10 reasons selling software to business is biggest sales challenge
TRANSCRIPT
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10 Reasons Selling Software to Business is Biggest Sales ChallengeSoftware Sales School
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Heard These Objections?
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“We already have a solution
for that.”
“We’re happy with our current
vendor.”
“We don’t need it.”
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Soft
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Conventional Sales Training?
Did conventional sales training solve your problems?
No? Maybe the problem is bigger than you think.
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10 Reasons Selling Software to Business is Biggest Sales Challenge
1. Intangible Merchandise2. Zero Incremental Cost3. Subjective Value
Unique Product
4. Consensus Purchase5. Team Sale6. Infinite Combinations7. Precarious Buyer’s Journey
Complex Sale
8. Mandatory Support9. Constant Product Changes10. Involved Customers
Continuous Service
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Unique ProductBusiness software is absolutely distinctive in how it generates value for customers.
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1. Intangible Merchandise
Software doesn’t DO anything by itself.
Align software capabilities with the
business outcomes they ENABLE.
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2. Zero Incremental Cost
It costs NOTHING to make an additional copy of software.
Defeat PRICING pressures with proof
of your business RESULTS.
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3. Subjective Value
Software has only the value the prospect AGREES it has.
Work with your prospects to establish how value is GENERATED.
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Complex SaleThere are more fragile, moving parts in a business software sale than in any other sales environment.
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4. Consensus Purchase
It takes an average of five approvals to purchase business software.
Create prospect CHAMPIONS that sell
along with you.
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5. Team Sale
Software sales require the efforts and skills of a DIVERSE team.
Develop common views and clear goals
that move the team forward TOGETHER.
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6. Infinite Combinations
Software and services can be combined in ENDLESS permutations.
Promote simple, repeatable solutions to avoid OVERWHELMING your prospect.
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7. Precarious Buyer’s Journey
It’s difficult to assess potential VALUE against possible RISK of buying software.
Use transparent FRAMEWORKS that prospects can trust
and understand.
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Continuous ServiceCompanies that rely on your business software require more time and attention than any other commercial customers.
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8. Mandatory Support
Consulting and Customer Success services are required elements today.
Regularly ALIGN your services teams to
boost customer satisfaction.
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9. Constant Product Changes
Software is relentlessly upgraded and retired.
Manage customer expectations through CHANGES or risk losing the business.
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10. Involved Customers
Customers give software CREDIT or BLAME for their business outcomes.
Turn customer into active LEADERS in
your product plans, conferences, case studies, and user
groups so they feel INCLUDED.
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Prepare for Sales SuccessSelling software to business requires skills above and beyond other sales professions.
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Sales Training Work for YOU
You’ve tried the beaten path of conventional sales training.
Now learn the ABC’s to jumping on the fast track…
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A. Train Specifically for B2B Software Sales
Don’t accept generic sales training that isn’t made for you.
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1. Intangible Merchandise2. Zero Incremental Cost3. Subjective Value
Unique Product
4. Consensus Purchase5. Team Sale6. Infinite Combinations7. Precarious Buyer’s Journey
Complex Sale
8. Mandatory Support9. Constant Product Changes10. Involved Customers
Continuous Service
SOFTWARE SALES SCHOOL
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B. Train for the Complete Sales Funnel
Don’t settle for point-solution sales training that stops short.
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SOFTWARE SALES SCHOOL
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C. Train On-Demand with Frequent Coaching
Don’t concede to one-and-done sales training that you forget.
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Online Courses
Video Modules
Download Tools
Sales Coaching
Live Group Q&A
Twice-Monthly
Strategic Advisory
One-on-One
As Needed
SOFTWARE SALES SCHOOL
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D. Train with the EXPERTS
Don’t compromise with trainers inexperienced in your field.
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B2B Software
Sales Training
Sales
TechnicalSales
Consulting
Marketing
Deployment
SOFTWARE SALES SCHOOL
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Train with Software Sales School--Become a B2B Software Sales Champion
REVENUE
SALES
TRAININGA. B2B SoftwareB. Full FunnelC. On-DemandD. Expert
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CLICK Above to Start Learning
Software Sales School Helps You Overcome the Unique Challenge of Selling Software to Business
Gregg NicholsFounder,Software Sales School