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Software That Sells

Author: Edward Hasted

Publisher: John Wiley & Sons

Published: 2005-06-08

Total Pages: 381

ISBN-13: 0471767689

* Written by an expert with more than 30 years of experience in every role in the IT industry, this book confronts development process problems head-on, and it tackles the critical steps that must be taken to ensure success * Dives into topics such as identifying opportunities, planning for success, building an appropriate business model, assembling a team, developing software, managing teams, and successfully marketing and selling the product * The book fills a void in the current market, and is an ideal read for all IT professionals

Software Sales

Author: Michael Herlache Mba

Publisher:

Published: 2020-02-16

Total Pages: 154

ISBN-13:

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As I decided to build a career in sales, I wanted to learn everything that I could about the profession so I turned to the leading literature on selling. The issue that I encountered is that the majority of sales books were made for industries in the 20th century, and were not tailored for a software driven 21st century. According to Inc, if you look at the top sales authors/books of all time, not one has to do with software sales. From here, I set out to write a sales book specifically for the 21st century where the leading sales careers are in software.This text is based upon the learning from my career as a Elite Franchise Account Executive at a leading software sales company.For those interested in going through a formal software sales training program associated with this text, the Software Sales University (www.SoftwareSalesU.com) course's syllabus is based upon the content of this book.

Selling Your Software

Author: Robert E. Davis

Publisher: Wiley Press

Published: 1985

Total Pages: 154

ISBN-13:

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A straightforward, comprehensive programming design and writing manual written in plain English for anyone desiring to write and/or sell basic software programs. It teaches how to develop ideas, and design, write, debug, protect, and market high quality programs. Written in logical, step-by-step fashion, it provides beginning programmers with marketing and copyrighting information along with advice on writing sales and royalty contracts. Includes several complete program listings.

SPIN® -Selling

Author: Neil Rackham

Publisher: Taylor & Francis

Published: 2020-04-28

Total Pages: 253

ISBN-13: 1000111482

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True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Sales Engagement

Author: Manny Medina

Publisher: John Wiley & Sons

Published: 2019-03-12

Total Pages: 246

ISBN-13: 1119584345

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Engage in sales—the modern way Sales Engagement is how you engage and interact with your potential buyer to create connection, grab attention, and generate enough interest to create a buying opportunity. Sales Engagement details the modern way to build the top of the funnel and generate qualified leads for B2B companies. This book explores why a Sales Engagement strategy is so important, and walks you through the modern sales process to ensure you’re effectively connecting with customers every step of the way. • Find common factors holding your sales back—and reverse them through channel optimization • Humanize sales with personas and relevant information at every turn • Understand why A/B testing is so incredibly critical to success, and how to do it right • Take your sales process to the next level with a rock solid, modern Sales Engagement strategy This book is essential reading for anyone interested in up-leveling their game and doing more than they ever thought possible.

IBM Midmarket Software Buying and Selling Guide

Author: LindaMay Patterson

Publisher: IBM Redbooks

Published: 2010-07-12

Total Pages: 204

ISBN-13: 0738450073

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The IBM® Midmarket Software Buying and Selling Guide is tailored specifically to help the management and IT staff of small and midsized businesses evaluate how the IBM midmarket portfolio can provide simple and cost-effective solutions to common business problems. Along with a midmarket customer focus, this IBM RedpaperTM publication is designed to help IBM teams and Business Partners be more effective in serving small and midsized businesses. We illustrate how IBM software for the midmarket can help businesses use the Web to reduce expenses, improve customer service, and expand into new markets. We cover the IBM software offering for the midmarket, which includes what the software does, the platforms it runs on, where to find more information, and how it can help your business become more profitable: - IBM Business Partners often keep a printed copy of this guide in their briefcases for software references - Customers can view this guide online and look up software-value messages and IBM product family offering comparisons - IBM Sales Representatives can print parts of this guide as "leave-behinds" for customers, to give them extra collateral on midmarket software of interest To make sure that you have the latest version of this guide, download it from this web address: http://www.redbooks.ibm.com/abstracts/redp3975.html?Open

Secrets to Selling Software

Author: Jerry M. Lang

Publisher: Createspace Independent Publishing Platform

Published: 2018-01-04

Total Pages: 220

ISBN-13: 9781979969697

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Secrets To Selling Software Learn how to earn $100,000 to potentially over $1,000,000 per year selling software! Success is not a destination, it's a way of life! "Jerry M. Lang" If you like books from Zig Ziglar, Tony Robbins and Brian Tracy you'll like "Secrets To Selling Software" Amazing, powerful, inspirational sales wisdom that is simple, straightforward and proven! Dreams don't work unless you do! Quick, easy read with personal examples to illustrate practical strategies for winning business. Demonstrates the most effective strategies and techniques for closing more deals faster using concepts that are easy to remember. This book is a guide to help you achieve Extraordinary Sales Results by focusing on what matters most. By following these steps you can create your own earned luck. Learn a better, faster, easier way to succeed in sales and be more productive. Earn Six Figures or More! Secrets To Selling Software will teach you: 1. Practical strategies for winning business.2. Techniques for closing more deals faster.3. Help you achieve Extraordinary Sales Results.4. A better, faster, easier way to succeed in sales. Typical sales positions where this book may apply to help increase sales include account managers, regional managers, client executives, sales managers, vice presidents and entrepreneurs. Technology areas where this type of sales process is vital includes selling SaaS, big data, data analytics, predictive analytics, database tools, DevOps, Agile Development, CRM, ERP, cloud, application, machine learning, artificial intelligence, neural network and performance monitoring software tools.

How to Sell Anything to Anybody

Author: Joe Girard

Publisher: Simon and Schuster

Published: 2006-02-07

Total Pages: 196

ISBN-13: 0743273966

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Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.

How to Sell Your Software

Author: Robert Schenot

Publisher:

Published: 1995-01-23

Total Pages: 324

ISBN-13:

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A complete technical and business guide to developing, marketing, and selling your own software through shareware, online, and retail channels. Includes practical advice on legal issues, accounting, taxes, and setting up a business; plus a complete reference of addresses and phone numbers of software distributors, disk duplicators, etc.

Selling the Cloud: A Playbook for Success in Cloud Software and Enterprise Sales

Author: Mark Petruzzi

Publisher:

Published: 2023-02-07

Total Pages: 0

ISBN-13:

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Selling the Cloud: A Playbook for Success in Cloud Software and Enterprise Sales, captures lessons learned from 25+ year veterans of enterprise-level software sales. The book brims with advice from technology sales titans from companies like Salesforce, Oracle, Cisco, Microsoft, IBM, Zoom, SAP, and DocuSign. Each chapter highlights key characteristics that help modern salespeople thrive, including: empathy, authenticity, creativity, and resilience in sales. The fusion of enterprise software product sales, services sales, and executive leadership expertise in this book delivers a unique distillation of proven strategies to grow your career in sales and into executive business leadership. Its insight is a solid reference for anyone involved in growth at a B2B company.