This slideshare covers the different ways that fast growing software companies can offer training to potential buyers and customers in a way that helps buyers learn something new and increase the likelihood of purchasing your product.

1. Yes! Enterprise
Software Can Increase
Product Sales

2. @billcush
Bill Cushard
Head of Training
ServiceRocket
Sarah E. Brown
(moderator)
ServiceRocket
@SEBMarketing

3. Where in the World?

4. About ServiceRocket
Helping people get the most out of their software
TRAINING TrainingSUPPORT UTILIZATION- Founded in Sydney, Australia 2001
- Palo Alto, CA HQ since 2010
- 180 employees across 4 global
offices:
- Palo Alto, Sydney, Santiago
Kuala Lumpur

5. Recent Webinars
Topic:
Date:
Getting Started Building Training
March 31, 2015
Keeping Content Up With Software Changes April
21, 2015
Data-Driven Approach to Training
May 19, 2015
Org Structures/Roles of Great Training Functions July 14, 2015
Training to the Tech Adoption Lifecycle
August 11, 2015
*Recordings and Registration available: http://bit.ly/SR-Webinars

6. Agenda
The Buying Process Has Changed
Why Training Can Help Sell
Who’s Doing It?
How to Use Training in Sales Process

7. “Nothing happens
until a sale is made.”
Tom Watson Sr.
IBM Founder

8. “Nothing happens until someone
buys something.”
-Jack Collis,
Author of When Your Customer Wins, You
Can’t Lose

9. “Nothing happens until someone learns something.”
-Rob Castaneda, Founder/CEO ServiceRocket

10. 57% of the sales process is done
before a buyer speaks to sales.
Corporate Executive Board

11. Poll

12. Buyers Are Learning
Research reports
White Papers
Blogs
Webinars
Friends / Colleagues

13. Why Not Training?

14. 60% Time

15. Training to Increase Product Sales
1.Educate the Market
2.Speed Up Pre-Sales Process
3.On-going Training to Improve Renewals and
Upsells

16. 1. Educate the Market
“Inbound marketing training”
“OpenStack training”
“Big Data training”
Google these phrases

17. Wasted Opportunities
Project Management Training
Sales Training
Google these phrases - No software companies come up on first page.

18. 2. Speed Up Sales Process
Offer Paid Training to High Probability Prospects
……….. but ………..
Account Execs Have Coupon Codes

19. 3. On-Going Training
Help Customers Use Product Better
Answer the question:
“My customers would perform so much
better if only they used __________________.”

20. Case Study:
For every $1 spent on training, customers
spent $12 on new product sales.
- Technology Services Industry Association (TSIA)

21. “I have 9 customers that would be
million dollar accounts if only I had
training to give them.”
- VP of Customer Success of SaaS company

22. Rocket Recap
Buying process has changed. Help buyers make
decisions (60% time).
Educate the marketing
Speed up Pre-Sales Process
On-going Training

23. @billcush
Bill Cushard
Head of Training
ServiceRocket
Sarah E. Brown
(moderator)
ServiceRocket
@SEBMarketing

24. The Next Webinar...
Tuesday, October 6 10am PT
Performance-based Certifications:
How to do Certifications Right
Special Guest: Frederick “Suizo” Mendler
Co-Founder & CEO @ TrueAbility
Register:
http://bit.ly/SR-Webinars

25. Thank you
servicerocket.com
@ServiceRocket