Software Sales University Introduction
As I decided to build a career in technology sales, I wanted to learn everything that I could about the profession, so I turned to the leading literature on selling. The issue that I encountered is that the majority of sales books were made for industries in the 20th century and were not tailored for a technology driven 21st century. According to Inc, if you look at the top sales authors/books of all time, not one has to do with software/technology sales.
From here, I set out to write a sales book specifically for the 21st century where the leading sales careers are in software/technology. The book that I would have wanted when first getting started.
This text is based upon the learnings from my career as an Elite Franchise Account Director and then a Midmarket AE at a leading publicly traded AdTech company.
It maps out the journey from a local AE working on single location SMBs to development of multi-location specialist skills and ultimately transitions to complex sales (mid-market and enterprise).
Whether your goal is simply to learn more about the software sales industry or master the tech sales process, this book will be immensely helpful and potentially life changing for you.
Ultimately, I ended up writing the book I could only have dreamed of when I initially first started building my Enterprise sales career. As such, the book represents years of learning and growth. May the lessons contained in these pages save you time, energy & resources and allow you to build a long & successful career in technology sales.
Michael Herlache MBA
Michael Herlache MBA is a Midmarket Account Executive at a leading publicly traded AdTech company. He lives in his home in Scottsdale, Arizona with his wife, Svitlana. Michael has an MBA in Finance from Texas A&M University and has a background in financial sales and more recently, technology sales.
Michael has closed over $1M in revenue in the local, franchise, and franchise full service (clearinghouse) role. From the local org, Michael was promoted to the multi-location org into the role of a midmarket AE. In his first two quarters in the midmarket role he was 75% and the 120% of quota even during the COVID pandemic and is pacing for 105% of quota in Q4. He has gone through month long MM/Enterprise training in the multi-location org designed to teach the Enterprise sales process & product.
Michael has completed Enterprise Sales School with Pavilion as taught by the software sales leader in the field, Ian Koniak.
Follow me
