I’m very excited to tell you about the fifth volume of the “Heavy Hitter” series of books for senior salespeople. I’ll be sharing more information in future posts and you'll find a summary below. The book will be available this fall and click here to preorder a copy from Amazon.
Heavy Hitter I.T. Sales Strategy
Competitive Insights from Interviews with 1,000+ Key Information Technology Decision Makers and Top Technology Salespeople
Influence the Hidden Organizational Politics That Impact Decision Making
Heavy Hitter I.T. Sales Strategy is a comprehensive guide for penetrating new accounts, differentiating your solution during the sales cycle, and closing large deals. It is based on extensive research and interviews with more than 1,000 key information technology decision makers, top technology salespeople, and vice presidents of sales. The book provides state of the art technology sales strategies and advanced tactics for senior salespeople who want to learn the secrets of top performers.
Readers will find advice on how to win over C-level I.T. executives and senior business leaders across the organization. Discover how I.T. organizational structure impacts company decision making. Determine how to gain strategic account control based upon the people, process, and politics of selling to complex businesses. Learn to conduct persuasive sales calls using sales linguistics, the study of how the customer's mind uses and interprets language, and much more.