Name: Driving the Technical Sale: Winning over the technical influencers. Master the Evaluation process. Paving the way for expansion. (en Inglés)
Price: 81.24 PEN
Availability: InStock
Author: Knight, Lance
ISBN: 9781478776659

portada Driving the Technical Sale: Winning over the technical influencers. Master the Evaluation process. Paving the way for expansion. (en Inglés)

Formato

Libro Físico

Autor

Lance Knight

Editorial

Outskirts Press

Idioma

Inglés

N° páginas

Encuadernación

Tapa Blanda

Dimensiones

20.3 x 12.7 x 0.3 cm

Peso

0.07 kg.

ISBN13

9781478776659

Categorías

Marketing

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

Lance Knight (Autor) · Outskirts Press · Tapa Blanda

Libro Físico

S/ 81,24

S/ 162,48

Ahorras: S/ 81,24

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Envío normal

Origen: Estados Unidos (Costos de importación incluídos en el precio)

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Reseña del libro "Driving the Technical Sale: Winning over the technical influencers. Master the Evaluation process. Paving the way for expansion. (en Inglés)"

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.