Consultative Sales.“Selling portal as a gateway to the bussines.”
The Portal.
The
Business.
You guys. (The
portal vendor).
A hammer and a nail cost $1.10, and the hammer
costs one dollar more than the nail. How much
does the nail cost?
LET’S DO INCEPTION
THIS IS THE CTO’S OR A COO’S
MIND...
AND THIS IS
OURS…
SO, LETS PUT THE THINGS
STRAIGHT.
1. Not every company fits for
Liferay.
2. Liferay sells better if you reach
the business guy, not the IT
department.
3. You cannot sell portals if you
dont have a methodology
attached.
4. You cannot sell portals if
you dont bring an offering.
OK, BUT HOW IS THE WAY TO
MAKE A CONSULTATIVE SELL
FOR A PORTAL?
HAVE A SELL PROCESS TO
ESTIMATE THE LEADS. DON’T
WASTE ENERGY.
SELLING LIFERAY IS NOT A
TRANSACTIONAL SALES. IS
CONSULTATIVE.
KNOW THE
TOOL!
DO A
LIFERAY
LIVE DEMO.
DO NOT SALE WHAT YOU DO
NOT KNOW. TRAIN AND TRAIN
YOUR PEOPLE.
ASK, AND ASK AGAIN. BE A
FOOL. ASK WHAT THE
EMPLOYEES NEVER RISK TO.
KNOW THE BUSINESS
TCO
Thank You!
Juan Manuel CortésBDM Liferay LatAm.
[email protected]