HEAVY HITTER I.T. SALES STRATEGY: Competitive Insights from Interviews with 1,000+ Key Information Technology Decision Makers & Top Technology Salespeople - Hardcover

MARTIN, STEVE

Hardcover

ISBN 10: 0979796164 ISBN 13: 9780979796166

Publisher: TILIS Publishers, 2014

Synopsis

INFLUENCE THE HIDDEN ORGANIZATIONAL POLITICS THAT IMPACT DECISION MAKING

Heavy Hitter I.T. Sales Strategy is a comprehensive guide for penetrating new accounts, differentiating your solution during the sales cycle, and winning highly competitive accounts. It is based on extensive research and interviews with more than 1,000 key information technology decision makers, top technology salespeople, and vice presidents of sales. The book provides state of the art technology sales strategies and advanced tactics for senior salespeople who want to learn the secrets of top performers.

• Technology Sales Organization Strategy: Key Trends and Performance Metrics
• Advanced Sales Cycle Strategy: Control the Complex Technology Sale
• Sales Call Strategy: Strategically Structure Meetings to Differentiate Yourself in face-to-face customer meetings
• New Account Penetration Strategy: Language-based Tactics to Secure Initial Customer Meetings
• Personal Communication Strategy: How to say the Right Words at the Right Time to Convince Customers to Buy
• Easy-to-read Format. Extensive examples, illustrations, and practical case studies.

Readers will find advice on how to win over C-level I.T. executives and senior business leaders across the organization. Discover how I.T. organizational structure impacts company decision making. Determine how to gain strategic account control based upon the people, process, and politics of selling to complex businesses. Learn to conduct persuasive sales calls using sales linguistics, the study of how the customer's mind uses and interprets language.

About this title

About the Author

Steve W Martin is the founder of the Heavy Hitter sales training program. The Heavy Hitter sales philosophy has helped over 50,000 salespeople become top revenue producers at companies including IBM, McAfee, and Allstate Insurance. Martin is the author of several critically acclaimed books about enterprise sales. He also teaches sales strategy in the MBA program at the University of California, Berkeley, Haas Business School, which is ranked second in the nation by the Wall Street Journal.

Edition details

• Publisher: TILIS Publishers
• Publication date: 2014
• Language: English
• ISBN 10: 0979796164
• ISBN 13: 9780979796166
• Binding: Hardcover
• Number of pages: 304