Table of Contents

Introduction. Master the Basics - The Sales Process. An overview of Sales Process. Lead Qualification. The RFP Process. Needs Analysis and Discovery. Successful Customer Engagement. The Perfect Pitch. The Dash to Demo. Evaluation Strategies. Contract Negotiation and Pricing. Sanity After the Sale. Getting Started. Differentiating Yourself Through Tactical Excellence. Objection Handling. The Executive Connection. The "U" in Technical Sales. Selling with Partners. Competitive Tactics. Crossing Over to the Dark side. Advanced Topics and Management Issues. Organizational Structure. Compensation. Building the Infrastructure. Hiring Winners. Time Management for SE's. Conclusion & Epilogue.