The Strategic Side of Enterprise Software Sales

Learn best practice in enterprise software sales from Software Sales University and become a strategic seller

Software Sales University is an industry recognized Enterprise Account Executive development and career placement platform that helps you level up your career in the software & tech sales industry.

Join software & tech sales professionals who are using Software Sales University to land new career opportunities in software & tech sales.

Introduction to Software Sales University

Learn why software sales is important and why having strategic selling skills and enterprise opportunities is the end goal


BOOK

The leading methodology for enterprise software sales to learn the strategic side of software sales.

COURSE

Learn strategic software sales skillsets from the comforts of your home with our online courses.

MENTORSHIP

Get the results you desire in your investment banking career by allowing us to align a solution to your career goals.

HIRING PARTNERS

Partner with Software Sales University to get access to graduates possessing a strategic software sales skillset.

Software Sales University's Curriculum

Learn Software Sales University's methodology for building strategic selling skills and giving you the mindset of an Enterprise Account Executive


PART I: INTRODUCTION TO ENTERPRISE SALES

Chapter 1: Introduction to Enterprise Sales vs. Transactional Sales

Chapter 2: The Role of an Enterprise Account Executive

Chapter 3: Enterprise Sales Compensation

PART II: THE CORPORATE BUYING PROCESS & THE ENTERPRISE SALES PROCESS

Chapter 4: The Corporate Buying Process

Chapter 5: Pilot Best Practice

Chapter 6: The Four Agreements of an EAE Deal

Chapter 7: The Buying Paradigm & An Informed Recommendation

Chapter 8: Aligning Solutions to C-Level & Board Level Priorities aka Executive Alignment

PART III: FOUNDATIONS OF THE BUSINESS CASE: ANALYSIS & INQUIRY

Chapter 9: Marketing & The Role of the CMO

Chapter 10: Data Science & The Analyst Process

PART IV: ENTERPRISE SALES PROCESS

Chapter 11: Enterprise Sales Process

Chapter 12: Account Prioritization

Chapter 13: Vetting the Correct Point of Contact(s)

Chapter 14: Outreach

Chapter 15: Preparation

Chapter 16: Pre-Qualification Call

Chapter 17: The Discovery Call (DC)

Chapter 18: The Product Call (PC)

Chapter 19: Coauthoring the Buying Paradigm & the ROI Model

Chapter 20: The Proposal Call

Chapter 21: Closing

Chapter 22: Gathering Payment Information

Chapter 23: Onboarding

Chapter 24: The Client Partner & Reporting

PART V: ATYPICAL SALES CYCLES

Chapter 25: Farming & Professionalizing the Logistics

Chapter 26: Objections vs. Conditions & Seeking to Understand

Chapter 27: NDM without DM Power Process to Get Deal Approved

Chapter 28: Working with NDM’s & Looping in the DM

PART VI: SOLUTION BEST PRACTICE

Chapter 29: Enterprise Sales Principles

Chapter 30: Fitting a Solution within their Existing Marketing & Attribution Strategy

Chapter 31: Attribution

Chapter 32: Coauthoring the Solution

Chapter 33: Backing Clients into Provable KPIs & Connecting Them to ROAS

Chapter 34: Using Product Knowledge to Tailor the Solution to the Process Flow

Chapter 35: Using “What We Know” Data to Relate the Solution Back

PART VII: PRODUCT

Chapter 36: Enterprise Product Funnel

PART VIII: RUNNING MEETINGS

Chapter 37: How to Run a Meeting

Chapter 38: Running Meetings with Slide Decks

Chapter 39: Setting the Agenda for a Call

Chapter 40: Open Ended Questions and the Complex Sale

Chapter 41: Building Rapport on Every Call/Email

Chapter 42: Using Dig in Questions to Surface Objections (QASSD Method)

Chapter 42: Tailoring the Sales Process to How DMs Buy

PART IX: ANALYTICS

Chapter 43: Analytics

Chapter 44: Business Process Analysis

PART X: ENTERPRISE SYSTEMS

Chapter 45: Enterprise Systems

Chapter 46: Admin

Chapter 47: Salesforce & Forecasting

PART XI: MINDSET & HABITS

Chapter 48: EAE Habits

Chapter 49: Enterprise Sales Mindset & Controlling the Controllables

Chapter 50: Higher Level Sales Skills

PART XII: THE FIRST 90 DAYS IN A NEW EAE ROLE

Chapter 51: The First 90 Days in a New EAE Role

PART XIII: YOUR CAREER IN ENTERPRISE SALES

Chapter 52: Your Career in Enterprise Sales

Chapter 53: Local Management vs. Enterprise Management

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ABOUT SOFTWARE SALES UNIVERSITY

Software Sales University provides leading training in software and technology sales to students, tech sales professionals and independent technology organizations.

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