3D Presales: A Critical A-Z Field Guide for Technology Presales Professionals

by Dwayne DeSylvia, Bob Skowron

Presales professionals selling technology solutions have a hard time finding the skills needed to develop their craft and close more business. The 3D Presales book is a collection of short stories and essays to help Presales professionals become better at what they do by investing as little as 5 to 15 minutes per day. Developed as a field guide to successful Presales skills, the book contains a Presales topic for each letter of the alphabet. Unlike monolithic books and other training resources, 3D Presales is designed to not take time away from selling. 3D Presales subjects can be read in any order and have been organized into skills tracks of Dynamic Sales, Precise Execution and Career Excellence - the 3 dimensions of Presales. 3D Presales is written by successful Presales professionals and managers who bring field-proven knowledge and experiences from the selling and demoing halls to readers via a convenient and easy-to-use reference guide.  Topic covered   - Audience   - Business Value   - Conversation   - Discovery   - Elevator Pitch   - Fear   - Goals   - Hazard   - Illustrate   - Jack of All Trades, Master of Some   - K2 Climbing   - Less   - Metaphor   - Networking   - Objections   - Personal Experience   - Qualify   - RFx   - Schedule   - Trust   - Unity   - Venues   - Who Cares?   - Xanadu   - Yaaaawn   - Zensumer  For Managers of Presales Teams Managers of technology Presales teams need a way to get their staff better at what it means to be a member of a Presales team. Challenged with little time and relatively few training resources, Presales team managers will find 3D Presales contains collections of short stories and essays that can be read and studied by investing as little as 5 to 15 minutes per day. Unlike monolithic books and other training resources, 3D Presales is designed to not take time away from selling. 3D Presales chapters can be read in any order. Specific chapters help Presales managers by providing easy to give prescriptions to Presales problems. At the end of the book, a Presales Manager's Guide is provided best practices in implementing 3D Presales within a team.

186 pages, Paperback

Published May 5, 2016

Reviews

[Jennifer Giardina · Rating 4 out of 5]

Great book for presales professionals

Loved the wide assortment of topics (26- one for each letter of the alphabet). The format is great so you can easily read a quick chapter when you have some downtime.