It depends on who you're selling to; it seems like you might be doing more enterprise/b2b sales?
Starting in the early aughts I transitioned from being solely technical to having been a key stakeholder (either as a Solution Consultant equivalent, Account Manager, Product Manager) in selling millions in professional services and saas offerings in enterprise b2b sales. I've also created products that lead to and millions in direct to consumer sales. (I get that this isn't a LOT compared to some folks, but I've been exposed to the problem space for a while.)
If I had to start all over again, I would start with the Value Selling Framework. While I've mostly aligned to this any time I've sold things they get a few key things right that make it so much simpler to sell once you understand how you provide value to your customer. It also addresses identifying key stakeholders and ensuring you're talking to the right people.
If you're selling direct to consumers with no conversations to allow for problem/needs discovery, you can still use this. You'll know what you need to do to address the value your offering provides and common objections in your sales collateral.
Finally, if you are selling to businesses, it's important to understand your customers BUYING process. Certain level of expenses require different levels of signoff, so you can get more business sometimes just by lowering your prices a few dollars because it doesn't require a more arduous approval process. Certain features in your product may make the buying process take much longer. Understanding this at the outset can be key to sales success.
It depends on who you're selling to; it seems like you might be doing more enterprise/b2b sales?
Starting in the early aughts I transitioned from being solely technical to having been a key stakeholder (either as a Solution Consultant equivalent, Account Manager, Product Manager) in selling millions in professional services and saas offerings in enterprise b2b sales. I've also created products that lead to and millions in direct to consumer sales. (I get that this isn't a LOT compared to some folks, but I've been exposed to the problem space for a while.)
If I had to start all over again, I would start with the Value Selling Framework. While I've mostly aligned to this any time I've sold things they get a few key things right that make it so much simpler to sell once you understand how you provide value to your customer. It also addresses identifying key stakeholders and ensuring you're talking to the right people.
If you're selling direct to consumers with no conversations to allow for problem/needs discovery, you can still use this. You'll know what you need to do to address the value your offering provides and common objections in your sales collateral.
Finally, if you are selling to businesses, it's important to understand your customers BUYING process. Certain level of expenses require different levels of signoff, so you can get more business sometimes just by lowering your prices a few dollars because it doesn't require a more arduous approval process. Certain features in your product may make the buying process take much longer. Understanding this at the outset can be key to sales success.
Good luck!