Software Sales & Distribution Superbook: Tips, Tactics, and Proven Strategies for Growing Your Software Company
SoftwareCEO (Capable Networks), January 2005, Pages: 305
We've collected the best sales-oriented case studies, tips, and tactics from the past three years and put them all in one handy, easily-referenced book we call the Software Sales & Distribution SuperBook. This is a work of love, and a thing of beauty: More than 300 pages of actionable advice from our editors, contributors, and, most important, software industry executives who are out there in the trenches slogging it out — successfully.
In this collection of exclusive articles, CEOs who've increased their revenues by huge margins explain how they did it, in a series of detailed, behind-the-scenes interviews. Sales VPs reveal tactics you can put to use now: How to get in the door, how to set quotas, how to team sell with SEs, how to create more accurate forecasts, how to win demo shootouts......and a whole lot more.
Plus, we've got interviews with some of the top veterans and consultants in the business, including Mike Bosworth, Colleen Francis, Mark Gardner, Steve Martin, Dave Stein, and many others. These are people who've truly "been there, done that" thousands of times, with hundreds of software clients — and they command very hefty pricetags for their expertise.
This is a powerhouse collection of software-specific sales info, nicely bound and easily shared — and believe me, you will want to make it required reading for everyone in your company who touches your sales process.
What's the weakest link in your software sales chain? 1
How to find your first heavy hitter sales rep
(plus 10 signs that you're stuck in the bush leagues) 3
Software sales for the rest of us:
5 tips for getting in the door and closing the deal 11
A $200K sales gamble pulls in millions 12
Software sales gurus' tips for tough times 14
Match your selling style to your lifecycle 15
How to sell your software to the CFO 16
Forget CRM you need URM 18
How to hire a software sales star 19
How to write headlines that snare sales talent 20
How to choose software sales training for your troops 21
How to move up the sales lead value ladder 23
How to eliminate the deadly TAI 24
Performance-driven iProspect uses software to sell services,
racks up 2,758% sales growth 26
Is your prospect hesitating? Are you surprised? 31
How to increase your software upgrade uptake 33
Five bad choices that sabotage sales time 34
What's the CEO's role in sales management? 36
How to fill those open software sales slots 38
How to set quotas for software sales 39
What's the ROI on your ROI sales tool? 41
Hiring a sales VP? The current market creates some major traps 44
Inject ROI into the software sales process:
Increase your win ratio, and reduce your time to close 48
Sales pros anthology 53
Team selling with SEs: How to get your game plan in place 54
CRM resources for the rest of us 58
Rapid revenue growth:
It's all in the validation, says this fast-track CEO 59
Back from the brink:
MicroStrategy's comeback tale, with turnaround tips 63
Got a complex sale? Read this 67
Channel mix, model efficiency leads to
sky-high sales per employee 67
Use tough times to upgrade your sales force,
says Inc 500 software CEO 72
Sales and marketing alignment: Why should you care? 76
To align sales and marketing, work backwards from the
customer's perspective (or, How to fix the plane while it's flying) 81
Outlook add-on lets you track sales leads 88
This Inc 500 champion ISV grew sales 41% last year;
17 tips from Spotfire's CEO 89
Dealt lemons, this ISV writes new recipes for lemonade,
then serves up 1,904% revenue growth 93
22 tips for better software demos:
What's cool, what's hot, what's not 98
The 2% factor: How to gain a competitive advantage
in software demo shootouts 104
Great new book for great software demos 110
Seven landmines on the road to higher sales 111
This software developer defied conventional wisdom
on the way to 1,888% growth; here's how 114
Building a software sales organization that clicks:
Nine requirements for the company CEO 119
12 tenets for software success: How you should hire, plan, price,
and sell to get to the big leagues 124
Software leasing demystified:
The ins and outs of this often-overlooked IT sales advantage 129
Turning trial tire-kickers into users and buyers137
Great roundup on customer retention resources 137
Going global: How to take your software overseas138
How to devise an unbeatable sales strategy144
Light at the end of the funnel:
How to improve your software sales forecast accuracy 145
Generate sales proposals with online intelligence149
Sales growth advice from software industry
Inc 500 winner Envision Telephony150
Attention software startups:
Hire your pre-sales technical talent now!155
How much should you spend on sales training? 161
Here's one ISV that really does sell a complete solution and CaseStack's numbers prove it 162
Field coaching for software execs:
How to make effective joint sales calls with your reps 168
Coming to America: How non-US software firms
(and startups, too) can win in this market 169
Don't give distributors the key to your inventory 178
Are you and your software ready for indirect sales channels?
Take our Channels Readiness Quiz 179
Reseller in search of software developers 195
Use thresholds to control sales compensation 195
The disconnect that's killing your software sales:
7 steps to getting sales and marketing on the same page 196
TOPICS Entertainment leverages retail sales know-how
to 872% growth and 30% margins202
The Revenue Pit:
How you're losing sales and what you can do about it 208
ISS revenues rocket on government contracts (+ 9 tips you can
use to get your piece of this multibillion-dollar market) 214
Use your software sales team to build a "value inventory"
for your company 221
Why software deals die (and what you can do about it) 227
4 must-have points for your sales letter recaps 229
This IT firm keelhauled its sales commissions plan;
could pooling work for you?230
8 reasons why your SI partners hate you and what you can do to win them back 237
Success on a shoestring: How Appian became one of the
fastest-growing ISVs in the country244
NetSuite hits sales sweet spot with
small- to mid-sized business software market 250
Get quick, cheap sales leads from Jigsawcom257
How Spain's Soluziona discovered America, one deal at a time:
18 tips on bringing your software to the US 258
Are you ready to sell software to Europe? Avoid these 7 sins265
Think inside the box: How to use hardware to sell software
(with 18 hints from Google & BA-Insight) 269
CIOs demand ROI, then don't use it 276
More on ROI and more help277
Are you a software snob?
10 hardware-centric assumptions that will eat into your sales 277
How to nudge competitors aside gracefully 282
How do you reach C-level execs? 282
Sales and marketing job hunters and hirers 283
Find the associations that need your software 283
Cool tool to synch up software marketing and sales 284
Six software sales truths and counter-truths 285
Your unique selling proposition: Use it or lose it 286
On putting a software sales process in place 287
How many software sales reps does it take
to deliver next year's plan? 288
Do business networking websites work? 289
Why CEOs and sales reps fail 290
For huge, complex software demos,
Microsoft kicks its disc dependency292
A logical middle road for delivering demos293
How to recruit 100+ software sales stars per year 294
How much should you spend on marketing and sales?298
New software sales and marketing benchmark surveys
now available online300
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