A very important task required of any sales person leading a meeting with prospects is to “know the room”. This task amounts to as quickly as possible familiarizing oneself with each of the meeting attendees: Who am I meeting with?… Read more ›
Building a persona for a typical customer is a mission-critical task, especially for enterprise software businesses. Once you have identified the job to be done most customers think your product can successfully perform you need to put together a marketing… Read more ›
As CEO, your job is to attract influential people to your offer. There can be a near endless number of steps required to sell an enterprise software product. These steps can be taken over what often looks like the laziest… Read more ›
Which comes first? Building your industry personas, or building your inbound marketing plan? Building your industry personas. In an article titled “How to Build an Inbound Marketing Strategy in 24 Hours” Spencer Powell presents the proper timing: “Identify Audience” is… Read more ›
Detecting warning signs about deals is a valuable skill successful sales managers need to have. The sales cycle for enterprise software products is comparatively long. Enterprise software is a complex product, therefore it makes sense more time is needed to… Read more ›
How you answer the “what/why/how/when” questions on the topic of spending significant money for your enterprise software business is critically important. Mistakes can trigger problems with “scale”. They can start small and end up crippling your business. They can also… Read more ›
Is the notion of “predictable revenue” helpful for your enterprise software business? The answer depends on your answers to 3 yes or no questions. But before I jump into these questions, I want to make sure you and I share… Read more ›
Might the Snowflake story be all about Frank Slootman, the CEO? I suspect it is. If I am write, there is a lesson here for leaders running early stage enterprise software businesses – being a pitchman doesn’t hurt. What do… Read more ›
During the pandemic of 2020 it is not possible to field an outside sales operation. For enterprise software – including software platforms – this handicap is a big one. But a combination of online meetings and telephone calls can simulate… Read more ›
You should not offer free versions of your most complex software. The enterprise software market is very different from its consumer cousin. Throwing a dense set of features at the general public with a free offer is not a good… Read more ›
