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10 Reasons Selling Software to Business is Biggest Sales ChallengeSoftware Sales School

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Heard These Objections?

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“We already have a solution

for that.”

“We’re happy with our current

vendor.”

“We don’t need it.”

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Conventional Sales Training?

Did conventional sales training solve your problems?

No? Maybe the problem is bigger than you think.

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10 Reasons Selling Software to Business is Biggest Sales Challenge

1. Intangible Merchandise2. Zero Incremental Cost3. Subjective Value

Unique Product

4. Consensus Purchase5. Team Sale6. Infinite Combinations7. Precarious Buyer’s Journey

Complex Sale

8. Mandatory Support9. Constant Product Changes10. Involved Customers

Continuous Service

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Unique ProductBusiness software is absolutely distinctive in how it generates value for customers.

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1. Intangible Merchandise

Software doesn’t DO anything by itself.

Align software capabilities with the

business outcomes they ENABLE.

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2. Zero Incremental Cost

It costs NOTHING to make an additional copy of software.

Defeat PRICING pressures with proof

of your business RESULTS.

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3. Subjective Value

Software has only the value the prospect AGREES it has.

Work with your prospects to establish how value is GENERATED.

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Complex SaleThere are more fragile, moving parts in a business software sale than in any other sales environment.

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4. Consensus Purchase

It takes an average of five approvals to purchase business software.

Create prospect CHAMPIONS that sell

along with you.

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5. Team Sale

Software sales require the efforts and skills of a DIVERSE team.

Develop common views and clear goals

that move the team forward TOGETHER.

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6. Infinite Combinations

Software and services can be combined in ENDLESS permutations.

Promote simple, repeatable solutions to avoid OVERWHELMING your prospect.

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7. Precarious Buyer’s Journey

It’s difficult to assess potential VALUE against possible RISK of buying software.

Use transparent FRAMEWORKS that prospects can trust

and understand.

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Continuous ServiceCompanies that rely on your business software require more time and attention than any other commercial customers.

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8. Mandatory Support

Consulting and Customer Success services are required elements today.

Regularly ALIGN your services teams to

boost customer satisfaction.

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9. Constant Product Changes

Software is relentlessly upgraded and retired.

Manage customer expectations through CHANGES or risk losing the business.

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10. Involved Customers

Customers give software CREDIT or BLAME for their business outcomes.

Turn customer into active LEADERS in

your product plans, conferences, case studies, and user

groups so they feel INCLUDED.

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Prepare for Sales SuccessSelling software to business requires skills above and beyond other sales professions.

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Sales Training Work for YOU

You’ve tried the beaten path of conventional sales training.

Now learn the ABC’s to jumping on the fast track…

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A. Train Specifically for B2B Software Sales

Don’t accept generic sales training that isn’t made for you.

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1. Intangible Merchandise2. Zero Incremental Cost3. Subjective Value

Unique Product

4. Consensus Purchase5. Team Sale6. Infinite Combinations7. Precarious Buyer’s Journey

Complex Sale

8. Mandatory Support9. Constant Product Changes10. Involved Customers

Continuous Service

SOFTWARE SALES SCHOOL

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B. Train for the Complete Sales Funnel

Don’t settle for point-solution sales training that stops short.

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SOFTWARE SALES SCHOOL

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C. Train On-Demand with Frequent Coaching

Don’t concede to one-and-done sales training that you forget.

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Online Courses

Video Modules

Download Tools

Sales Coaching

Live Group Q&A

Twice-Monthly

Strategic Advisory

One-on-One

As Needed

SOFTWARE SALES SCHOOL

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D. Train with the EXPERTS

Don’t compromise with trainers inexperienced in your field.

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B2B Software

Sales Training

Sales

TechnicalSales

Consulting

Marketing

Deployment

SOFTWARE SALES SCHOOL

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Train with Software Sales School--Become a B2B Software Sales Champion

REVENUE

SALES

TRAININGA. B2B SoftwareB. Full FunnelC. On-DemandD. Expert

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CLICK Above to Start Learning

Software Sales School Helps You Overcome the Unique Challenge of Selling Software to Business

Gregg NicholsFounder,Software Sales School