Mastering Technical Sales

Written for sales engineers who take part in the technical side of selling and buying, this book looks at how to work through a technical sales landscape that keeps shifting and grows more complicated. It shows how to connect a company's commercial priorities with the technical detail that makes a sale possible.

The coverage moves through an overview of the sales process, the business pains and gains that drive purchasing decisions, and how to deliver remote demonstrations and presentations. It also addresses getting started for those new to the sales role, followed by time management suited to the sales engineer.