Selling B2B Enterprise Software

This course guides sales professionals in the study of the most effective sales techniques for B2B enterprise software. Taught by Dr. David P. Marco, who has over 20 years of experience successfully selling in the B2B enterprise software space. This course aims to help the learner increase their closure rate and per sale revenues. Learners that can successfully pass each chapter's short quiz and the course's final exam will earn certification as a “B2B Software Sales Master” through Data Management University.

Course Content By Chapter

1. Selling B2B Enterprise Software Course Overview

2. Selling Software Basics & Fundamentals

3. Software Sales Situational Analysis

4. Self-Assessment Questions – Part 1

5. Self-Assessment Question – Part 2 Insight

6. Sales Tracking

7. Selling Software Dos and Don’ts

8. Consultative Software Selling

9. Buyer Psychology

10. Software Sales Methodology

11. Assessing the Buyer

12. How to Meet Your Buyer’s Requirements

13. Negotiating the Deal – Part 1

14. Negotiating the Deal – Part 2

15. Conclusion, Summary and Final Exam