Download or read book Software That Sells written by Edward Hasted and published by John Wiley & Sons. This book was released on 2005-06-08 with total page 381 pages. Available in PDF, EPUB and Kindle. Book excerpt: * 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

Download or read book SPIN Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Download or read book Software Sales written by Michael Herlache Mba and published by . This book was released on 2020-02-16 with total page 154 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Download or read book The SaaS Sales Method written by Fernando Pizarro and published by . This book was released on 2021-07-29 with total page 112 pages. Available in PDF, EPUB and Kindle. Book excerpt: In a modern recurring revenue business it is impossible to scale without treating sales as a science. In this first book of the Sales Blueprints series, Jacco Van Der Kooij and Fernando Pizarro break down the science of sales into its basic elements. Unlike any book before it, The SaaS Sales Method exposes the math the underpins each stage in revenue production, from marketing, to sales, to customer success, and infers how revenue leaders should structure their processes, organizations, and training in each.By linking all three functions, The SaaS Sales Method provides a framework for the modern revenue leader to understand and improve their entire system, shifting from what the authors call a superstar culture to a science culture in the process.While subsequent books in the series go into depth on the specifics of each revenue function and the skills needed to succeed in each, The SaaS Sales Method is the glue that holds the entire approach together.

Download or read book The Google Resume written by Gayle Laakmann McDowell and published by John Wiley & Sons. This book was released on 2011-01-25 with total page 155 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Google Resume is the only book available on how to win a coveted spot at Google, Microsoft, Apple, or other top tech firms. Gayle Laakmann McDowell worked in Google Engineering for three years, where she served on the hiring committee and interviewed over 120 candidates. She interned for Microsoft and Apple, and interviewed with and received offers from ten tech firms. If you’re a student, you’ll learn what to study and how to prepare while in school, as well as what career paths to consider. If you’re a job seeker, you’ll get an edge on your competition by learning about hiring procedures and making yourself stand out from other candidates. Covers key concerns like what to major in, which extra-curriculars and other experiences look good, how to apply, how to design and tailor your resume, how to prepare for and excel in the interview, and much more Author was on Google’s hiring committee; interned at Microsoft and Apple; has received job offers from more than 10 tech firms; and runs CareerCup.com, a site devoted to tech jobs Get the only comprehensive guide to working at some of America’s most dynamic, innovative, and well-paying tech companies with The Google Resume.

Download or read book Selling Your Software written by Robert E. Davis and published by Wiley Press. This book was released on 1985 with total page 154 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Download or read book IBM Midmarket Software Buying and Selling Guide written by LindaMay Patterson and published by IBM Redbooks. This book was released on 2010-07-12 with total page 204 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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

Download or read book Selling the Cloud A Playbook for Success in Cloud Software and Enterprise Sales written by Mark Petruzzi and published by . This book was released on 2023-02-07 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Download or read book Secrets to Selling Software written by Jerry M. Lang and published by Createspace Independent Publishing Platform. This book was released on 2018-01-04 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Download or read book How to Sell Anything to Anybody written by Joe Girard and published by Simon and Schuster. This book was released on 2006-02-07 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Download or read book How to Sell Your Software written by Robert Schenot and published by . This book was released on 1995-01-23 with total page 324 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Download or read book How to Write Copy That Sells written by Ray Edwards and published by Morgan James Publishing. This book was released on 2016-02-16 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt: Communicate with potential customers—and persuade them to buy: “The best copywriting teacher I know.” —Michael Hyatt, New York Times–bestselling author of Your Best Year Ever This book is for everyone who needs to write copy that sells—including copywriters, freelancers, and entrepreneurs. Writing copy that sells without seeming “salesy” can be tough, but is an essential skill. How to Write Copy That Sells offers tips for crafting powerful, effective headlines and bullet points, reveals the secrets of product launch copy, and supplies specific copywriting techniques for: email marketing websites social media direct mail traditional media ads, and more “Ray invites you into his inner sanctum where he opens his real-life copywriting toolkit . . . Get this book!” —Judith Sherven, PhD, and Jim Sniechowski, PhD, bestselling authors of The Heart of Marketing

Download or read book Competing on Value written by Mack Hanan and published by Amacom Books. This book was released on 1991 with total page 188 pages. Available in PDF, EPUB and Kindle. Book excerpt: Presents a new approach to selling that emphasizes not competing on the basis of the best price, but the highest value--i.e. demonstrating to current and prospective customers that using your products or services will either cut their costs or improve their revenues. Distributed by Gale. Annotation copyrighted by Book News, Inc., Portland, OR

Download or read book Founding Sales written by Peter R Kazanjy and published by . This book was released on 2020-08-04 with total page 428 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is specifically targeted for founders who find themselves at the point where they need to transition into a selling role. Specifically founders who are leading organizations that have a B2B, direct sales model that involves sales professionals engaging in verbal, commercial conversations with buyers. Moreover, many examples in this book will be targeted specifically to the realm of B2B SAAS software, and specifically as regards new, potentially innovative or disruptive offerings that are being brought to market for the first time. In short, direct sales of the sort a B2B SAAS software startup would engage in. With that said, if you are looking to be a first time salesperson, transitioning in from another type of role, or fresh out of school, in an organization that meets those characteristics above, you will get value out of this book. Similarly, if you are a first time sales manager, either of the founder type, or a sales individual contributor who is transitioning into that role, again, in an organization who meets the criteria above, you will also get value from this book.

Download or read book Making Software written by Andy Oram and published by "O'Reilly Media, Inc.". This book was released on 2010-10-14 with total page 624 pages. Available in PDF, EPUB and Kindle. Book excerpt: Many claims are made about how certain tools, technologies, and practices improve software development. But which claims are verifiable, and which are merely wishful thinking? In this book, leading thinkers such as Steve McConnell, Barry Boehm, and Barbara Kitchenham offer essays that uncover the truth and unmask myths commonly held among the software development community. Their insights may surprise you. Are some programmers really ten times more productive than others? Does writing tests first help you develop better code faster? Can code metrics predict the number of bugs in a piece of software? Do design patterns actually make better software? What effect does personality have on pair programming? What matters more: how far apart people are geographically, or how far apart they are in the org chart? Contributors include: Jorge Aranda Tom Ball Victor R. Basili Andrew Begel Christian Bird Barry Boehm Marcelo Cataldo Steven Clarke Jason Cohen Robert DeLine Madeline Diep Hakan Erdogmus Michael Godfrey Mark Guzdial Jo E. Hannay Ahmed E. Hassan Israel Herraiz Kim Sebastian Herzig Cory Kapser Barbara Kitchenham Andrew Ko Lucas Layman Steve McConnell Tim Menzies Gail Murphy Nachi Nagappan Thomas J. Ostrand Dewayne Perry Marian Petre Lutz Prechelt Rahul Premraj Forrest Shull Beth Simon Diomidis Spinellis Neil Thomas Walter Tichy Burak Turhan Elaine J. Weyuker Michele A. Whitecraft Laurie Williams Wendy M. Williams Andreas Zeller Thomas Zimmermann

Download or read book Sell It Like Serhant written by Ryan Serhant and published by Hachette UK. This book was released on 2018-09-18 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: This national bestseller is a lively and practical guide on how to sell anything and achieve long-term success in business. Ryan Serhant was a shy, jobless hand model when he entered the real estate business in 2008 at a time the country was on the verge of economic collapse. Just nine years later, he has emerged as one of the top realtors in the world and an authority on the art of selling. Sell It Like Serhant is a smart, at times hilarious, and always essential playbook to build confidence, generate results, and sell just about anything. You'll find tips like: The Seven Stages of Selling How to Find Your Hook; Negotiating Like A BOSS; How to Be a Time Manager, Not a Time Stealer; and much more! Through useful lessons, lively stories, and vivid examples, this book shows you how to employ Serhant's principles to increase profits and achieve success. Your measure of a good day will no longer depend on one deal or one client, wondering what comes next; the next deal is already happening. And Serhant's practical guidance will show you how to juggle multiple deals at once and close all of them EVERY. SINGLE. TIME. Whatever your business or expertise, Sell It Like Serhant will make anyone a master at sales. Ready, set, GO! Sell It Like Serhant is a USA Today Bestseller, Los Angeles Times Bestseller, and Wall Street Journal Bestseller.

Download or read book Selling High Value Software written by John Coburn and published by Lulu.com. This book was released on 2005-10-01 with total page 214 pages. Available in PDF, EPUB and Kindle. Book excerpt: Based on twenty plus years of selling enterprise software solutions, "Selling High Value Software" is about winning deals at the highest attainable value. It covers first-hand tips and techniques that you can use to boost value recognition and sustain it through the most demanding sales cycle. These are ideas and suggestions that will help you through the sales negotiations, due diligence processes and commercial situations that are typical of high value software contracts. Aimed at small and medium sized software companies who develop original intellectual content, the book is a street-fighter's guide to value creation and is beautifully paced throughout it's high-octane 200+ pages.