.13 Width: 5.00 Depth: 8.00
Language: English
More than ever, corporate buyers are requiring in-depth evaluations - or pilots - of your products before they will make a bigger investment. Your company's future revenues and growth depend on your ability to execute. In today's B2B marketplace, selling and buying have changed. More than ever before, vendors are compelled to demonstrate their value through a proof-of-concept - or pilot - of their product before prospective customers will make a big purchase. My book driving the technical close will explore the best practices, systems and techniques that have helped me to achieve mastery over a decade selling complex solutions to corporate customers. In this new complex selling environment where customers are saying prove it to me it's important to have a strategy for working with those technical influencers that can stall your deal. My book covers basic concepts on how to create a strategy with your prospects during their evaluation had agree on use cases how to assist them and guide them through the evaluation so they feel like you are there to earn their business. This strategy wins over the technical influencers and gives them the information they need to become your internal advocates in the company.

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