If you still aren’t convinced your enterprise software will be sold through a complex process, you should read a story published on The Register website on Wednesday, March 31, 2021: State of Maine orders review of $54.6m Workday project as… Read more ›
It is important to include all people playing a decision-maker role in meetings with prospects. Making sure the right attendees are invited, and then go on to attend the meeting can be difficult, especially when your marketing team has reached… Read more ›
In the world of complex sales a “no” can coexist with a “yes”. One group within a big business may decide not to buy your enterprise software solution. But another may still decide to purchase. Your sales team needs to… Read more ›
How to handle customers beset by internal contention? When your sales team lets you know deals aren’t going to close at the rate included in their forecast, you should ask them for specific details. Often an unexpected slow down in… Read more ›
No answer is an answer – usually “no”. After a number of meetings, a technical demonstration, lengthy conversations with all known stakeholders in a purchase decision, conversation just stops. The key contact stops replying to email, won’t take a call,… Read more ›
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 ›
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 ›
Are you relying solely on reactive marketing to drive opportunities for your complex product? There are at least 2 tactics you should add to content marketing, inbound marketing, response based marketing for the sales you need for your complex product.… Read more ›
Proposing credible return on investment is not something a sales person selling enterprise software should do early in the sales process. Why? Because any calculation of return on investment a prospect will find believable depends upon accurately portraying costs unique… Read more ›
What makes a sales qualified lead (SQL)? Not all leads are the same. If you consider HubSpot a reliable website, the following definition of a “sales qualified lead” helps us get started: “A sales qualified lead is a prospective customer… Read more ›
