Welcome to How to Sell Software.
My name is Gregg Nichols and I’ve been selling software to enterprise customers for nearly 20 years. I’ve worked in almost every capacity you can think of in the enterprise software business, from sales to marketing to implementation.
My goal with this website is to help sales and marketing professionals avoid the biggest mistakes made in selling enterprise software -- mistakes that trigger high discounts, break up large deals, and stretch out sales cycles. I’d like to share my knowledge with you, completely free of charge.
“I believe that lack of an integrated, repeatable framework specifically designed to sell software is THE major reason why most enterprise sales teams are forced to relentlessly discount prices, continually reduce scope, and repeatedly delay sales… or just lose them.”
Without the skills and leverage that come from working within the RIGHT enterprise sales framework, you cannot consistently get the best effort from any colleague, communicate value to any customer, and win against any competitor.
Even if you’ve taken every conventional sales training course, you still won't have the right mindset and guiding principles to succeed at selling software. You will never maintain EQUILIBRIUM between executing strategy, demonstrating value, and inspiring teamwork -- and your campaigns will constantly fall short.
This site introduces the THREE PILLARS of the Software Sales System: an enterprise sales framework developed specifically for selling software. When fully implemented into your own sales process, it can provide you:
Stop Competitors from blurring the differences between your offering and their own. Bring an end to relying on steep price discounts to win the sale. Boost margins by standing out from the pack.
Enable Customers to readily justify the purchase of your solutions. Stop reducing contract scope to push the deal through. Clear the way for larger contracts and follow-on sales by establishing unambiguous benefits.
Compel Colleagues to commit to the campaign and bring their very best skills and expertise, no matter what group they belong to. Prevent delays to closing the sale. Slash sales cycles by getting to answers sooner.
I've put together a FREE, step-by-step guide to help you quickly get started with the Software Sales System. Just sign up below for my “Software Sales Essentials” newsletter and you'll receive bi-weekly lessons in your email inbox.
In my FREE Newsletter you will learn to:
Execute the SALES STRATEGY that works with YOUR resources to REDUCE COST OF SALES and AVOID STEEP DISCOUNTS
Make customers share their REAL NEEDS, so you are positioned to offer unique, differentiated solutions they are READY TO BUY
Employ the #1 NO-COST tool for MOTIVATING COLLEAGUES to give their best effort to the campaign and CLOSE DEALS FASTER
Eradicate SALES OBJECTIONS at the source with anyone in the company and become an irreplaceable resource for the customer
Construct INTANGIBLE BENEFITS that are absolutely RELEVANT the customer’s business and STOP CUTTING CONTRACT SCOPE
Unlock the "secret formula" to becoming a TRUSTED ADVISER for customers and LOCKING-OUT COMPETITORS from challenging you
Build rock-solid software BUSINESS CASES that are easily understood and ACCEPTED by customer’s finance department
Fix incomplete COMPENSATION PLANS that de-motivate and destroy teamwork -- ask for these BENEFITS to boost enjoyment and output
Leverage all the SALES ENABLEMENT TEAMS at your disposal to extend your capabilities and GROW your PIPELINE of prospects
Showcase “SOFT” VALUE as the COMPETITIVE ADVANTAGE that customers must have -- and sets you up for REPEAT BUSINESS
Much, much more!
We'll send you the first lesson as soon as you sign up.
See how far you can go when Strategic Advantage, Provable Value, and Engaged Collaboration are all aligned in your favor and working for you -- and not against you.
Here's to your software sales success.
Editor-in-Chief, How to Sell Software