More than ever, corporate buyers are requiring in-depth evaluations - or pilots - of your products before they will make a bigger investment. Your company's future revenues and growth depend on your ability to execute.

In today’s B2B marketplace, selling and buying have changed. More than ever before, vendors are compelled to demonstrate their value through a proof-of-concept – or pilot – of their product before prospective customers will make a big purchase. My book " driving the technical close "will explore the best practices, systems and techniques that have helped me to achieve mastery over a decade selling complex solutions to corporate customers. In this new complex selling environment where customers are saying prove it to me it's important to have a strategy for working with those technical influencers that can stall your deal. My book covers basic concepts on how to create a strategy with your prospects during their evaluation had agree on use cases how to assist them and guide them through the evaluation so they feel like you are there to earn their business. This strategy wins over the technical influencers and gives them the information they need to become your internal advocates in the company.

The ability to not only see the big picture but also bring it to fruition is both rare, and only gained with years of experience. This is what Lance Knight brings to the table. Calling on years of business experience, Lance has, at one time or another, been called the following: top-performing executive - level software sales professional, corporate project manager, entrepreneur / CEO, software developer, corporate marketing manager, and many others. His specialty lies in the ability to conceptualize what’s needed on a large scale, and then lead the project to a successful conclusion; while his skill for successfully bridging the gap between solutions and technology brings a decidedly left and right brain approach. Lance’s teams have been involved in selling over hundreds of million dollars’ worth of software over his career. Lance is a salesperson’s sales engineer understanding the turns and twists that any sales opportunity can take. He is also spent hours understanding the international and domestic market which helps him to create frameworks for continued success for companies. An entrepreneur’s entrepreneur, Lance has launched several successful companies, and always seems to be in three places at once. This is a testament to his understanding of very different aspects of corporate structure – he’s as at home in the IT department as he is in the highest level sales meeting. And everything in between.