http://ITSalesSecrets.com SUMMARY SLIDES: Want your IT sales reps to be more productive? Learn how to pair up your IT sales reps with sales engineers to close more high-value contracts. Copyright (C) SP Home Run Inc.

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How IT Sales Reps
Work with
Sales Engineers
Courtesy of the
Small Business Computer Consulting Blog
http://blog.sphomerun.com
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Two Components
of IT Sales
Presentations

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1. Solution’s
Technical Merits

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2. Financial Value

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IT Sales Reps
Should Use Sales
Engineers to
Address Technical
Buyers’ Concerns

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Here are Tips For
Working
Successfully with
the Sales Engineer

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1. Let Him or Her
Do Their Job

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2. Focus Your
Attention on the
Engineer

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3. Keep your eye
on the ball

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A Sales Engineer
can Help You Do It

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How Do Your IT
Sales Reps Do
When it Comes to
Working with
Sales Engineers?

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Please Share
Your Tips, Hints, &
War Stories in the
Comments Below

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Recommended Reading:
Seven IT Sales Secrets
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