Selling technology is never easy. The cream of the crop within the channel typically hone their skills by synthesizing years of experience in the field, industry insider advice at conferences and meetings and many pages of reading material from experts who've seen it all and sold it all. The following books are a way to get started on the third part of that formula. The rest is up to you.
of
Selling technology is never easy. The cream of the crop within the channel typically hone their skills by synthesizing years of experience in the field, industry insider advice at conferences and meetings and many pages of reading material from experts who've seen it all and sold it all. The following books are a way to get started on the third part of that formula. The rest is up to you.
Partnering With the CIO: The Future of IT Sales Seen Through the Eyes of Key Decision Makers
by Michael Minelli and Mike Barlow WileySeptember 2007This tome helps you to better understand the wants and needs of your biggest audience.
I.T. Sales Boot Camp: Sure-Fire Techniques for Selling Technology Products to Mainstream Companies
by Brian Giese BookSurge PublishingMarch 2006A useful guide to hand out to greenhorns, this one caters to those who may have little experience translating techno-jargon into plain speak.
Mastering Technical Sales: The Sales Engineer's Handbook (Artech House Technology Management Library)
by John Care and Aron Bohlig Artech House PublishersAugust 2008Contains loads of up-to-date tips, including how to maximize webcasts and remote demonstrations and how to use CRM systems effectively.
Mastering the Complex Sale: How to Compete and Win When the Stakes are High!
by Jeff Thull WileyMarch 2010Though not IT-specific, this book offers important advice on handling the long sales cycles inherent to big technology deals.
Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology
by Anneke Seley and Brent Holloway WileyDecember 2008Offers up a lot of good advice about how to merge Web 2.0 technology into the sales process to achieve better results.
Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale
by Rick Page McGraw-HillMarch 2003Another general sales and leadership guide with a lot to offer to the technology sales force.
A Guide to SELLING Managed Services—faster, easier & for greater profit
by Matt Makowicz Lincoln PressSeptember 2007 Sales staffers used to pushing boxes or selling break-fix services only will find a crash course worth of material in this one.
Intel Technology Provider Program
Intel Technology Provider Program (ITP) helps resellers better understand Intel products which power the technology they sell, and enables value-add services such as remote manageability or anti-theft tracking. Learn More
WindowsForDevices.com
WindowsForDevices.com is the comprehensive news site covering Windows embedded technologies. Visitors get news, technical white papers, opinion columns and extensive directories covering the products and companies in the marketplace. Click Here
10 Key Ingredients That Have Made Apple So Successful
10 Reasons RIM`s New CEO Won`t Fix the Company
Eight IT Jobs Skills That Win Six-Figure Salaries
Social Media Best Practices to Land that Dream Job
Channel Executives On The Move: 2012
Why SOPA Is Such A Big Issue
See All Slideshows
