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Author: Chris Daly Publisher: ISBN: Category : Languages : en Pages : 216
Book Description
John Care and Chris Daly lay out the 3+1 rules of SE Leadership. A simple framework designed for everyone - from SEs thinking about moving into management to the newest of new SE Managers to a Global SE Vice President. This is a fascinating blend of tactical and strategic advice based on 30+ years of experience and many years of running SE specific workshops. All designed to allow you to follow the 3+1 Rules: Develop And Serve Your People, Run Pre-Sales As A Business, and Serve Your Customers all matched up with Rule #0 Manage Yourself. It's a common and often repeated story. You take a rock star Sales Engineer who is highly valued for their sales and business skills - and make them a manager because they are a great SE. With no regard for their possible leadership skills whatsoever. Perhaps they are pointed at a few online HR resources and take a mandatory "Managing Within The Law" session. Then they are released into the wild, and asked to manage, lead and motivate a team of Sales Engineers - each of whom performs the job differently than the newly minted manager used to do.
Author: Chris Daly Publisher: ISBN: Category : Languages : en Pages : 216
Book Description
John Care and Chris Daly lay out the 3+1 rules of SE Leadership. A simple framework designed for everyone - from SEs thinking about moving into management to the newest of new SE Managers to a Global SE Vice President. This is a fascinating blend of tactical and strategic advice based on 30+ years of experience and many years of running SE specific workshops. All designed to allow you to follow the 3+1 Rules: Develop And Serve Your People, Run Pre-Sales As A Business, and Serve Your Customers all matched up with Rule #0 Manage Yourself. It's a common and often repeated story. You take a rock star Sales Engineer who is highly valued for their sales and business skills - and make them a manager because they are a great SE. With no regard for their possible leadership skills whatsoever. Perhaps they are pointed at a few online HR resources and take a mandatory "Managing Within The Law" session. Then they are released into the wild, and asked to manage, lead and motivate a team of Sales Engineers - each of whom performs the job differently than the newly minted manager used to do.
Author: John Care Publisher: Artech House ISBN: 1608077446 Category : Business & Economics Languages : en Pages : 407
Book Description
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: Artech House ISBN: 1596933402 Category : Business & Economics Languages : en Pages : 360
Book Description
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: John Care Publisher: ISBN: 9781099750397 Category : Languages : en Pages : 182
Book Description
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: Chris White Publisher: ISBN: 9780578521909 Category : Languages : en Pages : 198
Book Description
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.
Author: Sandra L Furterer Publisher: Quality Press ISBN: 1951058070 Category : Business & Economics Languages : en Pages : 555
Book Description
This handbook is a comprehensive reference designed to help professionals address organizational issues from the application of the basic principles of management to the development of strategies needed to deal with today’s technological and societal concerns. The fifth edition of the ASQ Certified Manager of Quality/Organizational Excellence Handbook (CMQ/OE) has undergone some significant content changes in order to provide more clarity regarding the items in the body of knowledge (BoK). Examples have been updated to reflect more current perspectives, and new topics introduced in the most recent BoK are included as well. This handbook addresses: • Historical perspectives relating to the continued improvement of specific aspects of quality management • Key principles, concepts, and terminology • Benefits associated with the application of key concepts and quality management principles • Best practices describing recognized approaches for good quality management • Barriers to success, common problems you may encounter, and reasons why some quality initiatives fail • Guidance for preparation to take the CMQ/OE examination A well-organized reference, this handbook will certainly help individuals prepare for the ASQ CMQ/OE exam. It also serves as a practical, day-to-day guide for any professional facing various quality management challenges.
Author: Linda Westfall Publisher: Quality Press ISBN: 195105878X Category : Computers Languages : en Pages : 1050
Book Description
This handbook contains information and guidance that supports all of the topics of the 2016 version of the CSQE Body of Knowledge (BoK) upon which ASQ's Certified Software Quality Engineer/(CSQE) exam is based. Armed with the knowledge presented in this handbook to complement the required years of actual work experience, qualified software quality practitioners may feel confident they have taken appropriate steps in preparation for the ASQ CSQE exam. However, the goals for this handbook go well beyond it being a CSQE exam preparation guide. Its author designed this handbook not only to help the software quality engineers, but as a resource for software development practitioners, project managers, organizational managers, other quality practitioners, and other professionals who need to understand the aspects of software quality that impact their work. It can also be used to benchmark their (or their organization's) understanding and application of software quality principles and practices against what is considered a cross-industry good practice baseline. After all, taking stock of strengths and weaknesses, software engineers can develop proactive strategies to leverage software quality as a competitive advantage. New software quality engineers can use this handbook to gain an understanding of their chosen profession. Experienced software quality engineers can use this handbook as a reference source when performing their daily work. It is also hoped that trainers and educators will use this handbook to help propagate software quality engineering knowledge to future software practitioners and managers. Finally, this handbook strives to establish a common vocabulary that software quality engineers, and others in their organizations can use to communicate about software and quality. Thus increasing the professionalism of the industry and eliminating the wastes that can result from ambiguity and misunderstandings.
Author: Justin Roff-Marsh Publisher: ISBN: 9781626342248 Category : Organizational change Languages : en Pages : 0
Book Description
Brace yourself for plain talk about what's wrong with sales and marketing. Consultant Justin Roff-Marsh says that traditional approaches no longer work: inventories pile up; customers avoid visits from field salespeople; sales technology makes things worse; and commissions and bonuses drive salespeople to underperform. Roff-Marsh, a survivor of the hard-knocks world of sales, interlaces his old-school approach to leadership with a gentler understanding of human motivation. His examples, if sometimes strident, provide sound solutions. Even seasoned sellers, sales executives and CEOs will discover challenging new tactics and strategies for reinventing sales. getAbstract recommends Roff-Marsh's change-driven manual as an illuminating treatment of an alternative tactic for daring salespeople, sales managers, and senior leaders seeking an original and comprehensive sales strategy.
Author: American Society of Mechanical Engineers Publisher: Amer Society of Mechanical ISBN: 9780791802991 Category : Business & Economics Languages : en Pages : 395
Book Description
An authoritative guide to key engineering management principles and practices, this book is divided into eight concise domains of engineering management knowledge, which are further broken down into 46 knowledge areas and 210 sub-knowledge areas. This guide covers a wide range of management topics and practices, including market research, product development, organizational leadership and the management of engineering projects and processes. A diverse panel of practicing engineers and subject matter experts from across industry, government and academia, formed a committee of professionals to develop a readable, comprehensive, user-friendly body of knowledge guide. Whether you're a practicing engineer, an engineering manager, or a trainer of engineers, you'll find this easy-to-use guide an indispensable resource.
Author: Chris Daly
Author: Chris Daly
Author: John Care
Author: John Care
Author: John Care
Author: Chris White
Author: Sandra L Furterer
Author: Edward S. Levine
Author: Linda Westfall
Author: Justin Roff-Marsh
Author: American Society of Mechanical Engineers