The intent of this book and training course is to define a successful strategy targeted at Presales Professionals involved in complex technology sales in general and software/hardware sales in specific. The desire is to avoid a high level conceptual approach to the complex sale, in favor of a tactical, hands-on workbook and workshop course for Presales Professionals.
This book is for carpenters, not architects. Training of Presales Professionals is woefully unaddressed within the arena of technical sales. There are countless sales courses, seminars, books, etc, that address sales from the Account Executive perspective. Whether Account Executives are selling a cutting edge, extremely technical solution or a commodity product, they have training ad nauseam to guide and instruct them through the process. Conversely, there is virtually nothing for the Presales Professional.