The Real Deal - A Real-World Guidebook to Mastering Software

The Real Deal is not another fluffy sales book filled with outdated acronyms and recycled advice from someone who hasn’t carried a quota since the Blackberry era. This is a tactical, straight-talking field guide written by a career software sales warrior who’s spent over two decades in the trenches cold calling, closing just about every kind and size of deal, leading top-performing teams, and navigating the internal chaos that comes with selling in modern SaaS organizations.

This book was written for the reps who actually want to get better - not just inspired. It’s for the SDR trying to figure out why no one’s picking up the phone, the AE stuck in the middle of a messy enterprise cycle, and the frontline manager who’s tired of vague sales theories that don’t hold up in real life.

Inside, you’ll learn how to:

• Prospect like a pro, even when it’s the last thing you want to do
   
• Run sales cycles that are tight, strategic, and actually close
   
• Sell to real buyer personas—not just job titles
   
• Add showmanship to your demos and leave a lasting impression
   
• Manage internal politics, bad leads, and unhelpful “support” teams
   
• Avoid the career pitfalls that kill momentum for even the best sellers
   

This isn’t about hustle culture or rah-rah motivation. It’s a real-world playbook that breaks down what it actually takes to succeed in today’s complex software sales landscape—told with honesty, sarcasm, and more than enough snark to keep it entertaining.

If you're serious about mastering the craft of software sales—and not just surviving it—The Real Deal is your new favorite tool.

Written by Wayne Jensen