Finance-Software

This book is easy to understand. It gives a view of what happened at a critical time with a new technology. (1980 - 1990) It has a timeline and explains all those acronyms you hear but never knew what they were. Here a man was clearly building an empire and it was not simple or easy. You can see how just a small thing affected all our lives. It continues today.

Based on the reviews, I expected more. If you want a checklist of the most rudimentary things a sales consultant or S.E. should know - this is a good source. While I doubt anyone could argue with any of the things the authors say, most of what they say is so obvious and non-debatable that the question is - was it worth saying?

I came to the "Sales Consultant" position from technical engineering background with no sales experience and have found this book very informative and helpful in my new carrier. If you are involved in pre-sales engineering, this book should accompany you as a resource wherever you go. This material is so valuable for sales consultants I quite honestly believe anyone who is in or thinking about getting into sales consulting should read this book!

An easy read which effectively identifies the keys to being successful as a technical consultant / systems engineer within a sales team. It effectively discussed the challenges of professional sales of high-tech products with software content.

Of note:
- The Technology Life Cycle is discussed, and the roles of the Technical, Economic, and End-User buyers during the cycle.
- Objection handling is discussed: Philosophical , Feature, and Benefit objections.
- The Seven Deadly Sins are discussed: Lying, Arrogance, Overconfidence, Lack of Organization, Taking the AEs role, Poor Transitions, Letting External Problems intrude.

I have encouraged this as recommended reading within my company.