Show HN: I wrote a book about running great SaaS technical sales calls

Hello HN,

I spent my career writing software until about 7 years ago in which practically by accident I wound up in a technical sales role. Through determination and a lot of practice (2,000+ technical sales calls and counting) I managed to get pretty good at it, and along the way played a critical role in closing deals with Fortune 10 companies, Ivy league universities, non-profits, Federal government agencies, and many other organizations.

At some point along the way I started compiling various notes and observations regarding what it takes to create a truly great technical sales presentation. There is so much more to this process than "showing a demo"; you need to be able to deeply understand the potential customer's perspective and concerns, present yourself and your organization in a professional and reassuring manner, and yes create, rehearse, and deliver a relevant and practical demo. You also need to "do what you say" and consistently deliver everything you promise, no matter how small.

A few months ago I started turning these notes into a book titled "SaaS Demos That Sell":

https://saasdemosthatsell.com

The target audience is first-time technical founders, as well as anybody who is considering or has recently accepted a role on a software company's sales team.

It's available for just $15 on Amazon (Kindle format), Gumroad (PDF and epub), and Leanpub. If you're unable to afford the book please DM me on X/Twitter @wjgilmore and I'll send it to you for free.

Jason

26 points | by wjgilmore 71 days ago

3 comments

  • hervem 70 days ago
    50 pages, a book? By all fairness, we don't have the same definition of book. Maybe notes, story, anthology, novelette?
    • wjgilmore 70 days ago
      I've also written 1,000+ page books https://wjgilmore.com/books so if a book is defined by its length then I think I have that down pat. In any case, feel free to call it what you will, I'm happy with the information and experiences shared within this slim volume and think readers will find it useful too.

      And as is typical of all my books I will continue updating and expanding it over time and always provide those updates for free.

  • Bsierakowski1 71 days ago
    I'm 10% through, like what I've seen so far.
  • fredtalty5 71 days ago
    [dead]