SOFTWARE SALES TRAINING
ACCELERATING SALES EXCELLENCE
Our software sales training equips SDRs/BDRs with specialized skills for marketing complex tech solutions, including mastering cold calls and cold emails. Interactive modules and simulations help them master consultative selling strategies tailored for IT pros and business leaders.
Representatives learn articulating technical specs, unique value propositions, and mapping software capabilities to operational needs.
The training fosters active listening, problem-solving abilities, and positioning software as a strategic business enabler for forging lasting customer partnerships
Pre-Training Assessments
- Interactive video simulations with branching scenarios to assess sales skills and acumen - Fully immersive video recreations of various sales scenarios like prospecting calls, discovery meetings, product demos, objection handling, closing deals, etc. Videos branch out into different paths based on the choices/responses made by the learner, providing a scorecard evaluating
competencies like rapport building, questioning, value articulation, negotiation skills, business acumen and more. - Online self-assessments on sales strengths and development areas - Research-backed self-evaluation tools allowing reps to honestly rate themselves across dozens of crucial sales skills like active listening, qualifying leads, creating urgency, proposing solutions, articulating ROI, and gaining commitment. Provides detailed personalized feedback.
Software Sales Fundamentals Training
- Prospecting & Opportunity Management
- Ideal Customer Profile Analysis - Interactive modules guiding reps through exercises to
systematically define their ideal customer profile by identifying key demographics, firmographics,
business drivers, buying roles, and other qualifiers. - Outbound Prospecting Mastery
- Cold Calling Techniques - Comprehensive training on planning, executing and following up on effective cold calling cadences including call structure best practices, voice Mail scripts, research strategies, and tools/technologies for cold call automation.
- Cold Email Campaigns - Frameworks for crafting compelling cold email templates that drive prospect engagement through personalizing the "hook", highlighting relevant pain
points, and articulating unique value. Modules also cover multi-touch cadence strategy, effective subject lines, legal/compliance guidance. - AI & Automation - Leveraging AI-powered tools and technologies for automating
hyper-personalized cold outreach campaigns at scale across multiple channels like
email, social media, ringless voicemail drops and more. Training covers popular tools, best practices, and integrating with existing sales stack. - Inbound Lead Qualification - Mastering numerous methodologies like BANT, ANUM, SPIN and others designed to quickly and effectively qualify or disqualify inbound leads through leveraging exploratory questioning techniques, identifying buying roles, building value
perception and more. - Opportunity Management - Best practices for advancing sales opportunities through each stage of the pipeline, updating CRM systems with accurate forecasting data, leveraging sales tools/tech stack to increase productivity, and collaborating with other stakeholders.
Social Selling & Personal Branding
- LinkedIn Sales Navigator - Extensive training on using LinkedIn's Sales Navigator to uncover targeted laser-accurate lead lists by leveraging boolean search, lead recommendations, lead builder, and integration with CRM systems.
- LinkedIn Social Selling - Techniques for optimizing personal LinkedIn profiles to boost legitimacy, authority and relevance through rich personal branding like headlines, summaries, multimedia and more. Sharing insightful, value-adding content to nurture long-term relationships.
- Building Thought Leadership - Comprehensive playbook with strategies and examples for establishing thought leadership and subject matter authority on LinkedIn by producing/ sharing long-form content like posts, articles, video, among other tactics.
- Networking Mastery - Frameworks for authentic networking on both online and offline channels including best practices for identifying and initiating conversations, nurturing
relationships through consistent value-adding, in-person event strategies and more.
Discovery & Value Selling
- Consultative Discovery - Mastering exploratory questioning methods and active listening frameworks like SPIN, Situation/Implication/Payoff, ATUM, and more designed to uncover customer needs, business challenges, buying criteria and required capabilities.
- Competitive Positioning - Developing a comprehensive 360° understanding of your
competitive landscape through primary and secondary research. Creating battle cards,
competitive matrices, differentiator maps and crafting airtight positioning statements through
immersive exercises. - Software Value Articulation - Extensive training on quantifying and communicating the hard
$ business value/ROI delivered through your software platform's key capabilities. Mapping
features to outcomes like revenue uplift, cost savings, productivity gains, risk mitigation and more. - Software Demo Excellence - Refining the art of delivering high-impact, customized and
value-focused software demos that resonate with stakeholders. Covers best practices like tailoring content to persona/role, focusing on "whys" over "whats", making it interactive, among other techniques. Includes software simulations for hands-on demo practice and live video critique sessions.
Negotiation & Close
- Identifying Buying Signals - Videos highlighting verbal and non-verbal buying signals and cues that indicate when prospects are sold and ready to close, so reps can avoid overcompensating while maximizing opportunities.
- Overcoming Objections - Comprehensive library of strategies, responses and light-hearted rebuttal techniques for addressing the most common pricing, competition, technical, and
process/stall objections. Mastered through interactive role-play drills drawing from an expansive case study bank. - Negotiation Techniques - In-depth training on proven negotiation frameworks, tactics and methodologies like Nibbling, Anchoring, Deadlines, ZAPA and more - all designed to maximize deal value and terms while protecting margins. Skills applied through branching simulations mimicking actual deal negotiations.
- Closing Methods - Situational coaching on multiple closing techniques like Trial Close, Option Close, Summary Close, Impending Event Close and more. Tactical guidance on appropriately timing closes, renewed discovery if stalling, and avoiding premature or pushy closing
Sales Mastery & Enablement
- Business & Industry Acumen - Comprehensive self-paced study paths covering revenue models, key trends, growth drivers, challenges/ opportunities and competitive forces within the industry/verticals your solutions serve. Elevates credibility and commercial insight.
- Sales Methodology Training - Formal certification program on the chosen sales methodology and framework like SPIN Selling, Solution Selling, Challenger Sale, etc. Intensive modules breaking down each methodology phase with scenarios applying it to your product/service portfolios.
- Product & Technical Training - On-demand eLearning paths covering full product line capabilities, packaging/pricing/positioning, sales tools/ROI calculators, technical architecture and implementation overviews. Supported by hands-on software simulation lab environments.
- Sales Enablement Tools - Videos detailing effective utilization of your entire sales technology stack including dialers, email cadence tools, CRMs, sales intelligence/data providers, content repositories, conversational intelligence, proposal builders and more.
Post-Training Assessments
- Sales Skills Certification Exam - A scenario-based, multimedia assessment testing overall comprehension, retention and real-world application abilities across all foundational sales skills, methodologies, tools, business acumen and proficiencies covered.
FAQs
The software sales training utilizes a blended learning approach combining self-paced online modules and interactive multimedia activities.
While covering comprehensive sales fundamentals, all training content gets fully customized to align with your company's unique selling scenarios, product/service portfolios, go-to-market strategies, systems/tools, and organizational culture. Real-world examples, case studies, and exercises mirror your actual sales environment.
The prospecting curriculum covers skills like defining your ideal customer profile, leveraging sales intelligence, cold calling/emailing best practices, social selling on LinkedIn, AI-powered outreach automation, effective discovery questioning, lead qualification frameworks, and sales cadence strategy.
Extensive modules focus on consultative discovery methods, competitively positioning your solution, quantifying business value/ROI drivers, and delivering high-impact software demos customized by persona. Participants master articulating unique value propositions.
The training covers identifying buying signals, overcoming pricing/product/stall objections, persuasive negotiating tactics like Nibbling and Anchoring, as well as multiple closing techniques like Summary Close, Option Close, and more through interactive simulations.
Participants apply concepts through branching simulations spanning full sales cycles, role-playing objection handlers, critiquing demo videos, and more. A comprehensive certification exam at the end assesses mastery across sales skills, methodologies, and business acumen.
YOU ARE IN GOOD Company
LET’S WORK TOGETHER
Unleash your sales force's revenue potential with our tailored software sales training solutions. We'll partner closely to engineer an engaging, multi-modal learning experience that forges essential selling competencies. Develop prospecting mastery, social selling prowess, consultative discovery abilities, value articulation expertise, negotiation strategies, and a relentless commitment to closing deals. Contact us today to collaborate with our sales enablement experts in designing an immersive training journey that propels sustained performance gains and revenue growth.
Attempting to scale our eLearning team internally to meet rapidly growing content demands would have entailed tremendous recruitment costs and delays.
Engaging Genius Publicity's LAAS solution
provided us with a proficient eLearning team immediately,
enabling us to boost productivity sustainability without prolonged hiring efforts.
CLIENT:
CHRIS -
As a small L&D department, we struggled to produce training content quickly enough for the organization. Partnering with Genius Publicity & leveraging their LAAS offering was tremendously valuable. Their team of experienced eLearning professionals empowered us to accelerate course development enormously. What previously would have required years of internal effort was accomplished in a matter of months.
CLIENT:
SARAH -
"Partnering with Genius Publicity for their LAAS solution was the best decision we made from a corprate training perspective. Their rapid course development and localization enabled us to upskill employees globally at the pace our fast-changing industry demands!"
CLIENT:
MARK -
