The Selling Machine

This book gives you a good basic sales system that is especially relevant to software. I would recommend it.

Michael Canno, Michael Pace, and Landy Wingard present their combined 50 years of sales experience in The Selling Machine, a straightforward manual to regularly closing sales deals from small-time transactions to multimillion-dollar operations. Condensing the essentials of the sales process into 100 pages, without relying on gimmicks, The Selling Machine covers all dimensions of solid sales: planning, prospecting, qualifying, proving, proposing, and closing. "The best way to close the right way is to avoid closing the wrong way. Don't ever close with tricks or dishonesty. Anything gained in the short-term will be lost double in the long-term." An absolute "must-read" primer for anyone participating in or considering a career that has anything to do with sales - including and especially most entrepreneurs starting up a new business!