CompTIA Quick Start Guide to Sales Playbooks

Fundamental sales training and a comprehensive understanding of the customer challenge are both required for complex technology selling. More often than not, sales people are not selling or prospecting for discrete products, but rather total solutions that bring value to customers and must integrate with multiple elements of the customer environment. This re­quires sales teams to understand a broader solution context and be able to ask better ques­tions during the sales process. This Quick Start Guide introduces the general concept of a playbook and explores its primary components.

CompTIA Quick Start Guides offer readers step-by-step instructions in a particular technology or market. Each guide provides an overview of market opportunities, industry best practices, actionable advice from those who have been successful in that particular business segment, and a valuable checklist of resources needed to build an IT practice.

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