How to Build a Proven Sales Process for Selling Software to Enterprises

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Tier I, II and III software vendors are coming under increased pressure to increase revenue in a market that is seeing spending cuts. Forrester Research is projecting only a 6% increase in IT sales in 2009. SaaS and cloud computing models are further delaying IT decisions. How do you sell enterprise software to a wide range of business titles and departments with varying and sometimes contradictory concerns and requirements?

The answer is: your sales process!

Businesses that are part of the tech industry, sell into the tech industry, or are considering branching into this field should join Razi Imam, Founder of Landslide Technologies and a seasoned veteran of enterprise software sales and sales management in this presentation to:

* Learn about the best practices of building a sales process,

* Apply these fundamentals and strategies to selling in the tech industry,

* Create a live sales process that will help you increase your sales volume, value and velocity in the tech industry, and

* Take away methods to apply these strategies to your own unique selling situation.

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  • Great presentation. It seems like most of this presentation focuses on how to develop and convert the leads. What about lead generation. In the enterprise software world, this is quite difficult. Might I suggest added a piece to your proven process like a VideoColdCall player. High-level prospects view these messages 90% of the time. This solves the biggest problem for many software developers- getting someone to look at their offering. http://videocoldcall.com
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How to Build a Proven Sales Process for Selling Software to Enterprises

  1. 1. Building A Proven Sales Process For Selling Enterprise Software
  2. 2. Today’s Webinar <ul><li>Why we need a sales process </li></ul><ul><li>The science of getting your sales process adopted </li></ul><ul><li>Elements of a good sales process </li></ul><ul><li>Best practices in building a sales process </li></ul><ul><li>Building a sales process for enterprise software sales </li></ul><ul><ul><li>Building sales process for selling SaaS applications </li></ul></ul><ul><ul><li>Building sales process for selling on-premise applications </li></ul></ul>
  3. 3. Before We Start Go to www.provenpath.com now to register! As a companion to ProvenPath, download our free sales process builder kit! Visit http:// www.mylandslide.com /content/builder
  4. 4. <ul><li>A Sales Process Brings Mass Production Capability </li></ul><ul><li>To </li></ul><ul><li>Sales Organizations </li></ul><ul><li>Delivering </li></ul><ul><li>Higher Volume of Deals </li></ul>Why do you need a sales process
  5. 5. V12 Group – A Sales Process Case Study <ul><li>In 10 months, they doubled the value of their pipeline and tripled the capacity of their individual salesperson </li></ul><ul><ul><li>March Pipeline - $24M – 277 opportunities – 23 salespeople </li></ul></ul><ul><ul><li>June Pipeline - $35M – 312 opportunities – 17 salespeople </li></ul></ul><ul><ul><li>October Pipeline - $50M – 295 opportunities – 14 salespeople </li></ul></ul><ul><li>108% increase in Pipeline from March to October with 39% less sales expense </li></ul><ul><li>96% increase in average deal size attributed to qualifying the right opportunities </li></ul>
  6. 6. Results – Sales Process leads to Sales Production Customers saw the following increase in sales volume, value and velocity
  7. 7. The science of getting your sales process adopted
  8. 8. The science of getting your sales process adopted
  9. 9. The science of getting your sales process adopted
  10. 10. The science of getting your sales process adopted
  11. 11. The science of getting your sales process adopted
  12. 12. Four Elements of a Sales Process <ul><li>1 – Four-tiered Selling Process </li></ul>© Landslide 2008. All Rights Reserved <ul><ul><li>Tier 1 - Developing an end-to-end sales cycle </li></ul></ul><ul><ul><li>Tier 2 – Identifying goals for each phase </li></ul></ul><ul><ul><li>Tier 3- Identifying activities to achieve each goal </li></ul></ul><ul><ul><li>Tier 4 – Identifying tools need to complete the activity </li></ul></ul>
  13. 13. <ul><li>2 - Sales Performance Tools - Research Tools, Conversation Tools, ROI Tools, Negotiation Tools, Competitive Assessment Tools </li></ul>© Landslide 2008. All Rights Reserved Four Elements of a Sales Process
  14. 14. <ul><li>3 – Buyer Management Tools – Know when the buyer is engaged and integrate the buying process in the selling process </li></ul>© Landslide 2008. All Rights Reserved Four Elements of a Sales Process
  15. 15. <ul><li>4 – Monitoring Tools </li></ul><ul><ul><li>Volume of deals flowing through the production line </li></ul></ul><ul><ul><li>Velocity of deal flow </li></ul></ul><ul><ul><li>Effectiveness of the sales tools </li></ul></ul><ul><ul><li>Effectiveness of salespeople </li></ul></ul>© Landslide 2008. All Rights Reserved Four Elements of a Sales Process
  16. 16. Best practices for building sales process <ul><li>Do not try to build the perfect sales process </li></ul><ul><li>Build different sales processes for direct sales versus channel sales </li></ul><ul><li>Have a clear understanding of the start of the sales cycle and the end of the sales cycle </li></ul><ul><li>Identify three or four “must have” activities for closing a deal </li></ul><ul><li>Be customer centric… Integrate buyer’s buying process in your selling process </li></ul><ul><li>Always define micro closes </li></ul><ul><li>Get feed back and improve the process </li></ul>
  17. 17. Let’s build a sales process for selling enterprise software <ul><li>Go to www.provenpath.com now to register! As a companion to ProvenPath, download our free sales process builder kit! Visit http:// www.mylandslide.com /content/builder </li></ul><ul><li>Building selling process for SaaS applications </li></ul><ul><li>Building selling process for on-premise applications </li></ul>
  18. 18. <ul><li>Customizable Sales Process by Industry, Sales Culture, Product and Mode </li></ul><ul><li>Identifies the best selling practices for your organization </li></ul><ul><li>Make process central to the everyday sales activities of your team </li></ul><ul><li>Selling and Conversation Tools </li></ul><ul><li>Monitoring and Research Tools </li></ul><ul><li>Buyer Management Tools </li></ul><ul><li>Outsource Data Entry to a Sales Assistant </li></ul><ul><li>Expert Guidance during the Sales Cycle </li></ul><ul><li>Pipeline Management Support </li></ul>Landslide Sales P3 System – Sales Production System
  19. 19. Landslide Industry Recognition <ul><ul><li>Gartner Group </li></ul></ul><ul><ul><ul><li>“ Magic Quadrant 2009 - Visionary Sector” </li></ul></ul></ul><ul><ul><ul><li>“ Magic Quadrant 2008 – Visionary Sector” </li></ul></ul></ul><ul><ul><ul><li>“ Magic Quadrant 2007 - Visionary Sector” </li></ul></ul></ul><ul><ul><ul><li>“ Cool Vendor of the Year 2007” </li></ul></ul></ul><ul><ul><li>Frost and Sullivan </li></ul></ul><ul><ul><ul><li>“ Innovation of the Year 2007” </li></ul></ul></ul><ul><ul><li>Small Business Technology Magazine </li></ul></ul><ul><ul><ul><li>“ Product of the Year 2007” </li></ul></ul></ul><ul><ul><li>CRM Magazine Award </li></ul></ul><ul><ul><ul><li>“ One to Watch 2008” </li></ul></ul></ul><ul><ul><ul><li>“ One to Watch 2007” </li></ul></ul></ul>
  20. 20. Thank You! <ul><li>Want to start building your own Sales Production System? Use ProvenPath , our free Sales Process Builder tool that helps you build your own comprehensive sales process </li></ul><ul><li>Go to www.provenpath.com now to register! As a companion to ProvenPath, download our free sales process builder kit! Visit http:// www.mylandslide.com /content/builder </li></ul><ul><li>Contact us: rig Phone: 1-866-450-8522 Email: [email_address] Web : www.landslide.com </li></ul><ul><li>Download Today’s Slides www.landslide.com/webinar </li></ul>

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