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Selling B2B Enterprise Software Mastery

  • You must enroll in this course to access course content.

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.

The course is designed to assist the learner in being a more successful salesperson for B2B enterprise software. Chapters include:

  • Selling B2B Software Course Overview
  • Selling Software Basics & Fundamentals
  • Software Sales Situational Analysis
  • Self-Assessment Questions – Part 1
  • Self-Assessment Question – Part 2 Insight
  • Sales Tracking
  • Selling Software Dos and Don’ts
  • Consultative Software Selling
  • Buyer Psychology
  • Software Sales Methodology
  • Assessing the Buyer
  • How to Meet Your Buyer’s Requirements
  • Negotiating the Deal – Part 1
  • Negotiating the Deal – Part 2
  • Conclusion, Summary and Final Exam

Course Content By Module

Chapter 1 – Selling B2B Enterprise Software Course Overview
Lesson 1 of 15 within section Course Content By Module. You must enroll in this course to access course content.
Chapter 2 – Selling Software Basics & Fundamentals
Lesson 2 of 15 within section Course Content By Module. You must enroll in this course to access course content.
Has Quiz
Chapter 3 – Software Sales Situational Analysis
Lesson 3 of 15 within section Course Content By Module. You must enroll in this course to access course content.
Has Quiz
Chapter 4 – Self-Assessment Questions – Part 1
Lesson 4 of 15 within section Course Content By Module. You must enroll in this course to access course content.
Chapter 5 – Self-Assessment Question – Part 2 Insight
Lesson 5 of 15 within section Course Content By Module. You must enroll in this course to access course content.
Has Quiz
Chapter 6 – Sales Tracking
Lesson 6 of 15 within section Course Content By Module. You must enroll in this course to access course content.
Has Quiz
Chapter 7 – Selling Software Dos and Don’ts
Lesson 7 of 15 within section Course Content By Module. You must enroll in this course to access course content.
Has Quiz
Chapter 8 – Consultative Software Selling
Lesson 8 of 15 within section Course Content By Module. You must enroll in this course to access course content.
Has Quiz
Chapter 9 – Buyer Psychology 
Lesson 9 of 15 within section Course Content By Module. You must enroll in this course to access course content.
Has Quiz
Chapter 10 – Software Sales Methodology
Lesson 10 of 15 within section Course Content By Module. You must enroll in this course to access course content.
Has Quiz
Chapter 11 – Assessing the Buyer
Lesson 11 of 15 within section Course Content By Module. You must enroll in this course to access course content.
Has Quiz
Chapter 12 – How to Meet Your Buyer’s Requirements
Lesson 12 of 15 within section Course Content By Module. You must enroll in this course to access course content.
Has Quiz
Chapter 13 – Negotiating the Deal – Part 1
Lesson 13 of 15 within section Course Content By Module. You must enroll in this course to access course content.
Has Quiz
Chapter 14 – Negotiating the Deal – Part 2
Lesson 14 of 15 within section Course Content By Module. You must enroll in this course to access course content.
Has Quiz
Chapter 15 – Conclusion, Summary and Final Exam
Lesson 15 of 15 within section Course Content By Module. You must enroll in this course to access course content.
Has Quiz
Picture of Dr. David Marco

Dr. David Marco

David is one of the world’s leading experts in enterprise data management, data governance, data warehousing, and metadata management. As a consultant and speaker, he has guided hundreds of client partner organizations in their data management improvement journeys.

David is the author of the two best-selling books on metadata management “Universal Meta Data Models” and “Building and Managing the Meta Data Repository“. In addition, he is a coauthor of “Impossible Data Warehouse Situations and Solutions from the Experts” and “Data Resource Management“. David has published hundreds of articles and has appeared as a keynote speaker at numerous conferences.

A graduate of De Paul University (BS and MBA), David is the founder and president of EWSolutions, Inc. (http://www.ewsolutions.com)

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Selling B2B Enterprise Software Mastery
Categories
Lessons
15
Certificate
Yes
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Why Take The Course

The purpose of this course is to help the learner increase their closure rate and their per sale revenues.

Top enterprise software salespeople earn over $310,000 a year!

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