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How to Sell Software to Businesses - Part V: Generating Leads

How to Sell Software to Businesses - Part V: Generating Leads

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How to Sell Software to Businesses
Strategy
Reaching Out
Gathering Information
Sales Process
Generating Leads
Meetings and Presentations
Closing Deals
How to Sell Software
to Businesses
Getting Your Foot-in-the-Door
Finding Opportunities
Building Interest
Generating Leads
Use a Multi-Touch Approach
Email
Phone
Voicemail
Social media
Direct mail
Cold walking
Networking
Search engine optimization
Content marketing
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

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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
  • 9. Getting Your Foot-in-the-Door Finding Opportunities Building Interest Generating Leads
  • 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
  • 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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