Making It in High Tech Sales

Rating:
Summary: Great book for techies trying to make it into Sales
Review: For a techie, sales is as much a black box as the complexity of a product to a sales person. This book whitens this black box by clearly explaining the craft of sales and a practical approach to making sales. Each chapter explains not only the mechanics, but also why of each step.

Suggestions for preparations of sales kits are very useful. The system developed in this book proved to be highly effective in closing important contracts for a small start-up company.

A must read for any engineer, consultant, or an entrepreneur.