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This booklet is a subset of the complete Software Company book. It contains only the Marketing and Sales chapters and an appropriately edited foreword, introduction, and final word. NOTE: This booklet does not have all the Software Company book chapters in it. This is why it is significantly cheaper than the complete book. Marketing is one of my favourite topics and is a bit of a 'bee in my bonnet'.
I've seen so much very poorly done marketing in the industry that I sometimes despair. You need your marketing to be cost effective and highly focused. I cover all aspects from branding to industry analysts and explain how to maximise your return from your marketing budget. For the detailed contents of the marketing chapter please visit the precis of the complete book on the accompanying website which has a complete chapter by chapter table of contents and summary. Sales: It's a simple fact that B2B software needs to be sold and that this involves employing, motivating and controlling salespeople - and a whole lot more.
I cover all aspects from the opportune time to make the transition from a business development approach into a targeted salesperson approach, through pricing and discounting, and recruitment. I also address some of the fallacies associated with doing business in America - which has long been known as the graveyard of British software companies. For the detailed contents of the sales chapter please visit the precis of the complete book on the accompanying website which has a complete chapter by chapter table of contents and summary. The purpose of these booklets is that, if you just want to read my thoughts on, in this example, marketing and sales, you don't have to purchase the whole book.
To understand the contents of the complete book and the five booklets (of which this is one) please visit my website where there is a detailed table of contents and full explanation of what is in each booklet and the contents of the complete book. Including the url is the description is not permitted but the quickest way there is to use my initial and last name!
