PART I: INTRODUCTION TO SOFTWARE SALES

Chapter 1: Enterprise Software Industry Overview

Chapter 2: The Thrill of the Deal & Why to Join the Go-to-Market Side of Tech with SaaS Sales

Chapter 3: Understanding the Spectrum of Cloud-Based Service Providers

Chapter 4: What is SaaS Sales?

Chapter 5: Understanding Software & Its Value to the Enterprise

PART II: THE DIFFERENT ROLES IN SOFTWARE SALES

Chapter 6: The Different Roles in Enterprise Software Sales within the GTM Team

Chapter 7: The Typical Career Path of the SaaS Sales Professional

Chapter 8: The BDR/SDR Role

Chapter 9: The Downmarket AE Role (SMB)

Chapter 10: The Upmarket AE Role (Midmarket, Commercial & Enterprise)

Chapter 11: Transactional Software Sales vs. Complex Software Sales

PART III: SOFTWARE SALES MINDSET

Chapter 12: Software Sales Mindset

PART IV: SOFTWARE SALES BUYING & SELLING PARADIGM

Chapter 13: Why Enterprises Change

Chapter 14: The Enterprise Buying Process

Chapter 15: The Importance of the Buying Cycle

PART V: THE SOFTWARE SALES FRAMEWORK: THE THREE D’S

Chapter 17: The Software Sales Framework: The Three D’s

Chapter 18: The First Priority of the AE: Master the Three D’s of SaaS Sales

PART VI: UNDERSTANDING & FINDING ENTERPRISE PAIN

Chapter 19: Understanding the Enterprise & How Pain Arises

Chapter 20: How Enterprise Pain Impacts the Product Side

PART VII: THE PROCESS & TASK CHANGE TRIANGLE: A FRAMEWORK FOR IMPLICATING PAIN

Chapter 21: The Process & Task Change Triangle as a Framework for Implicating Pain

Chapter 22: Establishing & Reinforcing the Three Linkages to Transformational Change

PART VIII: SOFTWARE SALES PROCESS

Chapter 23: Software Sales Process

Chapter 24: The Downmarket Sales Process vs. the Upmarket Sales Process

Chapter 25; The Upmarket (Enterprise) Software Sales Process

Chapter 26: Going After a Book of Business & Account Prioritization

Chapter 27: Strategic Vetting for Personas

Chapter 28: Strategic Outreach & Landing the Disco

Chapter 29: Meeting Preparation

Chapter 30: Pre-Qualification Call

Chapter 31: The Discovery Call & Pre-Demo

Chapter 32: The Demo with Power

Chapter 33: Coauthoring the Buying Paradigm & the ROI Model

Chapter 34: The Proposal Call & Pulling the Levers of Negotation

Chapter 35: Post Proposal Syncs & Becoming Vendor of Choice (VoC)

Chapter 36: The Contracting Process & Redlines

Chapter 37: Getting the E-Signature & Closed Won

Chapter 38: Gathering Invoice Point of Contact

Chapter 39: The Onboarding Manager & the Kick-Off Call

Chapter 40: The Account Manager/CSM & Reporting/QBRs

PART IX: UNDERSTANDING THE PRODUCT

Chapter 41: Process & Task Expertise Leads to Product (Workflow) Expertise

Chapter 42: How Software is Structured

Chapter 43: Problems, Algorithms, Tools & Software

Chapter 44: What is a Workflow?

PART X: UNDERSTANDING INTELLIGENCE

Chapter 45: What is Intelligence & How Does It Relate to Software?

Chapter 46: An Introduction to Intelligence Technology

PART XI: UNDERSTANDING THE TECHNICAL SIDE

Chapter 46: Understanding the Technical Side

Chapter 47: Understanding Integrations

Chapter 48: Understanding APIs in SaaS

Chapter 49: What is Data & Why Does It Matter?

Chapter 50: How Does an Automation Work?

PART XII: DISCOVERY: PROCESS & TASK ANALYSIS AS A FRAMEWORK FOR FINDING ENTERPRISE PAIN

Chapter 51: Presenting Hypothesized Pain Points in Process & Task Analysis

Chapter 52: The Process & Task Analysis (ie Discovery) Framework

Chapter 53: Use Case Building & the Account Executive

Chapter 54: The Goal of Discovery

Chapter 55: How Solution Mapping Works

Chapter 56: Building a Partnership Portal for Every Deal

PART XIII: DEMOING THE PRODUCT: WORKFLOW FRAMEWORK AS A WAY TO RESOLVE ENTERPRISE PAIN

Chapter 57: The Recap Slide on a Demo

Chapter 58: From Use Case to Demo

Chapter 59: The Pre-Demo

Chapter 60: Mastering the Art of SaaS Product Demos

PART XIV: LATE-STAGE OPPS

Chapter 61: Executive Alignment Emails & Meetings

Chapter 62: The Mutual Action Plan as a Part of Process & Task Modernization

PART XV: BUILDING A BUSINESS CASE

Chapter 63: Building a Business Case to Put a Prospect into a Buying Cycle

Chapter 65: Backing Clients into KPIs for a Pilot

PART XVI: DEAL: THE PROPOSAL & NEGOTIATING DEALS

Chapter 66: Negotiating Deals in SaaS

Chapter 67: Closing as Incremental in Nature

PART XVII: THE CONTRACTING PROCESS

Chapter 67: Automated Contracts Through SFDC vs. Manual Contracts

Chapter 68: The Contracting Process

PART XVIII: INDUSTRY SPECIALIZATIONS

Chapter 69: Healthcare Industry Specialization

Chapter 70: Property Management Industry Specialization

PART XIX: UNDERSTANDING YOUR SAAS SUBINDUSTRY & OTHER VENDORS

Chapter 71: Understanding Your SaaS Subindustry & Other Vendors

PART XX: GETTING MEETINGS BY GOING OUTBOUND

Chapter 72: Outbound Best Practice

Chapter 74: Ideal Client Profiles & Personas

PART XXI: THE ACCOUNT EXECUTIVE ROLE

Chapter 75: Mastering the Account Executive Role

Chapter 76: The Different Types of Work in the AE Role

PART XXII: RUNNING MEETINGS

Chapter 77: How to Run a Meeting

PART XXIII: SOFTWARE SALES SYSTEMS

Chapter 78: Software Sales Systems

Chapter 79: Salesforce & Forecasting

PART XXIV: PIPELINE & PERFORMANCE

Chapter 80: Understanding AE Pipeline

Chapter 81: Revenue Generating Activities (RGAs)

PART XXV: POST-SALE & THE ACCOUNT MANAGER/CSM

Chapter 82: Post-Sale & the Account Manager/CSM

PART XXVI: CAREER

Chapter 83: SaaS Go to Market Organization

Chapter 84: Software Sales Career Plan

Chapter 85: Getting Started in Software Sales

Chapter 86: Top Paying Software Sales Companies

Chapter 87: Software Sales Compensation

Chapter 89: What SaaS Orgs Have the Best Product Market Fit Per G2 & RepVue

PART XXVII: COMPETENCY SCORECARDS

Chapter 92: BDR Competency Scorecard

Chapter 93: Downmarket AE Competency Scorecard

Chapter 94: Upmarket AE Competency Scorecard