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 pro

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

Data is at the center of many challenges in system design today. Difficult issues need to be figured out, such as scalability, consistency, reliability, efficie

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

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 buyin