The fundamentals of software sales haven't changed much since this. While B2C SaaS is different, the B2B platform world is still much as described in this book, and more importantly, the buyers are still the people who were buying when this book was published.
While selling today should have changed, many of the enterprise procurement processes that were being set up as this was published are still the same. That makes this an excellent foundation for understanding how to change it up.
That said, you said building an agency ... so do you mean selling software, or selling the ability to deliver solutions that a company can't get off the shelf?
4 reviews. 3 stars. A hundred quid. This has got to be the most erudite book recommendation in the history of HN. I’m very tempted to get it just to see the fuss.
Genuinely curious, how you manage to derive value from this kind of LLM-assisted reading. At least in the areas I know, the gpt summaries are wrong and generic enough to the point that a read of the book summary, or a read of the preface, is more useful than what the AI returns. If I want to summarize something I provide, it works great. But for these more general overviews I don't trust it.
The handful of business style books I have run through it are wildly accurate and did a great job of summarizing the book chapter by chapter. I would probably not rely on it for technical books but for business books that often have only a handful of key ideas, it works great.
Selling Microsoft - https://www.amazon.com/Selling-Microsoft-Secrets-Successful-...
The fundamentals of software sales haven't changed much since this. While B2C SaaS is different, the B2B platform world is still much as described in this book, and more importantly, the buyers are still the people who were buying when this book was published.
While selling today should have changed, many of the enterprise procurement processes that were being set up as this was published are still the same. That makes this an excellent foundation for understanding how to change it up.
That said, you said building an agency ... so do you mean selling software, or selling the ability to deliver solutions that a company can't get off the shelf?
That's quite different.