Selling Your Software

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How to Sell Anything to Anybody

Author : Joe Girard
Publisher : Simon and Schuster
ISBN 13 : 0743273966
Total Pages : 196 pages
Book Rating : 4.7/5 (432 download)

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Book Synopsis How to Sell Anything to Anybody by : Joe Girard

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.

The Strategic Guide to Selling Your Software Company

Author : William Venema
Publisher :
ISBN 13 : 9781411686625
Total Pages : 352 pages
Book Rating : 4.6/5 (866 download)

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Book Synopsis The Strategic Guide to Selling Your Software Company by : William Venema

Download or read book The Strategic Guide to Selling Your Software Company written by William Venema and published by . This book was released on 2006 with total page 352 pages. Available in PDF, EPUB and Kindle. Book excerpt: THE STRATEGIC GUIDE TO SELLING YOUR SOFTWARE COMPANY: ESSENTIAL ADVICE FROM A VETERAN DEAL WARRIOR is an indispensable reference for anyone who is considering the sale, merger and/or acquisition of a software company. Venture capitalists, investment bankers, attorneys, and CPAs will also find this book helpful in preparing for software acquisitions and mergers. William H. Venema is an experienced deal attorney with scores of merger and acquisition transactions to his credit involving the purchase and sale of all types of businesses. Through this book, Bill Venema offers a fresh perspective and examines all aspects of selling a software company from deciding to sell to closing the deal. In addition, the book includes many useful forms and essential merger and acquisition checklists as it presents a systematic approach to the process.

Software Business

Author : Björn Regnell
Publisher : Springer
ISBN 13 : 3642215440
Total Pages : 199 pages
Book Rating : 4.6/5 (422 download)

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Book Synopsis Software Business by : Björn Regnell

Download or read book Software Business written by Björn Regnell and published by Springer. This book was released on 2011-06-21 with total page 199 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book contains the refereed proceedings of the Second International Conference on Software Business (ICSOB) held in Brussels, Belgium, in June 2011. This year's conference theme "Managing Software Innovation for Tomorrow's Business" reflects the specific challenges in the research domain of software business. The 14 papers accepted for ICSOB were selected from 27 submissions covering topics like software ecosystems, usage of open source software, software as a service, and software product and project management. The volume is completed by a short summary of the keynote and the two workshops (EPIC 2011 "Third Workshop on Leveraging Empirical Research Results for Software Business," and IWSECO 2011 "Third International Workshop on Software Ecosystems") preceding the main conference.

SPIN® -Selling

Author : Neil Rackham
Publisher : Taylor & Francis
ISBN 13 : 1000111482
Total Pages : 253 pages
Book Rating : 4.0/5 (1 download)

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Book Synopsis SPIN® -Selling by : Neil Rackham

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.

Secrets to Selling Software

Author : Jerry M. Lang
Publisher : Createspace Independent Publishing Platform
ISBN 13 : 9781979969697
Total Pages : 220 pages
Book Rating : 4.9/5 (696 download)

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Book Synopsis Secrets to Selling Software by : Jerry M. Lang

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.

The SaaS Sales Method

Author : Fernando Pizarro
Publisher :
ISBN 13 :
Total Pages : 112 pages
Book Rating : 4.5/5 (71 download)

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Book Synopsis The SaaS Sales Method by : Fernando Pizarro

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.

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

Author : Mark Petruzzi
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.9/5 (862 download)

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Book Synopsis Selling the Cloud: A Playbook for Success in Cloud Software and Enterprise Sales by : Mark Petruzzi

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.

How to Write Copy That Sells

Author : Ray Edwards
Publisher : Morgan James Publishing
ISBN 13 : 1630475025
Total Pages : 186 pages
Book Rating : 4.6/5 (34 download)

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Book Synopsis How to Write Copy That Sells by : Ray Edwards

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

Software That Sells

Author : Edward Hasted
Publisher : John Wiley & Sons
ISBN 13 : 0471767689
Total Pages : 381 pages
Book Rating : 4.4/5 (717 download)

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Book Synopsis Software That Sells by : Edward Hasted

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

Founding Sales

Author : Peter R Kazanjy
Publisher :
ISBN 13 : 9781734505115
Total Pages : 428 pages
Book Rating : 4.5/5 (51 download)

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Book Synopsis Founding Sales by : Peter R Kazanjy

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.

Selling Your Software Company

Author : Dave Kauppi
Publisher :
ISBN 13 : 9781519026378
Total Pages : 371 pages
Book Rating : 4.0/5 (263 download)

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Book Synopsis Selling Your Software Company by : Dave Kauppi

Download or read book Selling Your Software Company written by Dave Kauppi and published by . This book was released on 2016-10-22 with total page 371 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling your technology company for strategic value involves far more than creating a great technology, product, or service. Much of your success will depend on your business model and important value drivers such as contractually recurring revenue and network effects. The most important factor is the process you employ when you sell your company. The greater your company's reliance on the leverage of technology, the greater the room for the market to interpret its selling price. We explore all aspects of the M&A process, from the planning and marketing to the Letter of Intent, due diligence, and closing, and everything in between. We discuss topics like the subtle language that buyers use in LOI's that can cost sellers huge swings in value at closing; optimal transaction structures, avoiding punishing net working capital adjustments, negotiating tactics, and much more. This book is a must read for the tech entrepreneur contemplating the sale of their business.In order to maximize your company's value you must fully engage the competitive marketplace. We have see seen swings in the value of technology companies of millions of dollars between an unsolicited offer for a small software company by a Private Equity Group and the ultimate purchase transaction from a strategic industry player. That staggering result is the difference between selling at a cash flow multiple and selling for strategic value in a competitive soft auction.The greater the complexity of the process, the greater the advantage to the one with experience. Just ask a rookie quarterback in his first NFL start. Selling a business is a highly complex process and the business seller is usually in their first transaction while the typical buyer has made dozens of prior acquisitions. This book attempts to level the playing field by sharing the author's seventeen years of deal making experience representing technology focused sellers of businesses.

Solution Selling: Creating Buyers in Difficult Selling Markets

Author : Michael T. Bosworth
Publisher : McGraw-Hill Companies
ISBN 13 :
Total Pages : 278 pages
Book Rating : 4.3/5 ( download)

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Book Synopsis Solution Selling: Creating Buyers in Difficult Selling Markets by : Michael T. Bosworth

Download or read book Solution Selling: Creating Buyers in Difficult Selling Markets written by Michael T. Bosworth and published by McGraw-Hill Companies. This book was released on 1995 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this age of rapidly-advancing technology, sales professionals need a reliable method for selling products and services that are perceived as sophisticated or complex. This book offers techniques for overcoming the customer's resistance, showing how to generate prospects and new business with a unique value-perception approach, create a set of tools that enable sales managers to manage pipeline, assign prospecting activity, control the cost of sales, and more.

Sell It Like Serhant

Author : Ryan Serhant
Publisher : Hachette UK
ISBN 13 : 0316449563
Total Pages : 210 pages
Book Rating : 4.3/5 (164 download)

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Book Synopsis Sell It Like Serhant by : Ryan Serhant

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.

Intellectual Property in Europe

Author : Guy Tritton
Publisher :
ISBN 13 : 9780421908505
Total Pages : 1275 pages
Book Rating : 4.9/5 (85 download)

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Book Synopsis Intellectual Property in Europe by : Guy Tritton

Download or read book Intellectual Property in Europe written by Guy Tritton and published by . This book was released on 2008 with total page 1275 pages. Available in PDF, EPUB and Kindle. Book excerpt: Now in its third edition, Intellectual Property in Europe covers the entire range of laws and regulations affecting IP in Europe. The third edition covers developments such as: the modern approach to competition and intellectual property including a full analysis of the essential facilities doctrine ; the Technology Transfer Block Exemption ; recent ECJ, CFI and Boards of Appeal decisions ; OHIM and national courts in the field of designs ; 'Roche v Primus' and 'GAT v LUK'.

Selling Your Software

Author : Robert E. Davis
Publisher : Wiley Press
ISBN 13 :
Total Pages : 154 pages
Book Rating : 4.3/5 (91 download)

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Book Synopsis Selling Your Software by : Robert E. Davis

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.

Pitch Perfect

Author : Haje Jan Kamps
Publisher : Apress
ISBN 13 : 9781484260647
Total Pages : 103 pages
Book Rating : 4.2/5 (66 download)

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Book Synopsis Pitch Perfect by : Haje Jan Kamps

Download or read book Pitch Perfect written by Haje Jan Kamps and published by Apress. This book was released on 2020-08-25 with total page 103 pages. Available in PDF, EPUB and Kindle. Book excerpt: You have a home-run startup idea and a whip-smart team to execute it. Everything should be in place to kick-start your company and secure funding. However, there is one more step that can make or break the entire deal: the pitch. Founders everywhere struggle to nail the perfect pitch to garner VC backing, and this book is here to help. Pitch Perfect by Haje Jan Kamps expertly teaches you how to tell your startup’s story. To raise venture capital, it is absolutely crucial that your foundation is a story that is accessible, compelling, and succinct. Kamps uses his invaluable experiential knowledge to guide you through your presentation, from slide deck specifics to storytelling details to determining a fundamental philosophy for your business. In the process of creating and formulating a pitch deck and the story to go with it, founders often discover deep flaws in their business idea. Perhaps the market is non-existent. It could be that the “problem” isn’t worth solving. Maybe the idea is so simple that it would be too easy to copy. Maybe it’s already been done, or the team simply is not up to the job. Pitch Perfect has all of those bases covered so that you can excel. How do you convince an institutional investor to part with their money and fund your company? The small block of time you are given for a pitch holds your startup’s future in its grasp. Learn how to craft your startup story in a way that will get people to lean into your message with Pitch Perfect. Your dream is only one pitch away.

Selling High Value Software

Author : John Coburn
Publisher : Lulu.com
ISBN 13 : 1411650891
Total Pages : 214 pages
Book Rating : 4.4/5 (116 download)

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Book Synopsis Selling High Value Software by : John Coburn

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.