Igor will share his own expirience in selling software using sales.

2. How to sell software using… sales

3. Let’s talk tactics
Phone

4. How to make calls work

5. Types of calls you must make
• Inbound
• Cancellations
• Outbound*

6. • Track reach rate
• 80% how you sound, 20% what you say
• Ask questions
• Manage objections
• Close
Sales calls

7. Sales email

8. • Write like a human
• Send more
• Call to action: schedule a call, reply here…
Sales email

9. Demo

10. • Qualify. Do you need it at all?
• Keep it short! 15 minutes max
• No clicks through UI. Make it flow
• Be ready for errors
• Confidence
Demo

11. Visit customers

12. Enterprise sales

13. • Siemens, SAS are not buying your sofware
• Specific person does
• They risk buying from you
• Be ready for errors
• Compete on customer support
• Make them awesome
Enterprise sales

14. “I don’t know how you do it,
but please keep this culture
as long and you can”
Chris

15. There’s no such thing as autorewewal
at $1’000’000 a year*
*Also applies at $10’000 a year

16. Igor Zhadanov
igor@readdle.com