Sales Engineering & B2B Selling: Technical Account Management & Enterprise Selling: 10 - Brossura
Libro 10 di 12: Comprehensive SAAS finance
Sinossi
Reactive Publishing
Sales engineering is where the deal actually becomes real. It’s where technical truth, business value, and organizational politics collide. Sales Engineering & B2B Selling: Technical Account Management & Enterprise Selling is a practical field guide for navigating that collision with precision.
Written for sales engineers, TAMs, enterprise sellers, and anyone building complex B2B revenue machines, this book breaks down the craft of enterprise selling not as a motivational hustle, but as an engineered process. You’ll learn how to diagnose problems like a consultant, present solutions like a product strategist, and negotiate like someone who has sat across from procurement at 4:57pm on a quarter close.
Inside, you’ll learn to:
• Run high-stakes discovery that uncovers real leverage
• Translate technical capability into quantified business value
• Architect pilots, POVs, and POCs that set up the close
• Manage complex stakeholders and silent blockers
• Integrate with product, engineering, and customer success
• Use RFP/RFI processes to your advantage (and recognize traps)
• Navigate procurement without ceding pricing power
• Build value engineering frameworks for competitive cycles
• Drive expansion, renewals, and multi-year deals
• Orchestrate “account rooms” during long enterprise cycles
You’ll also learn how the best operators structure their internal workflows: tight handoffs, documented assumptions, quantified impact, and the subtle political work of aligning executive sponsors without burning trust.
Whether you are entering technical sales for the first time, scaling a mature enterprise motion, or trying to convert more pilots into high-value multi-year contracts, this book gives you the strategic and tactical language to operate at the level where real deals clear.
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Sales Engineering & B2B Selling: Technical Account Management & Enterprise Selling (Comprehensive SAAS finance)
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Paperback. Condizione: new. Paperback. Reactive PublishingSales engineering is where the deal actually becomes real. It's where technical truth, business value, and organizational politics collide. Sales Engineering & B2B Selling: Technical Account Management & Enterprise Selling is a practical field guide for navigating that collision with precision.Written for sales engineers, TAMs, enterprise sellers, and anyone building complex B2B revenue machines, this book breaks down the craft of enterprise selling not as a motivational hustle, but as an engineered process. You'll learn how to diagnose problems like a consultant, present solutions like a product strategist, and negotiate like someone who has sat across from procurement at 4:57pm on a quarter close.Inside, you'll learn to: - Run high-stakes discovery that uncovers real leverage- Translate technical capability into quantified business value- Architect pilots, POVs, and POCs that set up the close- Manage complex stakeholders and silent blockers- Integrate with product, engineering, and customer success- Use RFP/RFI processes to your advantage (and recognize traps)- Navigate procurement without ceding pricing power- Build value engineering frameworks for competitive cycles- Drive expansion, renewals, and multi-year deals- Orchestrate "account rooms" during long enterprise cyclesYou'll also learn how the best operators structure their internal workflows: tight handoffs, documented assumptions, quantified impact, and the subtle political work of aligning executive sponsors without burning trust.Whether you are entering technical sales for the first time, scaling a mature enterprise motion, or trying to convert more pilots into high-value multi-year contracts, this book gives you the strategic and tactical language to operate at the level where real deals clear. This item is printed on demand. Shipping may be from multiple locations in the US or from the UK, depending on stock availability. Codice articolo 9798245213125
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Sales Engineering & B2B Selling (Paperback)
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Paperback. Condizione: new. Paperback. Reactive PublishingSales engineering is where the deal actually becomes real. It's where technical truth, business value, and organizational politics collide. Sales Engineering & B2B Selling: Technical Account Management & Enterprise Selling is a practical field guide for navigating that collision with precision.Written for sales engineers, TAMs, enterprise sellers, and anyone building complex B2B revenue machines, this book breaks down the craft of enterprise selling not as a motivational hustle, but as an engineered process. You'll learn how to diagnose problems like a consultant, present solutions like a product strategist, and negotiate like someone who has sat across from procurement at 4:57pm on a quarter close.Inside, you'll learn to: - Run high-stakes discovery that uncovers real leverage- Translate technical capability into quantified business value- Architect pilots, POVs, and POCs that set up the close- Manage complex stakeholders and silent blockers- Integrate with product, engineering, and customer success- Use RFP/RFI processes to your advantage (and recognize traps)- Navigate procurement without ceding pricing power- Build value engineering frameworks for competitive cycles- Drive expansion, renewals, and multi-year deals- Orchestrate "account rooms" during long enterprise cyclesYou'll also learn how the best operators structure their internal workflows: tight handoffs, documented assumptions, quantified impact, and the subtle political work of aligning executive sponsors without burning trust.Whether you are entering technical sales for the first time, scaling a mature enterprise motion, or trying to convert more pilots into high-value multi-year contracts, this book gives you the strategic and tactical language to operate at the level where real deals clear. This item is printed on demand. Shipping may be from our UK warehouse or from our Australian or US warehouses, depending on stock availability. Codice articolo 9798245213125
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