Here's a new book "Mastering Technical Sales" I ordered from Amazon. (unfortunately not yet delivered).I am excited and looking forward to reading it and learning new demo insights because I am a great fan of the related blog and web site where I found inspiring and unexpected (no cliches ! ) ideas about my job in their newsletters. Let's me share with you some of them among my favorite posts.Click on the link to get the newsletter in a PDF format :
- Selling In A Down Economy for Sales Engineers : The seven strategies for success in the new reality
- The Stress Free Demo : how to organise yourself and your demo for avoiding harmful stress that can destroy your work, your health and the "health of your pipeline"
- Cliches: Think Outside The Box : my favorite one and how to get rid of cliches during the discovery process. Cliches are not only about overused expression or idea or main marketing ingredient ( like thinking about the box, win win, customer's view at 360°, scalable, value oriented processes, moving forward...) Cliches are also about presales superficial and predictable behavior.
What do you think of this blog ? Do you know this book ? please make your suggestions and comments !
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