Software Sales teams targeting enterprise businesses and other large groups of users in the public or not-for-profit sectors can spend months, even years (if funding is available) wandering in a desert of low productivity that results in few, if any sales. Sales does not exist within a vacuum. Every other program with which a business is engaged impacts upon the success of sales efforts, especially marketing. Nevertheless, where marketing is working fine, then the actual sales method plays a dominant role in the success or failure of selling efforts. If this method is wrong there will be few if any sales. End of story.
We could use the remainder of this blog post to beat up on methodology that we think does not work for enterprise software sales. There are lots of these methods on the market today. Nevertheless, focusing on negatives delivers little value to anyone, least of all our precious readers. Rather, we need to focus on what works for us, from which, hopefully, the reader may extrapolate some value. We think that the Complex Sale methodology formulated by Jeff Thull of the Prime Resource Group provides the best method that we know of to deliver successful selling efforts for the type of markets that we are after.
The specific feature of this method that we would like to focus on for the remainder of this post is the “discover” stage of engagement with potential sales prospects. What catches us about this stage is the opportunity it presents to sales — as well as to a prospect — to fairly determine whether or not it makes sense to pursue a particular prospect or not. In the world of enterprise software sales the days of “any prospect represents a sales opportunity” are long gone. Time is in precious short supply; therefore, it makes complete sense to objectively study an opportunity presented by a prospect to determine appropriateness before committing more resources. Further, compiling a portrait of a prospect business in detail (which is, after all, the result of successful completion of this “discover” stage) will provide specific areas of opportunity, as Jeff Thull is careful to point out in his book, “Mastering the Complex Sale” where one’s solution can significantly lower costs for a prospect and, thereby, be worth a prospect’s consideration.
We have excellent recent experience dealing with enterprise markets for software products and services. We welcome opportunities to expand on discussions such as this one. Please contact Ira Michael Blonder at +1 631-673-2929 to further a discussion. You may also email Mike at email@example.com.
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