© 2

016

Soft

war

eSal

esSc

hool

.com

9 Master Disciplines of Effective Technology Sales SoftwareSalesSchool.com

© 2

016

Soft

war

eSal

esSc

hool

.com

Have You Mastered the Field, Rules, and Tactics of Effective Tech Sales?There are 9 Disciplines to conquer.

© 2

016

Soft

war

eSal

esSc

hool

.com

9 Master Disciplines of Effective Technology Sales

Field of Business

COMPANIES

CUSTOMERS

COMPETITORS

Rules of Advantage

ASSETS

ACTIVITIES

VALUE

Tactics of Sales

TRUST

PERSUASION

DECISION

© 2

016

Soft

war

eSal

esSc

hool

.comField of

Business

Q: Why Do Markets Exist?

© 2

016

Soft

war

eSal

esSc

hool

.comField of

Business

Q: Why Do Markets Exist?

A: Companies Create Value for Customers Against Competitors.

© 2

016

Soft

war

eSal

esSc

hool

.comCOMPANIES

(YOUR CUSTOMER)Why should your customer change their strategy, focus, or goals?

Focus on them before you.

© 2

016

Soft

war

eSal

esSc

hool

.com

CUSTOMERS(THEIR BUYERS)Why would their end buyers spend more money with them?

Be strategic partner for them.

© 2

016

Soft

war

eSal

esSc

hool

.comCOMPETITO

RSWhy are competitors susceptible to your recommended moves?

Share competitive opportunity analysis.

© 2

016

Soft

war

eSal

esSc

hool

.comRules of

Advantage

Q: How is Advantage Created?

© 2

016

Soft

war

eSal

esSc

hool

.comRules of

Advantage

Q: How is Advantage Created?

A: Leverage Assets to Drive Activities that Produce Value.

© 2

016

Soft

war

eSal

esSc

hool

.com

ASSETSHow could your customer best leverage their existing assets?

Understand what's not working.

© 2

016

Soft

war

eSal

esSc

hool

.com

ACTIVITIESHow should your customer optimize workflow productivity?

Document productivity gains.

© 2

016

Soft

war

eSal

esSc

hool

.com

VALUEHow would the new combination of assets and activities produce value?

Map out business outcomes.

© 2

016

Soft

war

eSal

esSc

hool

.com

Tactics of Sales

Q: What Wins B2B Technology Sales?

© 2

016

Soft

war

eSal

esSc

hool

.com

Tactics of Sales

Q: What Wins B2B Technology Sales?

A: Build Enough Trust to Allow Persuasion Towards Decision.

© 2

016

Soft

war

eSal

esSc

hool

.com

TRUSTWhat personal connection could you make to engender trust?

Build components of trust.

© 2

016

Soft

war

eSal

esSc

hool

.comPERSUASIO

NWhat influences could you command to bring people to your side?

Show change as best option.

© 2

016

Soft

war

eSal

esSc

hool

.com

DECISIONWhat guidance would you provide to move your customer to the finish line?

Overcome objections.

Learn to Elevate Your Customer Conversations in B2B Software Sales

SoftwareSalesSchool.com

Gregg NicholsChief Sales Strategist