Getting to know your prospect Get in the meeting, fire up the presentation and tell them how great your company is. I can’t tell you how many times I have seen this, a prospect hoping to hear the answers to the problems and challenges she is facing only to be bored to tears by yet another ‘me to’ PowerPoint. It’s incredible…
Quite often software houses have a few customers that they have built up over time. They may not be in similar industries, quite often they are different sizes and ultimately they all spend differing amounts of money on the products and services that you offer. When looking to grow the business the temptation is to just throw a load of…
The Dating Game - Getting the Right Prospects Being successful in sales always starts out with having the right prospects for your software solution. Sounds easy, but is it? If you have a horizontal product that covers many verticals and is pretty much a commodity then finding prospects should be easy. Conversely, if you have a solution that will work…
Know your target One of the costliest exercises for any sales person in terms of time used is prospecting. Not all of us have huge marketing departments and budgets to rely on for lead generation. The majority of us have to get off our backsides and do it ourselves. Who to look for It is very easy just to get…
Timeframe When selling complex technology solutions it is never done in a short timeframe. Quite often once you have done your demonstration there will be a lengthy period before any decision is made. During this time many things can happen including your competitors doing demonstrations, business issues and a plethora of other items. All these things will conspire against you…