The Art of Selling IT Technology to Large Enterprises is a special educational book for IT salespeople. It is intended to be their reference book to generate more business and to add major value to their trusted customers.

After failing in sales for six months, Tom Hopkins turned his own career around and earned more than a million dollars in three years. Now he tells readers his secrets of success.

The book that can turn any I.T. rep into a one-person selling machine! Information technology products continue to be the fastest-selling industry in the world. Today, about 7 million people worldwide are involved in selling I.T. solutions, and the number is growing by an astonishing 60 percent a year! But many I.T. sales recruits discover that selling technology solutions can be far more challenging than traditional sales. I.T. Sales Boot Camp gets soldiers ready for the front lines, arming them with techniques on how to: -- Understand and explain intimidating techie jargon -- Score overseas customers -- Communicate with highly informed, techno-savvy customers -- Adjust to a constantly changing market -- Adapt to various needs from customer to customer I.T. Sales Boot Camp does far more than just basic training. Drill sergeant and author Brian Giese also offers a secret weapon for pushing sales way over the top and ensuring satisfied customers every single time!

As I decided to build a career in sales, I wanted to learn everything that I could about the profession so I turned to the leading literature on selling. The issue that I encountered is that the majority of sales books were made for industries in the 20th century, and were not tailored for a tech driven 21st century. According to Inc, if you look at the top sales authors/books of all time, not one has to do with technology sales:10. Selling to Big CompaniesOne of the biggest mistakes in the business world is assuming that all companies are alike and therefore should be approaching in the same way. In this instant classic, Jill Konrath explains how to manage the often-Byzantine politics of large companies in order to help them make intelligent decisions.9. Mastering the Complex SalePrior to this book, much of the business world believed that a good salesperson can "sell anything to anyone." Author Jeff Thull, however, lays out the gradual process by which a salesperson can help customers clarify their needs, understand their alternatives, and make the internal changes required to buy a solution that will change their entire business.8. The Psychology of SellingSelling is more that just strategy and politics--it's the practical application of psychology in a business context. In this seminal work, Brian Tracy lays out the inner motivations of both buyers and sellers, explaining how they interact to create opportunities for both parties. Insightful and essential.7. Strategic SellingThis is the masterwork when it comes to understanding how a company's sales strategy--and the execution of that strategy--can make or break a business model. Authors Robert Miller and Stephen Heiman (along with their amanuensis Tad Tuleja) detail the best practices of successful firms, showing how and why their strategies have worked.6. Perfect SellingIn this quick read, author Linda Richardson encapsulates, in a very simple and straightforward fashion, the entire sales cycle. She simplifies where other sales books complexify, making it clear that there's no reason that any reasonably intelligent person can't move a sale forward. It's perfect for entrepreneurs and professional salespeople alike.5. How to Master the Art of SellingIt's difficult to overestimate the enormous influence that Tom Hopkins has had on the world of sales. He was the first to recognize that what's now considered commonplace: that selling is primarily a process of managing your own fears and focusing on what the customer needs.4. The Greatest Salesman in the WorldIn addition to being a groundbreaking business book (See Top 10 Most Influential Business Books), Og Mandino's classic helps the reader discover the positive "why" behind selling, reframing the act of selling from something that's manipulative to the act of helping other people achieve their dreams.3. Secrets of Closing the SaleThere's a reason why Zig Ziglar's death last November generated an outpouring of tributes from nearly every corner of the business world. It's been said that all successful people "stand on the shoulders of giant." For the world of sales, Zig was the ultimate giant, the pioneer who laid out the basic principles on which all sales technique and training is based.2. The Little Red Book of SellingI like to think of Jeff Gitomer as the "Seth Godin" of the sales world. Jeff has a knack for distilling complex business issues down to their essence, and then explaining exactly how to use that essence to make yourself more successful. Note: this book was tied for second place with Gitomer's other classic work, The Sales Bible.1. Spin SellingFinally, this is the book that turned selling from an art into a science. While other sales books are heavy with anecdotes and assumptions, Neil Rackham examined hard evidence of actual sales performance and codified what works--and what doesn't--in real world sales situations. A must read for everyone who sells.

Freedom. It's the ability to do whatever you want, whenever you want. It's the ultimate reward of selling your business. But selling a company can be confusing, and one wrong step can easily cost you dearly. The Art of Selling Your Business: Winning Strategies & Secret Hacks for Exiting on Top is the last in a trilogy of books by author John Warrillow on building value. The first, Built to Sell, encouraged small business owners to begin thinking about their business as more than just a job. The Automatic Customer tagged recurring revenue as the core element in a valuable company and provided a blueprint for transforming almost any business into one with an ongoing annuity stream. Warrillow completes the set with The Art of Selling Your Business. This essential guide to monetizing a business is based on interviews the author conducted on his podcast, Built to Sell Radio, with hundreds of successfully cashed-out founders. What's the secret for harvesting the value you've created when it's time to sell? The Art of Selling Your Business answers important questions facing any founder, including— • What's your business worth? • When's the best time to sell? • How do you create a bidding war? • How can you position your company to maximize its attractiveness? • Who will pay the most for your business? • What’s the secret for punching above your weight in a negotiation to sell your company? The Art of Selling Your Business provides a sleeves-rolled-up action plan for selling your business at a premium by an author with consummate credibility.

Turn your team into a sales army!Information Technology (I.T.) continues to be the fastest growing sales industry in the world. If you're one of the seven million people worldwide involved in selling I.T. solutions, you need to give yourself an edge.With a full understanding of the challenges unique to I.T. sales, author Brian Giese has perfected the program for turning you and your team into a lean, mean revenue machine. I.T. Sales Boot Camp is your survival guide for any combat scenario. You'll be armed with such techniques as how to: Discover the SECRET value in a technology sale - Capture large buyers and win major deals - Communicate with highly informed, techo-savvy buyers - Adjust to a constantly changing market using advanced technology - Adapt to various needs by closing the GAP with buyersOffering far more than mere "basic training," author Brian Giese gives you a "secret weapon" for pushing sales way over the top and ensuring satisfied buyers every time!BRIAN GIESE is the founder of ITSELLING, a sales training and consulting organization in Bethesda, Maryland. Giese conducts sales and management seminars for world-class I.T. organizations around the world. His I.T. Sales Boot Camp seminar has trained over 20,000 I.T. salespeople, CEOs, and entrepreneurs, including many from Fortune 500 companies. Giese is a recipient of the million-dollar award from the Society of Software Sellers and is a frequent speaker at sales events. Visit www.ITselling.com for more information.

Two Silicon Valley insiders reveal the emerging Sales 2.0 trend and how companies can profit from it Sales 2.0 explores the emerging Sales 2.0 phenomenon, how it is characterized, why it is imperative for a company’s long-term success, and how anyone can get started with this new approach to generating revenue. Driven by an explosion of online products and changing customer buying preferences, Sales 2.0 is the marriage of Web 2.0 technologies with innovative sales processes. The book shows readers how to redeploy their sales teams for greater bottom-line results and reveals all the differences between Sales 2.0 and traditional selling. Through real world case studies, readers will learn how industry leaders achieved phenomenal results and a competitive advantage. Applicable to sales teams in any industry, Sales 2.0 presents the future of sales today.