In over 100 practical and tactical short chapters, this complete guide has a wealth of immediately-useful ideas and tactics for every technology salesperson. These include 'Words That Work' - real-world examples that you can put to work for you immediately. Beginning with 'Customer Vision and why selling has changed, to tactics for reaching 'unreachable' prospects and handling the most challenging selling situations, you will benefit from insights and world-proven techniques for becoming an even more successful sales professional. About the Author: Ken Wax has led technology sales teams ranging from startups to industry giants. He has trained salespeople from Microsoft to Monster.com, from IBM to Accenture, and has been the keynote speaker at dozens of conferences on five continents. Ken has also written over 120 magazine articles published around the world.