Ask HN: Any good essays/books/advice about software sales? • Hacker News Board

Re: Ask HN: Any good essays/books/advice about software sales?

#21

Post by varunjain99 » Mon, Sep 30, 2024, 9:43 PM UTC

I think more than software sales it's useful to learn about "sales" and "persuasion".

I've found Robert Cialdini's Influence to be a great read!

Re: Ask HN: Any good essays/books/advice about software sales?

#22

Post by mannyv » Mon, Sep 30, 2024, 9:47 PM UTC

Traction. It's about sales channels.

Are you selling a solution? Solution selling talks about complex sales.

I lost my old book, but this one looks good: mastering technical sales.

The entire sales process is pretty interesting. There was a book on the buyer mindset that i can't find. But essentially there's the dream period and the fear period, and one of sales' jobs is to move the customer psychologically from the "everything will be great" past the "omg how is this going to work" to signing.

Re: Ask HN: Any good essays/books/advice about software sales?

#23

Post by callmeed » Mon, Sep 30, 2024, 9:57 PM UTC

Predictable Revenue is considered canon for B2B/enterprise sales https://www.amazon.com/Predictable-Revenue-Business-Practice...

But not sure how applicable to agencies it is so YMMV.

Re: Ask HN: Any good essays/books/advice about software sales?

#24

Post by avodonosov » Mon, Sep 30, 2024, 10:01 PM UTC

davisr wrote: post #16

morgante wrote: post #15

Earlier quoted context omitted.

This has to be a parody.

I literally sell software according to these principles, and several customers per week email just to tell me (and I quote) that it is "a breath of fresh air." Why would you think this is parody?

What software do you sell? Mind sharing a link?

Re: Ask HN: Any good essays/books/advice about software sales?

#25

Post by dools » Mon, Sep 30, 2024, 10:08 PM UTC

It might be a good idea to get some training or coaching. I learned Sandler but there are probably others. There is a book that’s an intro to the system called You Can’t Teach a Kid to Ride a Bike at a Seminar

Re: Ask HN: Any good essays/books/advice about software sales?

#26

Post by davisr » Mon, Sep 30, 2024, 10:12 PM UTC

avodonosov wrote: post #24

davisr wrote: post #16

Earlier quoted context omitted.

I literally sell software according to these principles, and several customers per week email just to tell me (and I quote) that it is "a breath of fresh air." Why would you think this is parody?

What software do you sell? Mind sharing a link?

It's called reMarkable Connection Utility (RCU). It's an all-in-one management client for reMarkable e-paper tablets that works locally/offline, and lets users escape the manufacturer's proprietary cloud/subscription. Works like an iTunes-for-reMarkable.

https://www.davisr.me/projects/rcu/

Re: Ask HN: Any good essays/books/advice about software sales?

#27

Post by DrStartup » Mon, Sep 30, 2024, 10:25 PM UTC

Challenger sale

Re: Ask HN: Any good essays/books/advice about software sales?

#28

Post by globalise83 » Mon, Sep 30, 2024, 10:26 PM UTC

This is old but good. https://www.amazon.com/Hope-Not-Strategy-Winning-Complex/dp/...

Re: Ask HN: Any good essays/books/advice about software sales?

#29

Post by telaandrews2 » Mon, Sep 30, 2024, 10:29 PM UTC

Founding Sales is a great book for non sales people who need to learn sales for their own startup / business. Sounds like this is what you're after. Free to read, too. https://www.foundingsales.com/

Re: Ask HN: Any good essays/books/advice about software sales?

#30

Post by bigbossman » Mon, Sep 30, 2024, 10:30 PM UTC

Get Founding Sales by Pete Kazanjy (https://www.foundingsales.com/). It's written by a tech founder for founders, and he also runs some popular events and forums for the startup community.