Free PDF Making the Technical Sale: Real World Training for the Successful Sales Consultant, by Rick Greenwald, James Milbery
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Making the Technical Sale: Real World Training for the Successful Sales Consultant, by Rick Greenwald, James Milbery
Free PDF Making the Technical Sale: Real World Training for the Successful Sales Consultant, by Rick Greenwald, James Milbery
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"Making the Technical Sale" explains the overall technical sales cycle, including the technology and adaptation cycle and ways to understand the progress of a sale. This accurate and thorough manual was written from the technical sales professional's point of view and anticipates the kind of problems unique to the technical sales field. "Making the Technical Sale" discusses why technical sales is different from general sales; details the full range of skills needed by technical sales professionals; illuminates the typical tasks a technical sales professional handles; and explores the role this person plays on the sales team. The book also addresses the need for honesty and ethical behavior in sales.
- Sales Rank: #1151699 in Books
- Brand: Brand: Muska Lipman Publishing
- Published on: 2001-03-01
- Original language: English
- Number of items: 1
- Dimensions: .94" h x 6.00" w x 9.06" l,
- Binding: Paperback
- 385 pages
- Used Book in Good Condition
About the Author
James F. Milberry of Easton, Pennsylvania, is principal of Milberry Consulting Group. Before founding his own business, he spent several years as a technical sales force manager, most recently with software providers Revere Inc. and Ingres Corp. He has personally trained more than 700 sales consultants in his career. He is co-author with Richard E. Greenwald of "The Oracle WebDB Bible."
Richard E. Greenwald of Evanston, Illinois, is a competitive analyst with Oracle Corporation and principal of Strategic Computing Services. He has been a senior technical sales professional with management and training responsibilities as well as territory development. He has published extensively in professinoal journals, and has written "Oracle Power Objects Developers," "Mastering Oracle Power Objects","Using Oracle" and more.
Most helpful customer reviews
0 of 0 people found the following review helpful.
Good read. Helpful tips
By Debbie C.
Had to buy for work. Good read. Helpful tips. Useful!
11 of 12 people found the following review helpful.
SE's will find this invaluable
By David S. Hawkins
I have only read the first four chapters (book in hand as of tonight...) and skipped around to get an over all impression of this text. All in all, I am impressed. While this is not a sales training manual, it focuses on the role of a Sales Consultant as the book calls the position. This is something that is fresh in the sales guide realm. I have personally attended over 1000 hours of sales training, been a sales trainer and sales manager, I chose to move into the role of Sales Consultant because I like playing with all the toys, being a technical authority, and because I like creating vision around products I believe in. Having had a sales background and a career change about 7 years ago into technical fields, I have a passion for selling and technology. I finally have found a book that seems to accurately describe what I do and help me become more effective in my current career. While I may not use every paradigm in the book, I have not found anything in here that I won't use, unlike many other Sales products on the market today. Read this book, if you are a sales person who relies on a pre-sales person, buy it for him or her, you will be the one reaping the rewards. If you are a manager of Pre-Sales, this might be the best tool you have to train new staff. HR folks might be able to use this to define the roles they are trying to fill. Perhaps you might not use everything, but without doubt, if it applies to what you do, you will come away with much more than you might think.
0 of 0 people found the following review helpful.
Role of a presales consultant
By Monique Ruggiero
A friend recently moved from being a technical engineer to the role of sales consultant, and I recommended this book to him, and decided to put in a review to recommend it to others as well. I read this book a while ago and found it to be exactly what it claims to be. It explains the stages of a typical technical sales process, whether it be some trendy enterprise software, databases, or any other technical product. In the process it clearly identifies the different responsibilities between the roles of sales person, and technical sales consultant, which can be a bit confusing sometimes for someone new in the role. Also it goes into typical pit-falls and tricky situations and explains how to handle them. Some parts, e.g. utilities mentioned, are a little out dated, but the principles are still the same today, and I recommend it to anyone who is new to technical presales.
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