Outskirts Press, INC.

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.

If you are serious about building a successful and scalable enterprise sales organization you need your team to understand these principles and methodolo- gies to achieve your growth objectives. The strategies and examples that Lance illustrates for you provide the building blocks you need to ensure your sales organization is productive as well as consistent with revenue targets and growth. The other invaluable ben- efit is that you will ensure your solution or software is implemented effectively for your customers to achieve their business goals. The result is a successful sales cycle that enables repeatable customer successes. It is a win-win for you and your company. --William Nieporte COO