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Selling Your Software Company
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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.
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.
Download or read book Built to Sell written by John Warrillow and published by Penguin. This book was released on 2012-12-24 with total page 177 pages. Available in PDF, EPUB and Kindle. Book excerpt: Run your company. Don’t let it run you. Most business owners started their company because they wanted more freedom—to work on their own schedules, make the kind of money they deserve, and eventually retire on the fruits of their labor. Unfortunately, according to John Warrillow, most owners find that stepping out of the picture is extremely difficult because their business relies too heavily on their personal involvement. Without them, their company—no matter how big or profitable—is essentially worthless. But the good news is that entrepreneurs can take specific steps—no matter what stage a business is in—to create a valuable, sellable company. Warrillow shows exactly what it takes to create a solid business that can thrive long into the future.
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.
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.
Book Synopsis The Art of Selling Your Business by : John Warrillow
Download or read book The Art of Selling Your Business written by John Warrillow and published by Greenleaf Book Group. This book was released on 2021-01-12 with total page 246 pages. Available in PDF, EPUB and Kindle. Book excerpt: Freedom. It's the ability to do whatever you want, whenever you want. It's the ultimate reward of selling your business. But selling a company can be confusing, and one wrong step can easily cost you dearly. The Art of Selling Your Business: Winning Strategies & Secret Hacks for Exiting on Top is the last in a trilogy of books by author John Warrillow on building value. The first, Built to Sell, encouraged small business owners to begin thinking about their business as more than just a job. The Automatic Customer tagged recurring revenue as the core element in a valuable company and provided a blueprint for transforming almost any business into one with an ongoing annuity stream. Warrillow completes the set with The Art of Selling Your Business. This essential guide to monetizing a business is based on interviews the author conducted on his podcast, Built to Sell Radio, with hundreds of successfully cashed-out founders. What's the secret for harvesting the value you've created when it's time to sell? The Art of Selling Your Business answers important questions facing any founder, including— • What's your business worth? • When's the best time to sell? • How do you create a bidding war? • How can you position your company to maximize its attractiveness? • Who will pay the most for your business? • What’s the secret for punching above your weight in a negotiation to sell your company? The Art of Selling Your Business provides a sleeves-rolled-up action plan for selling your business at a premium by an author with consummate credibility.
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'.
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 Zero to Sold written by Arvid Kahl and published by . This book was released on 2020-07-03 with total page 498 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Selling to VITO the Very Important Top Officer by : Anthony Parinello
Download or read book Selling to VITO the Very Important Top Officer written by Anthony Parinello and published by Simon and Schuster. This book was released on 2010-07-15 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: There has never been a sales book that gives you one-on-one, personal help to catapult your sales career and your personal income to a level that will surprise you and shock your sales manager! You'll stop: wasting your precious selling time with 'non-decision' makers getting any rejection whatsoever from gatekeepers working your keester off for itsy, bitsy sales losing sales that you thought you were going to win not making your sales quota You'll start: making sales that are up to 65 percent bigger cutting your sales cycle in half getting as much as 120 percent more add-on business from your existing customers getting VITO to VITO referrals worth pure gold making the income that you really deserve
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
Book Synopsis The Eventual Millionaire by : Jaime Tardy
Download or read book The Eventual Millionaire written by Jaime Tardy and published by John Wiley & Sons. This book was released on 2014-02-24 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: Become a millionaire by learning from millionaires An Eventual Millionaire is someone who knows they will be a millionaire, eventually. But they want to do it on their own terms—with an enjoyable life and an enjoyable business. Eventual Millionaires are everywhere, from the airplane pilot looking to start his own business for more freedom and money to a student looking to start her life on the right foot to a successful business owner needing inspiration and wondering how to take her business to the next level. There are many ways to become a millionaire, but research has often shown that creating your own business is one of the best ways to build wealth. The Eventual Millionaire will lay the foundation for those looking to start their own business and work their way toward financial independence and a fulfilled life. Contains the insights of more than 100 millionaires and their various experiences Written by Jaime Tardy, founder of eventualmillionaire.com and a business coach for entrepreneurs A companion website includes an "Eventual Millionaire Starter Kit" with worksheets, business plan documents, and much more We all want to be successful and enjoy financial security, but we might not know how or don’t think we can do it. The Eventual Millionaire will show you what it takes.
Book Synopsis Strategies for Successfully Buying Or Selling a Business by : Russell L. Brown
Download or read book Strategies for Successfully Buying Or Selling a Business written by Russell L. Brown and published by Bookworld Services. This book was released on 1997 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This text covers every aspect of buying and selling a business. It describes an easy five-step method to valuing any business, lays out the buyer's and seller's responsibilities, advises on the best time to sell a business, and gives the pros and cons of using business brokers. The text describes the all-important 3-step negotiation process, and essential franchise considerations.
Download or read book Sales Engagement written by Manny Medina and published by John Wiley & Sons. This book was released on 2019-03-12 with total page 246 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis The Psychology of Selling by : Brian Tracy
Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.
Download or read book Release It! written by Michael T. Nygard and published by Pragmatic Bookshelf. This book was released on 2018-01-08 with total page 490 pages. Available in PDF, EPUB and Kindle. Book excerpt: A single dramatic software failure can cost a company millions of dollars - but can be avoided with simple changes to design and architecture. This new edition of the best-selling industry standard shows you how to create systems that run longer, with fewer failures, and recover better when bad things happen. New coverage includes DevOps, microservices, and cloud-native architecture. Stability antipatterns have grown to include systemic problems in large-scale systems. This is a must-have pragmatic guide to engineering for production systems. If you're a software developer, and you don't want to get alerts every night for the rest of your life, help is here. With a combination of case studies about huge losses - lost revenue, lost reputation, lost time, lost opportunity - and practical, down-to-earth advice that was all gained through painful experience, this book helps you avoid the pitfalls that cost companies millions of dollars in downtime and reputation. Eighty percent of project life-cycle cost is in production, yet few books address this topic. This updated edition deals with the production of today's systems - larger, more complex, and heavily virtualized - and includes information on chaos engineering, the discipline of applying randomness and deliberate stress to reveal systematic problems. Build systems that survive the real world, avoid downtime, implement zero-downtime upgrades and continuous delivery, and make cloud-native applications resilient. Examine ways to architect, design, and build software - particularly distributed systems - that stands up to the typhoon winds of a flash mob, a Slashdotting, or a link on Reddit. Take a hard look at software that failed the test and find ways to make sure your software survives. To skip the pain and get the experience...get this book.
Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-04-30 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
