Avoid common B2B software sales mistakes

LEARN TO ANTICIPATE AND COUNTERACT THE UNIQUE OBSTACLES OF SELLING BUSINESS SOFTWARE.
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Quick-hit lessons to avoid mistakes software salespeople often make.
Lesson #1
Align Sales Strategy with Cost of Sales

Are your sales efforts too expensive for your prospects? Categorize customers the right way.
 
Lesson #2
Run Sales Interviews to Build Value

Do your prospect interviews consistently uncover value? Ask questions in this order.
 
Lesson #3
Sell Soft Value for Advantage

Is "soft" value your impassable roadblock? Exploit it for your gain, put the competition away.
 
Lesson #4
Push Intangible Benefits to Grow Deals

Are your deal sizes too small to sustain your business? Promote these benefits to make more money.
 
Lesson #5
Leverage Three Keys to Increasing Trust

Do your prospects reject your proposals as too risky? Here's how you can turn the tide and build lifelong allies.
 
Lesson #6
Compose the Business Case

Do your business cases fall apart under scrutiny? Here's how to strengthen the threads.
 
Lesson #7
Attack Sales Objections at the Source

Are prospect objections knocking you off your game? Here's what they're really worried about.
 
Lesson #8
Deal with "It Costs Too Much"

Can you handle the "cost" questions? Obliterate the two pillars of this argument and put yourself on solid ground.
 
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