Tom
AE Kluster
How to Sell Tech reads like a practical instruction guide to getting deals done. The sort of thing you'd read if you were assembling a cabinmate, or car - practical useful advice you can actually use where that doesn't fall down with vagaries and limited explanations of the "how"
Jan 18, 2023
Bronwen
SDR at Kluster
Great book for people just starting out in sales and super readable. Charlie has a great way of explaining things simply!
Jan 18, 2023
Vitalie
I'm Vitalie and I'm an SDR at Sales Confidence. How To Sell Tech helped me understand the best strategies to apply in my role, specifically, how to generate leads by creating content and using my own perspective for the industry I'm working in. The book is easy to read and concise, you can pick up and revise chapters as you like. As I mentioned above, there're a lot of strategies and tips that you can apply straight away. I recommend the book to everyone like myself is starting in tech sales.
Mar 1, 2023
Nick Markham
Manager, Account Development, Northern Europe @ Highspot
I'm an SDR Manager trying to coach young sales professionals to accelerate their career and become high performing AEs and AMs This content here has become a central part of my coaching to level-up their understanding of how companies buy things and how to become the salesperson they want to be The best thing about How to Sell Academy is that it ISN'T trying to push some new methodology or trash an old one, it covers the less glamorous but far more important stuff. Reading the book was like reviewing everything I had picked up over the years all in one place. All the things you wouldn't think to ask about As well as the book, the annual report summaries help my team understand how to research a business so they can give them an excellent buying process
Feb 10, 2023
Jamie A
This would be a great read for new employees. It is generic enough to apply to a lot of tech industries and includes useful chapters about establishing the right contacts, relationship building, and prioritising the most winnable deals. Whilst some of these habits might seem obvious and, theoretically, experienced sales staff should already have them, they can easily be overlooked in the daily hubbub.
There are also a few great shortcuts here that would allow new staff, especially ones transferring from other sectors, to learn the basics without having to do it through trial and error.
Overall, it is a very useful, recommended read.
Feb 10, 2023
Jamie B
What was really enjoyable about this book is the writers ability to make the content relevant to a broad spectrum of sales professionals. A sales exec in their first role will benefit just as much as an experienced sales manager who is looking improve their performance and skill set. This isn’t a book you read once and put away never to be seen again, there are specific chapters in here that you will want to revisit on a regular basis if you are serious about improving your output and personal development
Feb 10, 2023
Matt
An interesting read. I like how the chapters are split into short, concise sections that make it easy to refer back to. I will certainly be coming back to different sections of the book again.
Feb 10, 2023
Julien
It was a very useful read overall. I particularly enjoyed Chapter 6 (as I feel I do not have enough opportunities right now), 13 (for similar reasons as previously) and will start applying some of the solutions rights now, such as creating personalised video demonstrations for my opportunities and business partners. A small negative is that I feel this book could have done with more examples (for example, how best to create urgency to the customer, especially with regards to matching their budgeting cycle).
Feb 10, 2023
Steph
After reading the first 3 chapters, I had a new attitude and focused energy so I made a sales call, and discovered a new opportunity. I have taken onboard a new tool chest of sales techniques that I feel will help me to close this new, and any future, deals. Adding value instead of just checking in and making sure you're the right fit, while understanding the needs of the customer, ensures less time is wasted. I will keep dipping in to the guide for many years to come. It breaks down the sales process really concisely and the writer clearly has vast experience selling technical solutions.
Feb 10, 2023
Mark Woodhead
What an accessible and surprising book. I’ve worked in sales for 25 years and run a global team. I’ve read numerous books on the topic but never found one that I would recommend to newbies in the business. “How To Sell Tech” is the book I’ve been looking for and will be part of our onboarding pack for all new starters. Its an easy read, motivating and set out beautifully in chapters than can be accessed in any order. Its full of ideas and plain speaking. The section on the difference between prospecting and just looking busy made me laugh out loud. Highly recommended to sales professionals at all levels but especially for junior ones trying to find their groove.
Feb 10, 2023
Amy Grenham
CMO, Endiem
Amy Grenham, CMO, Endiem Charlie was a great guest speaker at our Sales Kick Off event. He shared his experience, methodology and top insights, gathered through his years of experience of selling enterprise technology. His presentation style is the perfect combination: inspiring, thought-provoking, and funny.
Feb 10, 2023
Jordan Killen
A must read if you are in a Sales Development role with the aspirations of becoming an AE. A very approachable book full of useful information! I really enjoyed the "Dealing with the competition" and "Injecting urgency" sections.
Feb 8, 2023
Linus
Account Executive at Apiax
Charlie's Content, especially his Research Hub helped me to free up to 3 hours of Account Research time per Account. The Account overview provides an initial overview of your Account, which you usually search in Annual Reports and Quarterly Updates. Time saved that i now can spent on my prospects.
Feb 7, 2023
Craig Dawkins
Head of Sales, Affinitext Inc.
Excellent content, guidance and mentorship for anyone selling in the software/technology space who is motivated to be a top performer! There's no doubt in my mind that having this as your guide will maximise success and accelerate your career.
Feb 1, 2023
Dónal Carroll
Digital Sales - Sailpoint
I had the pleasure of working with Charlie after reading his book. They provided me with invaluable industry insights and personally jumped on Zoom calls to provide me with the guidance I needed to succeed in tech sales. Their expertise and dedication to helping me reach my goals was invaluable and I would highly recommend his online course and resources to anyone looking for that extra to stand out from the pack.
Jan 23, 2023
Bamnan Dikwal
DKLOUD Consulting
I first met Charlie on a Salesforce implementation for a very big UK software company. I reached out to Charlie last year when I was ready to start marketing and and selling my company’s services. I bought the online course and went through all the exercises. Charlie then kindly reached out to offer some of his time to go over the exercise which I had completed. He gave me a lot of pointers and tips which have set me on the path to successfully start engaging with prospects. I am Now writing content and posting on liknedln every week, I am also recording and posting regular podcasts. These have increased my visibility in the space. I feel very confident knowing and optimistic moving into 2023.
Jan 18, 2023
Pete Wickham
Senior Account Exec at Kluster
A great book to break you into the world of tech sales, written by someone who understands the readers needs. We gave it to all of our SDRs and it's helped them tremendously understand the space.
Jan 18, 2023
Amazing book for anyone in Tech sales!
Reviewed in the United Kingdom on 4 April 2022
Great insights for anyone in tech sales or anyone that would like to go into tech sales
Reviewed in the United Kingdom on 1 April 2022
Years of experience in a nutshell
Reviewed in the United Kingdom 🇬🇧 on 20 April 2022
Tom
AE Kluster
How to Sell Tech reads like a practical instruction guide to getting deals done. The sort of thing you'd read if you were assembling a cabinmate, or car - practical useful advice you can actually use where that doesn't fall down with vagaries and limited explanations of the "how"
Jan 18, 2023
Bronwen
SDR at Kluster
Great book for people just starting out in sales and super readable. Charlie has a great way of explaining things simply!
Jan 18, 2023
Vitalie
I'm Vitalie and I'm an SDR at Sales Confidence. How To Sell Tech helped me understand the best strategies to apply in my role, specifically, how to generate leads by creating content and using my own perspective for the industry I'm working in. The book is easy to read and concise, you can pick up and revise chapters as you like. As I mentioned above, there're a lot of strategies and tips that you can apply straight away. I recommend the book to everyone like myself is starting in tech sales.
Mar 1, 2023
Nick Markham
Manager, Account Development, Northern Europe @ Highspot
I'm an SDR Manager trying to coach young sales professionals to accelerate their career and become high performing AEs and AMs This content here has become a central part of my coaching to level-up their understanding of how companies buy things and how to become the salesperson they want to be The best thing about How to Sell Academy is that it ISN'T trying to push some new methodology or trash an old one, it covers the less glamorous but far more important stuff. Reading the book was like reviewing everything I had picked up over the years all in one place. All the things you wouldn't think to ask about As well as the book, the annual report summaries help my team understand how to research a business so they can give them an excellent buying process
Feb 10, 2023
Jamie A
This would be a great read for new employees. It is generic enough to apply to a lot of tech industries and includes useful chapters about establishing the right contacts, relationship building, and prioritising the most winnable deals. Whilst some of these habits might seem obvious and, theoretically, experienced sales staff should already have them, they can easily be overlooked in the daily hubbub.
There are also a few great shortcuts here that would allow new staff, especially ones transferring from other sectors, to learn the basics without having to do it through trial and error.
Overall, it is a very useful, recommended read.
Feb 10, 2023
Jamie B
What was really enjoyable about this book is the writers ability to make the content relevant to a broad spectrum of sales professionals. A sales exec in their first role will benefit just as much as an experienced sales manager who is looking improve their performance and skill set. This isn’t a book you read once and put away never to be seen again, there are specific chapters in here that you will want to revisit on a regular basis if you are serious about improving your output and personal development
Feb 10, 2023
Matt
An interesting read. I like how the chapters are split into short, concise sections that make it easy to refer back to. I will certainly be coming back to different sections of the book again.
Feb 10, 2023
Julien
It was a very useful read overall. I particularly enjoyed Chapter 6 (as I feel I do not have enough opportunities right now), 13 (for similar reasons as previously) and will start applying some of the solutions rights now, such as creating personalised video demonstrations for my opportunities and business partners. A small negative is that I feel this book could have done with more examples (for example, how best to create urgency to the customer, especially with regards to matching their budgeting cycle).
Feb 10, 2023
Steph
After reading the first 3 chapters, I had a new attitude and focused energy so I made a sales call, and discovered a new opportunity. I have taken onboard a new tool chest of sales techniques that I feel will help me to close this new, and any future, deals. Adding value instead of just checking in and making sure you're the right fit, while understanding the needs of the customer, ensures less time is wasted. I will keep dipping in to the guide for many years to come. It breaks down the sales process really concisely and the writer clearly has vast experience selling technical solutions.
Feb 10, 2023
Mark Woodhead
What an accessible and surprising book. I’ve worked in sales for 25 years and run a global team. I’ve read numerous books on the topic but never found one that I would recommend to newbies in the business. “How To Sell Tech” is the book I’ve been looking for and will be part of our onboarding pack for all new starters. Its an easy read, motivating and set out beautifully in chapters than can be accessed in any order. Its full of ideas and plain speaking. The section on the difference between prospecting and just looking busy made me laugh out loud. Highly recommended to sales professionals at all levels but especially for junior ones trying to find their groove.
Feb 10, 2023
Amy Grenham
CMO, Endiem
Amy Grenham, CMO, Endiem Charlie was a great guest speaker at our Sales Kick Off event. He shared his experience, methodology and top insights, gathered through his years of experience of selling enterprise technology. His presentation style is the perfect combination: inspiring, thought-provoking, and funny.
Feb 10, 2023
Jordan Killen
A must read if you are in a Sales Development role with the aspirations of becoming an AE. A very approachable book full of useful information! I really enjoyed the "Dealing with the competition" and "Injecting urgency" sections.
Feb 8, 2023
Linus
Account Executive at Apiax
Charlie's Content, especially his Research Hub helped me to free up to 3 hours of Account Research time per Account. The Account overview provides an initial overview of your Account, which you usually search in Annual Reports and Quarterly Updates. Time saved that i now can spent on my prospects.
Feb 7, 2023
Craig Dawkins
Head of Sales, Affinitext Inc.
Excellent content, guidance and mentorship for anyone selling in the software/technology space who is motivated to be a top performer! There's no doubt in my mind that having this as your guide will maximise success and accelerate your career.
Feb 1, 2023
Dónal Carroll
Digital Sales - Sailpoint
I had the pleasure of working with Charlie after reading his book. They provided me with invaluable industry insights and personally jumped on Zoom calls to provide me with the guidance I needed to succeed in tech sales. Their expertise and dedication to helping me reach my goals was invaluable and I would highly recommend his online course and resources to anyone looking for that extra to stand out from the pack.
Jan 23, 2023
Bamnan Dikwal
DKLOUD Consulting
I first met Charlie on a Salesforce implementation for a very big UK software company. I reached out to Charlie last year when I was ready to start marketing and and selling my company’s services. I bought the online course and went through all the exercises. Charlie then kindly reached out to offer some of his time to go over the exercise which I had completed. He gave me a lot of pointers and tips which have set me on the path to successfully start engaging with prospects. I am Now writing content and posting on liknedln every week, I am also recording and posting regular podcasts. These have increased my visibility in the space. I feel very confident knowing and optimistic moving into 2023.
Jan 18, 2023
Pete Wickham
Senior Account Exec at Kluster
A great book to break you into the world of tech sales, written by someone who understands the readers needs. We gave it to all of our SDRs and it's helped them tremendously understand the space.
Jan 18, 2023
Amazing book for anyone in Tech sales!
Reviewed in the United Kingdom on 4 April 2022
Great insights for anyone in tech sales or anyone that would like to go into tech sales
Reviewed in the United Kingdom on 1 April 2022
Years of experience in a nutshell
Reviewed in the United Kingdom 🇬🇧 on 20 April 2022