全球售前圣经《精通售前》来啦！

As presales professionals in China, we can't help but wonder: since presales is a role imported from the West, what methodologies do they use in developed Western countries? What are the best practices? How do they support sales? How are they evaluated? What does their compensation structure typically look like? ...

Just as much of China's sales systems and methodologies originate from developed Western markets, we should also understand the Western presales systems and methodologies!

The book hailed as the global presales bible, Mastering Technical Sales, has arrived in China!

This book was authored by John Care. Since its initial publication in 2001, it has been updated to its fourth edition and has become required reading for presales departments at many large multinational corporations. Thousands of sales engineers at companies likeGoogle,Red Hat,Salesforce.com,Juniper, Cisco, HP, Microsoft, and Oracle have participated in training courses based on this book.

Despite its hefty price tag of $98, the book has remained a bestseller for years.

John Care is the Managing Director of Mastering Technical Sales (MTS), a company that serves sales engineers worldwide through a combination of professional skills development, management consulting, keynote speaking, and other services.

Throughout his presales career, John built world-class sales engineering organizations at Oracle, Sybase, Business Objects, Nortel, CA Technologies, and HP. His responsibilities ranged from individual contributor to Vice President of Presales, managing teams of over 200 people. Additionally, he brings diverse experience from other roles, having worked as a quota-carrying salesperson and as a senior IT executive/CIO—sitting on the other side of the table as salespeople and sales engineers pitched their "solutions" to him.

Complementing his work at MTS, John has written for a variety of media outlets, from InfoWorld and CIO Magazine to The Wall Street Journal. He is widely credited with creating the "First Law of Discovery" and the original "Demonstration Crime File" checklist in 1995. In addition to this book, he published The Trusted Advisor Sales Engineer in July 2016 and Mastering Technical Sales: The Sales Engineer Manager's Handbook in April 2020. He is currently writing a murder mystery novel featuring a sales engineer as an amateur detective.

 John earned his Bachelor of Science (Engineering) in Chemical Engineering from Imperial College London. He also serves on the Advisory Board of the Fox School of Business at Temple University in Philadelphia, contributing to their international MBA and EMBA programs. John currently resides on Dragon Boat Island in Florida with his wife and various pets.