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SOFTWARE SALES: THE OFFICIAL GUIDE
BOOK FROM AMAZON.COM
$99.99
most popular
Enterprise Sales Book Table of Contents
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
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ENTERPRISE SALES COURSE
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most popular
Enterprise Sales Course Curriculum
PART I: INTRODUCTION TO SOFTWARE SALES
Lesson 1: Enterprise Software Industry Overview
Lesson 2: The Thrill of the Deal & Why to Join the Go-to-Market Side of Tech with SaaS Sales
Lesson 3: Understanding the Spectrum of Cloud-Based Service Providers
Lesson 4: What is SaaS Sales?
Lesson 5: Understanding Software & Its Value to the Enterprise
PART II: THE DIFFERENT ROLES IN SOFTWARE SALES
Lesson 6: The Different Roles in Enterprise Software Sales within the GTM Team
Lesson 7: The Typical Career Path of the SaaS Sales Professional
Lesson 8: The BDR/SDR Role
Lesson 9: The Downmarket AE Role (SMB)
Lesson 10: The Upmarket AE Role (Midmarket, Commercial & Enterprise)
Lesson 11: Transactional Software Sales vs. Complex Software Sales
PART III: SOFTWARE SALES MINDSET
Lesson 12: Software Sales Mindset
PART IV: SOFTWARE SALES BUYING & SELLING PARADIGM
Lesson 13: Why Enterprises Change
Lesson 14: The Enterprise Buying Process
Lesson 15: The Importance of the Buying Cycle
PART V: THE SOFTWARE SALES FRAMEWORK: THE THREE D’S
Lesson 17: The Software Sales Framework: The Three D’s
Lesson 18: The First Priority of the AE: Master the Three D’s of SaaS Sales
PART VI: UNDERSTANDING & FINDING ENTERPRISE PAIN
Lesson 19: Understanding the Enterprise & How Pain Arises
Lesson 20: How Enterprise Pain Impacts the Product Side
PART VII: THE PROCESS & TASK CHANGE TRIANGLE: A FRAMEWORK FOR IMPLICATING PAIN
Lesson 21: The Process & Task Change Triangle as a Framework for Implicating Pain
Lesson 22: Establishing & Reinforcing the Three Linkages to Transformational Change
PART VIII: SOFTWARE SALES PROCESS
Lesson 23: Software Sales Process
Lesson 24: The Downmarket Sales Process vs. the Upmarket Sales Process
Lesson 25; The Upmarket (Enterprise) Software Sales Process
Lesson 26: Going After a Book of Business & Account Prioritization
Lesson 27: Strategic Vetting for Personas
Lesson 28: Strategic Outreach & Landing the Disco
Lesson 29: Meeting Preparation
Lesson 30: Pre-Qualification Call
Lesson 31: The Discovery Call & Pre-Demo
Lesson 32: The Demo with Power
Lesson 33: Coauthoring the Buying Paradigm & the ROI Model
Lesson 34: The Proposal Call & Pulling the Levers of Negotation
Lesson 35: Post Proposal Syncs & Becoming Vendor of Choice (VoC)
Lesson 36: The Contracting Process & Redlines
Lesson 37: Getting the E-Signature & Closed Won
Lesson 38: Gathering Invoice Point of Contact
Lesson 39: The Onboarding Manager & the Kick-Off Call
Lesson 40: The Account Manager/CSM & Reporting/QBRs
PART IX: UNDERSTANDING THE PRODUCT
Lesson 41: Process & Task Expertise Leads to Product (Workflow) Expertise
Lesson 42: How Software is Structured
Lesson 43: Problems, Algorithms, Tools & Software
Lesson 44: What is a Workflow?
PART X: UNDERSTANDING INTELLIGENCE
Lesson 45: What is Intelligence & How Does It Relate to Software?
Lesson 46: An Introduction to Intelligence Technology
PART XI: UNDERSTANDING THE TECHNICAL SIDE
Lesson 46: Understanding the Technical Side
Lesson 47: Understanding Integrations
Lesson 48: Understanding APIs in SaaS
Lesson 49: What is Data & Why Does It Matter?
Lesson 50: How Does an Automation Work?
PART XII: DISCOVERY: PROCESS & TASK ANALYSIS AS A FRAMEWORK FOR FINDING ENTERPRISE PAIN
Lesson 51: Presenting Hypothesized Pain Points in Process & Task Analysis
Lesson 52: The Process & Task Analysis (ie Discovery) Framework
Lesson 53: Use Case Building & the Account Executive
Lesson 54: The Goal of Discovery
Lesson 55: How Solution Mapping Works
Lesson 56: Building a Partnership Portal for Every Deal
PART XIII: DEMOING THE PRODUCT: WORKFLOW FRAMEWORK AS A WAY TO RESOLVE ENTERPRISE PAIN
Lesson 57: The Recap Slide on a Demo
Lesson 58: From Use Case to Demo
Lesson 59: The Pre-Demo
Lesson 60: Mastering the Art of SaaS Product Demos
PART XIV: LATE-STAGE OPPS
Lesson 61: Executive Alignment Emails & Meetings
Lesson 62: The Mutual Action Plan as a Part of Process & Task Modernization
PART XV: BUILDING A BUSINESS CASE
Lesson 63: Building a Business Case to Put a Prospect into a Buying Cycle
Lesson 65: Backing Clients into KPIs for a Pilot
PART XVI: DEAL: THE PROPOSAL & NEGOTIATING DEALS
Lesson 66: Negotiating Deals in SaaS
Lesson 67: Closing as Incremental in Nature
PART XVII: THE CONTRACTING PROCESS
Lesson 67: Automated Contracts Through SFDC vs. Manual Contracts
Lesson 68: The Contracting Process
PART XVIII: INDUSTRY SPECIALIZATIONS
Lesson 69: Healthcare Industry Specialization
Lesson 70: Property Management Industry Specialization
PART XIX: UNDERSTANDING YOUR SAAS SUBINDUSTRY & OTHER VENDORS
Lesson 71: Understanding Your SaaS Subindustry & Other Vendors
PART XX: GETTING MEETINGS BY GOING OUTBOUND
Lesson 72: Outbound Best Practice
Lesson 74: Ideal Client Profiles & Personas
PART XXI: THE ACCOUNT EXECUTIVE ROLE
Lesson 75: Mastering the Account Executive Role
Lesson 76: The Different Types of Work in the AE Role
PART XXII: RUNNING MEETINGS
Lesson 77: How to Run a Meeting
PART XXIII: SOFTWARE SALES SYSTEMS
Lesson 78: Software Sales Systems
Lesson 79: Salesforce & Forecasting
PART XXIV: PIPELINE & PERFORMANCE
Lesson 80: Understanding AE Pipeline
Lesson 81: Revenue Generating Activities (RGAs)
PART XXV: POST-SALE & THE ACCOUNT MANAGER/CSM
Lesson 82: Post-Sale & the Account Manager/CSM
PART XXVI: CAREER
Lesson 83: Getting Started in Software Sales
Lesson 84: Software Sales Compensation
Lesson 85: What SaaS Orgs Have the Best Product Market Fit Per G2 & RepVue
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