The definitive pocket guide for Account Execs and Solution Architects to qualify and close complex technology sales opportunities. Includes the top 75 questions you should be asking on all deals around your Customer's Goals, Problems, Needs, Competition, Budget, Decision Process, and Timeline. Sales teams are encouraged to utilize all of the outlined 7 Bullets when selling to technology customers. Taking a comprehensive and systematic approach will increase your close rate and the quality of sales forecasts. It will help you manage your time more effectively by focusing on the deals that will close in the current quarter. It will also provide you the ability to work on more deals simultaneously and provides a guide to dividing and conquering the gathering of information between the Account Executive, Solution Architect, and Partners.
