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The Technical Yes - Why Enterprise Deals Stall and How Presales Wins Them Before the Close by Sathish Murthy at Abbey's Bookshop,
The Technical Yes - Why Enterprise Deals Stall and How Presales Wins Them Before the Close
— —
Sathish Murthy

The Technical Yes - Why Enterprise Deals Stall and How Presales Wins Them Before the Close

Sathish Murthy

$45.95   $39.02

Paperback

Not in-store but you can order this
How long will it take?
English
White Falcon Publishing
19 March 2026
Sales & marketing management
Most enterprise deals don't fail at negotiation. They stall much earlier, when technical, operational, and risk clarity arrive too late to support a confident decision. Sales momentum fades, buying committees disengage, and deals quietly slip away without a clear rejection.

The Technical Yes examines why this pattern is so common in modern enterprise selling and introduces QPAST-CT, a practical presales framework designed to force clarity early in complex deals. Rather than focusing on persuasion or closing tactics, the book shows how decisions are shaped by technical confidence, architecture, sizing discipline, risk framing, and explicit technical validation.

Through real-world enterprise scenarios, the book demonstrates how QPAST-CT helps teams align buying committees, constrain competition, survive PoCs and bake-offs, and secure technical wins that withstand executive, legal, and procurement scrutiny. It also explores how presales evolves in an AI-first world and how frameworks scale into systems that improve deal predictability. Written for presales leaders, enterprise sellers, founders, and revenue executives, The Technical Yes positions presales as a strategic function-and shows how enterprise deals are really won before the close.
By:  
Imprint:   White Falcon Publishing
Dimensions:   Height: 229mm,  Width: 152mm,  Spine: 9mm
Weight:   209g
ISBN:   9789376314348
ISBN 10:   9376314344
Pages:   148
Publication Date:  
Audience:   General/trade ,  ELT Advanced
Format:   Paperback
Publisher's Status:   Active

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