Heavy Hitter I.T. Sales Strategy: Competitive
Language: English
Published by TILIS Publishers, 2014
- Hardcover
- Used
Seller: World of Books Inc, Montgomery, IL, U.S.A.World of Books Inc
AbeBooks seller since March 23, 2026
Condition: Used - Very good
£ 5.80
Quantity: 1 available
Add to basketItem description from seller
This is a comprehensive guide for penetrating new accounts, differentiating ones solution during the sales cycle, and closing large deals. Based on extensive interviews with over 1,000 key information technology decision makers and top technology salespeople, 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. Readers will find advice on how to win over C-level I.T. executives and senior business leaders in finance, operations, manufacturing, human resources, marketing, sales, and engineering; discover how I.T. organisational structure impacts company decision maker: determine how to gain strategic account control based upon the people, process, and politics of selling to complex businesses; and learn to conduct persuasive sales calls with sales linguistics, the study of how the customers mind uses and interprets language, and much more.
Seller Inventory # CIN0979796164VG
- Title
- Heavy Hitter I.T. Sales Strategy: Competitive
- Author
- Steve W Martin
- Publisher
- TILIS Publishers
- Publication year
- 2014
- Condition
- Very Good
- Binding
- Hardback
- Language
- English
- ISBN 10
- 0979796164
- ISBN 13
- 9780979796166
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.
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World of Books Inc
Montgomery, IL, U.S.A.
AbeBooks seller since March 23, 2026
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