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Buying behaviours are changing. Software packaging and pricing strategies are being forced to adapt in order for partners to remain competitive. Countless new products are being offered to the market, many of which were born in this new and constantly changing world of CRM and ERP software sales.
With so many changes to both the competitive landscape and the buying preferences, it’s becoming increasingly important for partners to look beyond traditional ways of marketing and selling. Generally we see sales defaulting to marketing to deliver leads, which they quickly deem unqualified. Marketing responds with a need for more visibility into the results, because they are unable to determine why every lead is unqualified. And round and round they go. This doesn’t help anyone drive revenues or succeed in their role.
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A Changing Tide
Sales professionals are increasingly encountering an extremely well-informed buying community that is more often than not looking towards unbiased 3rd party sources or peer groups to validate vendor claims rather than to the vendors themselves. This significant shift in engagement behaviour has far reaching implications on sales strategy as prospects no longer need to identify or expose themselves in advance of a purchasing decision.
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Ahhhh….Wait. There’s a delay.
How good is your sales leadership?
Would you like to reduce your cost of sale? Or maybe improve close percentages?
Have you ever had a rep come to you at the 11th hour telling you that a ‘for sure deal’ is delayed because there is another stakeholder on the Buying Side that needs to be convinced?
Why does it happen?
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How many times have you heard (or said) these words over the course of your sales career?
With the exception of the past couple years, the ERP/CRM sector has been blessed with a long growth run that produced a predictable stream of engaging prospects looking to either implement or change their business systems. Then all of a sudden the quality leads stopped coming. So what happened? A lot happened; and it will get worse, not better, moving forward.
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Optimize your B2B Software Sales
Changing customer buying behavior has resulted in the rapid proliferation and availability of trial engines; publicly available software configured to provide prospects and tire-kickers alike with unfettered access to their full capabilities.
Software publishers and their partner communities have made (and will continue to make) significant capital investments in robust trial engines with an expectation that the trial experience will provide sufficient “proof” and “comfort” to intelligently inform and drive an accelerated decision making process. If only it were that easy.
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Are You Thinking Outside The Box For Your Next Cloud Solution?
Many companies are preparing to bring great new solutions to the market, often leveraging the technology advantages that Cloud based development and deployment platforms offer. However, as business owners and product managers prepare for the launch of their new solutions, inevitably the question of how much can or should we charge comes up.
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If anybody is thinking that asking ‘effective questions’ is the same as asking ‘open ended questions’, then you are about 20% correct.
But really…..asking open ended questions is like table stakes in a poker game; it’s the price of admission and everybody does it.
Using questions effectively is one of the most important skills a sales professional, or a sales leader, can have. It’s also one of the most poorly executed.
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Marketing and sales still can’t agree on the definition of a “qualified lead”? End the tension, bickering and unproductive arguments through establishing an objective lead scoring system.
Read MoreLead scoring is the answer to multiplying your resources and scaling your capacity while shorting your sales cycle through mining the critical information about each suspect or prospect using demographic and behavioral scoring. …
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There are a number of external forces driving the Partner sales community to condense and accelerate its current selling cycles. Decreasing ASP (average selling price) coupled with fewer new opportunities means sales professionals have to close a greater number of transactions in a fiercely competitive market simply to maintain their current income level.
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