How to Sell Software to Businesses - Part V: Generating Leads
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How to Sell Software to Businesses - Part V: Generating Leads
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How to Sell Software to Businesses - Part V: Generating Leads
- 1. How to Sell Software to Businesses
- 2. Strategy Reaching Out Gathering Information Sales Process Generating Leads Meetings and Presentations Closing Deals How to Sell Software to Businesses
- 3. Getting Your Foot-in-the-Door Finding Opportunities Building Interest Generating Leads
- 4. Use a Multi-Touch Approach
- 5. Email Phone Voicemail Social media Direct mail Cold walking Networking Search engine optimization Content marketing
- 6. SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 1 CALL LVM FOLLOW UP EMAIL PAUSE Week 2 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 3 CALL LVM FOLLOW UP EMAIL PAUSE Week 4 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 5 FOLLOW UP EMAIL CALL LVM PAUSE Week 6 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 7 CALL LVM FOLLOW UP EMAIL PAUSE Week 8 PRODUCT CUSTOMER EXAMPLE VALUE POINTS PAIN POINTS
- 8. Automate
- 9. Getting Your Foot-in-the-Door Finding Opportunities Building Interest Generating Leads
- 10. Research
- 11. The Best Salesperson Asks the Best Questions
- 12. TOP-DOWN / BOTTOM-UP • Power • Money • More difficult to reach • Valuable knowledge/information • Easier to reach MANAGER DIRECTOR VP C-LEVEL CEO/OWNER CONTRIBUTER
- 13. SELL TO THE BUSINESS UNIT HR SALES IT OPS FINANCE MARKETING IT
- 14. SELL TO THE BUSINESS UNIT HR SALES IT OPS FINANCE MARKETING HR SALES OPS FINANCE MARKETING
- 15. Getting Your Foot-in-the-Door Finding Opportunities Building Interest Generating Leads
- 16. WHAT’S IN IT FOR ME? PRODUCT / FEATURES / FUNCTIONALITY BENEFITS The improvements the product and features creates The product you sell What the product does • Become healthier • Become more attractive • Decrease stress • Sleep better • Improve personal relationships • Improve career opportunities • Transform your life • Weight machines • Lap pool • Treadmills • Yoga studio • Personal training Health Club Membership
- 17. TAILOR THE MESSAGE Size: Small businesses, Multinational Corporations, etc. Industries: Manufacturers, Hospitals, Banks, etc. Department: IT, Finance, Human Resources, Marketing, etc. Title: CXOs, VPs of IT, Directors of Operations, etc. Broad: Businesses, Individuals, People, etc.
- 18. INVENTORY MANAGEMENT SOFTWARE PRODUCT TARGET VALUE FEATURES • Auto inventory replenishment • Predictive Demand Forecasting • Management Dashboard DIFFERENTIATION • Able to be set up without professional services • Easy to use • Lower management and maintenance costs MANUFACTURERS TECHNICAL IMPROVEMENTS • Decrease time spent ordering • Increase ordering accuracy • Improve visibility to real-time information • Make something work better • Make something easier • Decrease the time • Improve visibility
- 19. FOCUS ON THE BUSINESS IMPACT
- 20. INVENTORY MANAGEMENT SOFTWARE PRODUCT TARGET VALUE PAIN MANUFACTURERS BUSINESS IMPROVEMENTS • Decrease staffing and labor costs • Decrease inventory costs • Improve decision-making • What is the opposite of the improvement? • What problem goes away with the improvement? • What problem starts to happen if this improvement is not provided? TECHNICAL IMPROVEMENTS • Decrease time spent ordering • Increase ordering accuracy • Improve visibility to real-time information TECHNICAL PAIN • Submitting orders is time-consuming • It is easy to make errors when ordering • Difficult to view orders and inventory BUSINESS PAIN • There is a lot of labor spent on placing orders • Ordering errors are costly and impact profitability • Difficult to make good decisions without visibility across orders and inventory PERSONAL IMPROVEMENTS • Improve work-life balance • Increase recognition and compensation • Improve career trajectory PERSONAL PAIN • Working too much • Not making as much money as would like • Would like more career advancement
- 21. Find the Prospect’s Pain Points
- 22. CONNECT PROBLEM TO A SOLUTION FEATURE 3 FEATURE 2 FEATURE 1 PROBLEM 3 PROBLEM 2 PROBLEM 1
- 23. Calculate ROI
- 24. Create a Business Case
- 26. Getting Your Foot-in-the-Door Finding Opportunities Building Interest Generating Leads
- 27. Strategy Reaching Out Gathering Information Sales Process Generating Leads Meetings and Presentations Closing Deals How to Sell Software to Businesses
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