Paul Kenny's super-practical mini-MBA for software entrepreneurs who need to understand sales

Paul Kenny spends most of his time trying to persuade sales people to be more entrepreneurial. But most people in the Business of Software have the opposite problem. We’re entrepreneurial, but we need to more salesy. Over the years at Business of Software Conference, Paul has talked with a vast number of software people with a clinical allergy to sales and sales people and as a result something strange has happened. Those people are a bit less, in some cases a lot less, allergic to sales. Some of them even describe themselves as sales people these days as if that is a good thing.

Paul talks about sales stories and about how we, as entrepreneurs, can use them to bridge the gap between our technical insights and our customers’ commercial needs. Brilliant. We thought we would put all of Paul’s previous talks at Business of Software Conference together in one place.

These five talks are must watches for any software entrepreneur – unless you are selling too much software.

2008: ‘Sales 101. How to learn to love your inner sales person’

• Paul confronts the elephant in the software developer’s room and helps techies embrace their inner sales person.

2009: ‘Something for all technology entrepreneurs‘

• Paul talks about sales stories and about how we, as entrepreneurs, can use them to bridge the gap between our technical insights and our customers’ commercial needs.

2010: ‘Hardwiring sales into your organisation‘

• Paul challenges the assumptions that technology people make about sales people to show how software people make some of the best sales people.

2011: ‘The art of asking‘

• Good sales isn’t just about establishing needs, there comes a point when you have to ask for the deal and get it to close. Here’s how.

2012: ‘Resistance is futile! How to overcome objections‘

• A masterclass is overcoming resistance to sales.