The 3 Must-Knows for Landing Software Sales Job Offers

Tools

Since only about 20% of a software sales job is on the phone, you need great tools to find, filter and nurture the right prospects the rest of the time.

Expect to be asked, “What’s your sales tech stack?”

In other words, “What software do you use to be a highly productive salesperson?”

If a manager likes your answer, expect to be asked something like, “Can you walk me through how you use those tools step-by-step?”

They want to make sure you actually know how to use the software you mentioned.

Otherwise, far too many people can say, “I’ve used Salesforce,” without knowing much about what it can do.

There are 6 categories of tools you need to know:

Out of the hundreds of tools across these categories, we show you the top ones to know and guide you step-by-step on how to use all the key features.

The average software sales rep uses 10-15 tools. Expect to be tested on on these during interviews.

Skills

With software sales, you need to become a Jedi at
several core skills, like:

• Ideal Customer Personas + Buyer Personas

• Email Sequence Planning + Copywriting• Sales Call Planning + Plays

• Effective Voicemails

• Sales Meeting Planning + Running

• Personal Brand-Building for Credibility

You always start by filtering down who you’re going to contact in the first place.

There’s nothing worse than wasting time with people who will never buy.

And then you need to master selling with email, phone and video conferencing.You can’t count on meeting people in person because they’re often far away. The time and money cost to travel is too high.

Since people feel the most safe when they can see you, hear you, touch you (like shaking hands) and smell you (they don’t want to taste you, thankfully), you need to know what works best without these advantages.

Exactly how to use your skills also depends HUGELY on how far along you are with a prospect.

That’s why we have to talk about...

Workflows

A workflow gives you the proven steps to get a result.
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Within the four stages in your overall sales process (Prospecting, Qualifying, Discovery and Advisory), you need a workflow for every milestone.
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For example, you need a workflow for researching ideal prospects.

You also need one to prep for sales meetings, accounting for the personality styles you're selling to.

And you need another workflow for how to follow up afterward.

Most sales trainers just give you bits and pieces or general prescriptions, which often don’t work for selling a complex product like software to multiple decision makers over weeks or months.

Mashing together ideas from a bunch of sales trainers is even worse.

That’s like assembling parts from Honda, Ford, Subaru and Volkswagen… and hoping the car you build runs.

You need ONE process proven for software sales, so you know each sales tactic works together with every other one.

Knowing the right tools, skills and workflows used in software sales also lets you...A workflow gives you the proven steps to take to get a result.

Bypass the "Apply and Pray" Method of Job Hunting

Ask yourself...

If you knew how to find, research and reach out hiring managers in a way they welcome, would you just submit a resume online and hope you get called for an interview?

Of course not.

Yet so many sales reps still do.

Otherwise, there wouldn't be thousands of sales jobs posted on job search engines like Indeed.com, as in the screenshot at the top of this page.

Many salespeople simply aren't solid on the tools, skills and workflows to prospect like a pro.

What if you are?