Using simple descriptions and entertaining stories this book walks a new-technology salesperson through field-proven and practical selling processes including sections about:

• Account analysis
• Generating leads
• Tactics for Selling New Technology
• Getting and Conducting Meetings
• Proposal Development
• Closing business

Many new-technology salespeople do not know the 4 elements required to close a sale (abbreviated DUCT) and these are described.

The Sales Tactics Chapter includes the following sections:

• How to Prioritize Your Time
• Average number of sales calls to close a deal for new technology
• New Technology  the Numbers Game
• DUCT  - to make a technical sale
• Nos are Better than Maybes
• Objections
• WIIFM
• Hunting for the Maverick
• The Opposite of Love is Not Hate
• Hunting for Clients
• Farming for New-Technology Sales
• Dinner and Lunch  Casual Conversations  Schmoozing
• Selling to Vice Presidents