Software and SaaS Sales Excellence™
It has been said that software sales is one of the most challenging sales environments of all. The reason is very simple . . . “Nobody wants to buy software!” To be successful, software sales professionals must learn to translate software features, functions, and capabilities into measurable outcomes and results that matter to business managers and executives. When a salesperson learns to sell results instead of software, the transformation can turn a hard working sales rep into a superstar!
Practice Leadership
Our Software Sales Excellence™ practice is lead by software industry veteran and bestselling author, Bill Stinnett, whose work has been praised by sales leaders from top software companies worldwide. (See right).
The Workshop
This workshop is comprised of select material from our Sales Excellence Core Methodology™ and several of our advanced selling skills workshops blended into a program that is focused entirely on selling complex software and SaaS solutions.
- Learning Objectives
Learning Objectives
After completing this program, participants will be able to:
- Improve win rates by prioritizing and investing in the right sales opportunities
- Explore why customers would buy your software. What specific business or personal results can your customers achieve by implementing and using your solutions?
- Learn to translate software capabilities into ROI (Return on Investment) and business outcomes that resonate with C-Level Executives: CEOs, CFOs, COOs, CIOs, CMOs, etc.
- Properly handle and qualify RFIs (Requests for Information) and RFPs (Requests for Proposal) to eliminate wasted time and dramatically improve your competitive win rate.
- Use software demonstrations, proofs of concept, and prototypes to move sales opportunities toward closure while avoiding the features and functions battle.
- Establish a sales strategy for each opportunity that leverages the strengths of your company, your people, and your solutions and exploits your competitor’s weaknesses.
- Reverse-engineer your prospective client’s buying process to discover ALL the milestones, actions, and events as well as ALL the influencers and approvers involved.
- Create and manage a Customer Results Plan that acts as a roadmap for moving each sales opportunity through your sales pipeline and beyond the “close.”
. . . and much more!
- Workshop Agenda
Workshop Agenda
Two-Day Format
- Delivery Options
Delivery Options
OnSite Workshop
Learners will work together to evaluate active sales opportunities, share best practices, craft strategy, and practice using the tools and techniques presented in the course. The program is most often delivered as an interactive two-day Onsite Workshop but can also be configured as a one-day workshop followed by an ongoing series of monthly Web Workshops that reinforce the application of these concepts in the field.Web Workshop Series
The program can be delivered entirely via the Web if bringing your distributed sales team together is not practical.
Targeted Learners
Designed for Software Sales Professionals, Sales Managers, and Sales Executives as well as Application Engineers (presales technical personnel) and their Managers. The course is appropriate for both outside salespeople who travel to see clients as well as inside salespeople who sell primarily over the phone.