The Art of Selling Rocket Science: Book 1. Building a Sales Program for Technical Services Paperback – June 8, 2014

Charles McIntyre and Harold Glaser have written an important and timely guide for executives of technical services firms. Combining experience, research, and practical knowledge and insight, they provide a roadmap for sales and marketing programs for organizations that sell the intangible.In a logical, easy to follow manner, the authors walk us through most aspects of a sales and marketing program and provide numerous real-world examples of what works and what does not work, based on their extensive experience creating, monitoring, adjusting, and revamping these critical components of new business development.This book will serve as a very sound and practical manual for senior executives responsible for winning new business and growing market share.