Demo Guru The Credible Voice Of The Technical Sale

Author : Alessio Lolli
Publisher : iUniverse
Page : 158 pages
File Size : 45,9 Mb
Release : 2021-01-14
Category : Self-Help
ISBN : 9781663214669

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Demo Guru: the Credible Voice of the Technical Sale by Alessio Lolli Pdf

No more than today, in the era of cloud technologies and social distancing, could the old saying “people buy from people” be more appropriate. Demo Guru focuses on bringing the human aspect back into the world of technical sales by establishing a perfect connection between Sales, Presales, and Prospective Customers as a key driver to unbeatable win rates. Profiting from years of experience in demonstrating enterprise software across the globe, this handbook is the Holy Grail for any experienced or novice Sales Engineer who passionately takes pride in evangelizing software solutions. Demo Guru provides all the essential tools to master the Presales profession to excellence. Provocative case studies, factual tips, and humorous true stories from the fields navigate best practices and new trends with the immutable goal of establishing Presales consultants as the trusted side of any sales process. From soft skills development to engaging audience interactions, this guide offers insightful information and innovative techniques necessary to excel at the most typical day-in-the-life Presales activities, including RFP responses, web demonstrations, and road-show demo marathons. It also provides intriguing insights on how to evolve the traditional Presales experience to serve the needs of Product Management, Marketing, R&D, and Sales Enablement. Demo Guru is a testament to the highly rewarding profession of Sales Engineering for any consultative sales fanatic and the critical function it represents for any software organization.

Author : John Care,Aron Bohlig
Publisher : Artech House
Page : 407 pages
File Size : 54,7 Mb
Release : 2014-07-01
Category : Business & Economics
ISBN : 9781608077441

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Mastering Technical Sales: The Sales Engineer’s Handbook, Third Edition by John Care,Aron Bohlig Pdf

Every high-tech sales team today has technical pros on board to “explain how things work,” and this success-tested training resource is written just for them. This newly revised and expanded third edition of an Artech House bestseller offers invaluable insights and tips for every stage of the selling process. This third edition features a wealth of new material, including new chapters on business-driven discovery, white boarding, trusted advisors, and calculating ROI. This invaluable book equips new sales engineers with powerful sales and presentation techniques that capitalize on their technical background—all spelled out step-by-step by a pair of technical sales experts with decades of eye-popping, industry-giant success under their belt.

Author : John Care
Publisher : Unknown
Page : 182 pages
File Size : 44,9 Mb
Release : 2020-06-14
Category : Electronic
ISBN : 1099750393

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The Trusted Advisor Sales Engineer by John Care Pdf

Sales and Sales Engineering leaders across the world have used the Trusted Advisor label hundreds of times over the past twenty years. Yet it really doesn't mean that much without a lot of explanation. You may be thinking about some of these questions right now. Becoming a Trusted Advisor is not as simple as it sounds, which is why so many organizations either never try, or make a half-hearted effort. Trusted Advisor - two words, five syllables and fifteen letters hide a massive complexity. For the first time ever, there is now a book specifically designed to start the individual Sales Engineer on the journey to becoming a Trusted Advisor. Section One covers how to define and actually measure trust with your clients. Section Two looks at the practical aspects involved in building trust through Discovery, Presentations, Demos and all the other standard activities of an SE. Section Three examine how to get started and put it all into practice - both for individuals and for SE teams. This is not one of those tiny 40 page eBooks. It's over 150 pages of thoughts, ideas, best practices and real life examples based on dozens of clients and thousands of students who have already taken the workshop.** Note the 2020 Paperback version is a reformatted version of the original eBook with a only few minor edits and updates. **

Author : Rob Falcone
Publisher : Createspace Independent Publishing Platform
Page : 40 pages
File Size : 51,8 Mb
Release : 2014-09-21
Category : Advertising
ISBN : 1505698804

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Just F*ing Demo! by Rob Falcone Pdf

NOTE - This book is intentionally brief (40 pages), aimed at a reader with minimal free time looking to immediately improve their demo.Why do so many demos of revolutionary, game-changing products end with confused investors, overwhelmed buyers, and lost dollars? People leading demos are being forced to fit an ever-expanding feature set into their audience's ever-shrinking attention span. Making matters worse, those leading the demos can rarely afford to spend months at a time figuring out how to improve their success rates. In Just F*Ing Demo!, Rob Falcone outlines the tactics that helped him overcome these challenges, lead clear, relevant demos, and exceed revenue generation goals quarter after quarter. The book will teach readers: - How to structure a demo; - How to ask questions that uncover what your audience truly cares about; - How to translate audience needs into a flow that is extremely easy to follow; - How to use simple but powerful interpersonal tactics within the demo itself. Just F*Ing Demo! distills Falcone's highly successful training program into an intentionally concise yet impactful read. From the entrepreneur seeking investment to the sales professional chasing a deal, anyone can carve out a few hours, read this book, and immediately make their demos kick ass.

Author : John Care,Aron Bohlig
Publisher : Artech House
Page : 360 pages
File Size : 43,6 Mb
Release : 2008
Category : Business & Economics
ISBN : 9781596933408

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Mastering Technical Sales by John Care,Aron Bohlig Pdf

This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more.

Author : Elaine A. Clark
Publisher : Random House Digital, Inc.
Page : 0 pages
File Size : 46,5 Mb
Release : 2000
Category : Broadcast advertising
ISBN : 0823077020

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There's Money where Your Mouth is by Elaine A. Clark Pdf

Voice-overs represent a potentially lucrative enterprise for anyone with vocal talent. A well-connected voice actor can make as much in an hour as a stage actor can make in six weeks, and that's before the "residuals" are earned. The lucrative voice-over field is one of the best ways to pay the bills while exploring stage and screen work, or it can become a fascinating career in itself.

Author : Tom Bennett
Publisher : Routledge
Page : 177 pages
File Size : 47,6 Mb
Release : 2013-07-04
Category : Education
ISBN : 9781135040277

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Teacher Proof by Tom Bennett Pdf

‘Tom Bennett is the voice of the modern teacher.’ - Stephen Drew, Senior Vice-Principal, Passmores Academy, UK, featured on Channel 4’s Educating Essex Do the findings from educational science ever really improve the day-to-day practice of classroom teachers? Education is awash with theories about how pupils best learn and teachers best teach, most often propped up with the inevitable research that ‘proves’ the case in point. But what can teachers do to find the proof within the pudding, and how can this actually help them on wet Wednesday afternoon?. Drawing from a wide range of recent and popular education theories and strategies, Tom Bennett highlights how much of what we think we know in schools hasn’t been ‘proven’ in any meaningful sense at all. He inspires teachers to decide for themselves what good and bad education really is, empowering them as professionals and raising their confidence in the classroom and the staffroom alike. Readers are encouraged to question and reflect on issues such as: the most common ideas in modern education and where these ideas were born the crisis in research right now how research is commissioned and used by the people who make policy in the UK and beyond the provenance of education research: who instigates it, who writes it, and how to spot when a claim is based on evidence and when it isn’t the different way that data can be analysed what happens to the research conclusions once they escape the laboratory. Controversial, erudite and yet unremittingly entertaining, Tom includes practical suggestions for the classroom throughout. This book will be an ally to every teacher who’s been handed an instruction on a platter and been told, ‘the research proves it.’

Author : Kate Siegel
Publisher : Crown Archetype
Page : 272 pages
File Size : 51,6 Mb
Release : 2016-04-05
Category : Humor
ISBN : 9781101907061

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Mother, Can You Not? by Kate Siegel Pdf

Based on the wildly popular Instagram account @CrazyJewishMom, Kate Siegel's essay collection about life with the woman who redefined the term "helicopter mom." There is nothing more wonderful than a mother’s love. There is also nothing more annoying. Who else can proudly insist that you’re perfect while simultaneously making you question every career, fashion, and relationship decision you have ever made? No one understands the delicate mother-daughter dynamic better than Kate Siegel—her own mother drove her so crazy that she decided to broadcast their hilarious conversations on Instagram. Soon, hundreds of thousands of people were following their daily text exchanges, eager to see what outrageous thing Kate’s mom would do next. Now, in Mother, Can You NOT?, Kate pays tribute to the woman who invented the concept of drone parenting. From embarrassing moments (like crashing Kate's gynecological exams) to outrageous stories (like the time she made Kate steal a cat from the pound) to hilarious celebrations (including but not limited to parties for Kate's menstrual cycles), Mother, Can you NOT? lovingly lampoons the lengths to which our mothers will go to better our lives (even if it feels like they’re ruining them in the process).

Author : Benjamin Lorr
Publisher : St. Martin's Press
Page : 322 pages
File Size : 51,8 Mb
Release : 2012-10-30
Category : Health & Fitness
ISBN : 9781250017529

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Hell-Bent: Obsession, Pain, and the Search for Something Like Transcendence in Competitive Yoga by Benjamin Lorr Pdf

Author Benjamin Lorr wandered into a yoga studio—and fell down a rabbit hole Hell-Bent explores a fascinating, often surreal world at the extremes of American yoga. Benjamin Lorr walked into his first yoga studio on a whim, overweight and curious, and quickly found the yoga reinventing his life. He was studying Bikram Yoga (or "hot yoga") when a run-in with a master and competitive yoga champion led him into an obsessive subculture—a group of yogis for whom eight hours of practice a day in 110- degree heat was just the beginning. So begins a journey. Populated by athletic prodigies, wide-eyed celebrities, legitimate medical miracles, and predatory hucksters, it's a nation-spanning trip—from the jam-packed studios of New York to the athletic performance labs of the University of Oregon to the stage at the National Yoga Asana Championship, where Lorr competes for glory. The culmination of two years of research, and featuring hundreds of interviews with yogis, scientists, doctors, and scholars, Hell-Bent is a wild exploration. A look at the science behind a controversial practice, a story of greed, narcissism, and corruption, and a mind-bending tale of personal transformation, it is a book that will not only challenge your conception of yoga, but will change the way you view the fragile, inspirational limits of the human body itself.

Author : Anonim
Publisher : Unknown
Page : 8 pages
File Size : 43,9 Mb
Release : 2018
Category : Social media
ISBN : OCLC:1085666556

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The Social Media Bible by Anonim Pdf

Author : David F. Dufty
Publisher : Henry Holt and Company
Page : 286 pages
File Size : 49,8 Mb
Release : 2012-06-05
Category : Technology & Engineering
ISBN : 9780805095579

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How to Build an Android by David F. Dufty Pdf

The stranger-than-fiction story of the ingenious creation and loss of an artificially intelligent android of science-fiction writer Philip K. Dick In late January 2006, a young robotocist on the way to Google headquarters lost an overnight bag on a flight somewhere between Dallas and Las Vegas. In it was a fully functional head of the android replica of Philip K. Dick, cult science-fiction writer and counterculture guru. It has never been recovered. In a story that echoes some of the most paranoid fantasies of a Dick novel, readers get a fascinating inside look at the scientists and technology that made this amazing android possible. The author, who was a fellow researcher at the University of Memphis Institute of Intelligent Systems while the android was being built, introduces readers to the cutting-edge technology in robotics, artificial intelligence, and sculpture that came together in this remarkable machine and captured the imagination of scientists, artists, and science-fiction fans alike. And there are great stories about Dick himself—his inspired yet deeply pessimistic worldview, his bizarre lifestyle, and his enduring creative legacy. In the tradition of popular science classics like Packing for Mars and The Disappearing Spoon, How to Build an Android is entertaining and informative—popular science at its best.

Author : Dave Lakhani
Publisher : John Wiley & Sons
Page : 256 pages
File Size : 42,7 Mb
Release : 2009-06-15
Category : Business & Economics
ISBN : 9780470523599

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How To Sell When Nobody's Buying by Dave Lakhani Pdf

The most effective sales strategies for tough economic times Today's selling environment is tough, and only getting tougher. The old tactics are no longer working, and the current economy is only making selling more difficult. You need sales tactics and strategies that work now and fast . . . even when no one wants to buy-and tactics and strategies that will work even better when they do want to buy. How to Sell When Nobody's Buying is a practical, effective guide to selling even in the toughest of times. This book is packed with new information about creating sales opportunities. Most sales strategies taught today are based on outdated information from ten, twenty, even thirty years ago and they simply don't work today. You'll find the tools and information you need to gain confidence, create powerful alliances, profitable social networks, and drive your profits to unprecedented highs. Whether you sell business-to-business or direct to the consumer, whether you sell real estate or retail, this is the sales guide for you. Features effective, simple strategies for selling in tough economic times Offers free or low-cost prospecting tools that bring in customers by the herd Includes case studies from top salespeople that reveal new ways to bring in customers From sales guru Dave Lakhani, author of Persuasion, Subliminal Persuasion, and The Power of an Hour These days, you need all the help you can get to sell effectively. If you want to increase your sales and drive your business forward-no matter what the economy or your industry does-learn How to Sell When Nobody's Buying.

Author : Robert T. Kiyosaki
Publisher : ReadHowYouWant.com
Page : 462 pages
File Size : 55,5 Mb
Release : 2010-05
Category : Business & Economics
ISBN : 9781458772503

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The Real Book of Real Estate by Robert T. Kiyosaki Pdf

From the #1 bestselling author of "Rich Dad, Poor Dad" comes the ultimate guide to real estate--the advice and techniques every investor needs to navigate through the ups, downs, and in-betweens of the market.

Author : Tommy Mottola
Publisher : Grand Central Publishing
Page : 315 pages
File Size : 47,6 Mb
Release : 2013-01-29
Category : Biography & Autobiography
ISBN : 9781455505432

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Hitmaker by Tommy Mottola Pdf

Much has been written about Tommy Mottola, one of the most powerful, visionary, and successful executives in the history of the music industry. He discovered, developed and launched the careers of many superstars, including Mariah Carey, Celine Dion, Shakira, Jennifer Lopez and Gloria Estefan, and is credited with creating the "Latin Explosion." He has had the privilege of working alongside Bruce Springsteen, Billy Joel, Bob Dylan, Beyonce, Michael Jackson, Barbara Streisand, the Dixie Chicks, Pearl Jam, Aerosmith, Tony Bennett, and Ozzy Osbourne, amongst other music giants. This is his story--a story of the modern music industry, from Elvis to the iPod--through the eyes of the man who made much of it happen. Hitmaker recounts how a kid from the Bronx--and a college dropout--became one of the music industry's most creative and controversial CEOs. For the first time, Tommy lays bare the facts behind the most sensational aspects of his life, such as being married to and developing the career of Mariah Carey, managing Michael Jackson's emotional ups and downs, and the power struggle with his onetime boss and mentor Walter Yetnikoff. Hitmaker will take you inside this world of power, money, and fame as he recounts the fascinating dealings with countless icons, and what it was like to be at the top when the business suddenly changed. Tommy's story is one that will never be duplicated--and here it is, in his own voice, for the first time.

Author : Kevin Kelly
Publisher : Basic Books
Page : 528 pages
File Size : 51,7 Mb
Release : 2009-04-30
Category : Science
ISBN : 9780786747030

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Out Of Control by Kevin Kelly Pdf

Out of Control chronicles the dawn of a new era in which the machines and systems that drive our economy are so complex and autonomous as to be indistinguishable from living things.