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Making the Technical Sale by Rick Greenwald,James F. Milbery Pdf
Exploring how technical sales of a software product is different from general sales, this guide discusses the full range of skills needed by technical sales professionals. It also illuminates the typical tasks technical sales professionals handle, explores the role these people play on the sales team, and covers basics such as presentation skills, working in a team, time management, and more. Illustrations.
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.
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.
Mastering Technical Sales: The Sales Engineer's Handbook, Fourth Edition by John Care Pdf
This bestselling book -- now in its Fourth Edition – has become the gold standard for Sales Engineers, who engage on the technical side of the sales and buying process and are the people who know how everything works. It helps you navigate a complex and ever-changing technical sales environment and become an effective bridge-builder between the business/commercial interests and the technical details that support the sale. Written by one of the foremost experts in this field, the handbook presents everything you need to improve your skills and increase your value to the sales team. Chapters are written in a modular fashion so that you can choose topics most relevant to you at the moment – or follow them in order as they build upon each other and give you the complete A to Z on your role. Each chapter is short enough so that you can read through it in 10-15 minutes and apply the learning the next day. You’ll find actionable hints, case studies, and anecdotes illustrating the topics with lessons learned, both positive and negative. The book helps you: understand the unique role of the Sales Engineer, from the broad picture to the nuances of the job; develop skills needed to become a valuable consultant to your team and the customer team; utilize best practices for creating and completing winning RFPs; effectively integrate global practices into your day-to-day activities; increase your ability think on a more strategic level; become a trusted advisor to executive customers. With this completely updated and expanded edition of Mastering Technical Sales in hand, you will achieve a better win rate, experience higher customer satisfaction, hit revenue targets, and feel greater job satisfaction. Newly added and revised chapters guide you through today’s challenges, including the impact of the cloud and everything-as-a-service, new sales models (monthly vs. annual revenue commits), and the virtualization and automation that is now part of the Sales Engineer’s world. This book is a must-have resource for both new and seasoned Sales Engineers within tech software, hardware, mechanical, and civil engineering vendors, along with management and leadership in those organizations, and anyone who must present, demonstrate or sell hi-tech items for a living.
This bestselling book -- now in its Fourth Edition - has become the gold standard for Sales Engineers, who engage on the technical side of the sales and buying process and are the people who know how everything works. It helps you navigate a complex and ever-changing technical sales environment and become an effective bridge-builder between the business/commercial interests and the technical details that support the sale. The handbook presents everything you need to improve your skills and increase your value to the sales team. You will understand the unique role of the Sales Engineer, from the broad picture to the nuances of the job; develop skills needed to become a valuable consultant to your team and the customer team; utilize best practices for creating and completing winning RFPs; and more. This book is a must-have resource for both new and seasoned Sales Engineers within tech software, hardware, mechanical, and civil engineering vendors, along with management and leadership in those organizations, and anyone who must present, demonstrate or sell hi-tech items for a living.
Modern Fortran teaches you to develop fast, efficient parallel applications using twenty-first-century Fortran. In this guide, you’ll dive into Fortran by creating fun apps, including a tsunami simulator and a stock price analyzer. Filled with real-world use cases, insightful illustrations, and hands-on exercises, Modern Fortran helps you see this classic language in a whole new light. Summary Using Fortran, early and accurate forecasts for hurricanes and other major storms have saved thousands of lives. Better designs for ships, planes, and automobiles have made travel safer, more efficient, and less expensive than ever before. Using Fortran, low-level machine learning and deep learning libraries provide incredibly easy, fast, and insightful analysis of massive data. Fortran is an amazingly powerful and flexible programming language that forms the foundation of high performance computing for research, science, and industry. And it's come a long, long way since starting life on IBM mainframes in 1956. Modern Fortran is natively parallel, so it's uniquely suited for efficiently handling problems like complex simulations, long-range predictions, and ultra-precise designs. If you're working on tasks where speed, accuracy, and efficiency matter, it's time to discover—or re-discover—Fortran.. About the technology For over 60 years Fortran has been powering mission-critical scientific applications, and it isn't slowing down yet! Rock-solid reliability and new support for parallel programming make Fortran an essential language for next-generation high-performance computing. Simply put, the future is in parallel, and Fortran is already there. Purchase of the print book includes a free eBook in PDF, Kindle, and ePub formats from Manning Publications. About the book Modern Fortran teaches you to develop fast, efficient parallel applications using twenty-first-century Fortran. In this guide, you'll dive into Fortran by creating fun apps, including a tsunami simulator and a stock price analyzer. Filled with real-world use cases, insightful illustrations, and hands-on exercises, Modern Fortran helps you see this classic language in a whole new light. What's inside Fortran's place in the modern world Working with variables, arrays, and functions Module development Parallelism with coarrays, teams, and events Interoperating Fortran with C About the reader For developers and computational scientists. No experience with Fortran required. About the author Milan Curcic is a meteorologist, oceanographer, and author of several general-purpose Fortran libraries and applications. Table of Contents PART 1 - GETTING STARTED WITH MODERN FORTRAN 1 Introducing Fortran 2 Getting started: Minimal working app PART 2 - CORE ELEMENTS OF FORTRAN 3 Writing reusable code with functions and subroutines 4 Organizing your Fortran code using modules 5 Analyzing time series data with arrays 6 Reading, writing, and formatting your data PART 3 - ADVANCED FORTRAN USE 7 Going parallel with Fortan coarrays 8 Working with abstract data using derived types 9 Generic procedures and operators for any data type 10 User-defined operators for derived types PART 4 - THE FINAL STRETCH 11 Interoperability with C: Exposing your app to the web 12 Advanced parallelism with teams, events, and collectives
The Challenger Sale by Matthew Dixon,Brent Adamson Pdf
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Designing Data-Intensive Applications by Martin Kleppmann Pdf
Data is at the center of many challenges in system design today. Difficult issues need to be figured out, such as scalability, consistency, reliability, efficiency, and maintainability. In addition, we have an overwhelming variety of tools, including relational databases, NoSQL datastores, stream or batch processors, and message brokers. What are the right choices for your application? How do you make sense of all these buzzwords? In this practical and comprehensive guide, author Martin Kleppmann helps you navigate this diverse landscape by examining the pros and cons of various technologies for processing and storing data. Software keeps changing, but the fundamental principles remain the same. With this book, software engineers and architects will learn how to apply those ideas in practice, and how to make full use of data in modern applications. Peer under the hood of the systems you already use, and learn how to use and operate them more effectively Make informed decisions by identifying the strengths and weaknesses of different tools Navigate the trade-offs around consistency, scalability, fault tolerance, and complexity Understand the distributed systems research upon which modern databases are built Peek behind the scenes of major online services, and learn from their architectures
A Simple Guide to Technical Sales and Field Application Engineering by Russell Jay Williamson Pdf
Thinking about launching a new career or progressing in your existing career as a Field Application Engineer or a Technical Sales professional? Do you dream of a career visiting and helping engineers in multiple industries, international travel, and a great salary earned using your ever-increasing technical knowledge? If so, then this is the book for you. This book does not contain hundreds of acronyms and sales buzz words, nor is it full of details you will find in a corporate sales book. If you want a list of corporate jargon, this isn't the book for you.This book contains a set of hard-and-fast rules and techniques that will propel you out of your engineering comfort zone and into the exciting world of sales. If you have the engineering mentality-on or off, one or zero, black or white, binary way of thinking-this book's direct, efficient approach is just the thing you need to learn the skills required to find success in your new career!The Author Before working in technical sales, Russell Jay Williamson had many years of design engineering experience. Experience in both a large multinational corporation with over 100,000 employees and a small company with only 11 employees has provided him with a great perspective on how Engineers work in this industry. Since switching into sales, he has developed the skills described in this book over many years from trial and error. This book describes these techniques that he has refined and will provide you, the reader, with the shortcuts you need so you don't waste years becoming the best Sales Engineer you can be.
Cloud Native Infrastructure by Justin Garrison,Kris Nova Pdf
Cloud native infrastructure is more than servers, network, and storage in the cloud—it is as much about operational hygiene as it is about elasticity and scalability. In this book, you’ll learn practices, patterns, and requirements for creating infrastructure that meets your needs, capable of managing the full life cycle of cloud native applications. Justin Garrison and Kris Nova reveal hard-earned lessons on architecting infrastructure from companies such as Google, Amazon, and Netflix. They draw inspiration from projects adopted by the Cloud Native Computing Foundation (CNCF), and provide examples of patterns seen in existing tools such as Kubernetes. With this book, you will: Understand why cloud native infrastructure is necessary to effectively run cloud native applications Use guidelines to decide when—and if—your business should adopt cloud native practices Learn patterns for deploying and managing infrastructure and applications Design tests to prove that your infrastructure works as intended, even in a variety of edge cases Learn how to secure infrastructure with policy as code
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Summary HTTP/2 in Action is a complete guide to HTTP/2, one of the core protocols of the web. Because HTTP/2 has been designed to be easy to transition to, including keeping it backwards compatible, adoption is rapid and expected to increase over the next few years. Concentrating on practical matters, this interesting book presents key HTTP/2 concepts such as frames, streams, and multiplexing and explores how they affect the performance and behavior of your websites. Purchase of the print book includes a free eBook in PDF, Kindle, and ePub formats from Manning Publications. About the Technology HTTP—Hypertext Transfer Protocol—is the standard for exchanging messages between websites and browsers. And after 20 years, it's gotten a much-needed upgrade. With support for streams, server push, header compression, and prioritization, HTTP/2 delivers vast improvements in speed, security, and efficiency. About the Book HTTP/2 in Action teaches you everything you need to know to use HTTP/2 effectively. You'll learn how to optimize web performance with new features like frames, multiplexing, and push. You'll also explore real-world examples on advanced topics like flow control and dependencies. With ready-to-implement tips and best practices, this practical guide is sure to get you—and your websites—up to speed! What's Inside HTTP/2 for web developers Upgrading and troubleshooting Real-world examples and case studies QUIC and HTTP/3 About the Reader Written for web developers and site administrators. About the Authors Barry Pollard is a professional developer with two decades of experience developing, supporting, and tuning software and infrastructure. Table of Contents PART 1 MOVING TO HTTP/2 Web technologies and HTTP The road to HTTP/2 Upgrading to HTTP/2 PART 2 USING HTTP/2 HTTP/2 protocol basics Implementing HTTP/2 push Optimizing for HTTP/2 PART 3 ADVANCED HTTP/2 Advanced HTTP/2 concepts HPACK header compression PART 4 THE FUTURE OF HTTP TCP, QUIC, and HTTP/3 Where HTTP goes from here
Using simple descriptions and entertaining stories this book walks a new- technology salesperson through field-proven and practical selling processes including sections about: Account analysis Generating leads Tactics for Selling New Technology Getting and Conducting Meetings Proposal Development Closing business Many new-technology salespeople do not know the 4 elements required to close a sale (abbreviated DUCT) and these are described. The Sales Tactics Chapter includes the following sections. How to Prioritize Your Time Average number of sales calls to close a deal for new technology New Technology the "Numbers Game" DUCT - to make a technical sale "No's" are Better than "Maybe's" Objections WIIFM Hunting for the Maverick The Opposite of Love is Not Hate Hunting for Clients Farming for New-Technology Sales Dinner and Lunch Casual Conversations Schmoozing Selling to Vice Presidents
Preparation Breeds Success by Michael F. Hotchkiss Pdf
This guide describes how to be effective and achieve positive outcomes in business and in life. To succeed you need to pay attention and do your research. Michael F. Hotchkiss believes that's especially true in sales, where you need to connect with prospects and keep the business of existing customers. Drawing upon his many years of experience selling customized capital, and engineered products, he walks you through the steps you need to take to: know why your customers buy; get to know people on a personal level; research potential customers; navigate cultural differences; initiate meaningful conversations. Selling engineered and technical goods that may have different purposes, uses, and features is far more complicated than selling hula hoops. You need to know what you're dealing with, create a strategy to react to what you discover, and store everything you want to learn in your memory for easy reference. While geared for those who sell technical goods, the tips and strategies you'll learn can be used in other businesses. No matter how many years you've been selling, you can do better by applying the methods in Preparation Breeds Success.
The Six Habits of Highly Effective Sales Engineers by Chris White Pdf
TECHNICAL SALES ENGINEERS / TECHNICAL PRESALES SUPPORT: In today's digital economy, software is eating the world, and the companies with the best sales demonstrations are winning the game. Is a convincing demonstration the only thing that's standing between you and your next customer? Are you ready to make your next demo the best demo of the year? Do you feel that you can do better but don't know how? NEVER AGAIN LOSE A DEAL YOU SHOULD HAVE WON! Walk into ever demo feeling confident and prepared Include the one critical moment that must be in every demo Hit that home run and know how to set it up Master the art of answering difficult questions Leverage the power of saying NO with ease A BOOK WRITTEN SPECIFICALLY FOR YOU! Avoid late nights and long sales cycles Accelerate pipeline velocity and close more deals Learn and apply the best practices in the business Know exactly what to say and do before, during and after a demo Achieve the technical win alarming, predictable consistency This book addresses the root causes of the most common mistakes made by sales engineers. Add it to your cart NOW to permanently improve your software demos and sales results.