How to Sell Software to Businesses - Reaching Out
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This document provides guidance on how to sell software to businesses by focusing prospecting efforts. It recommends purchasing up-to-date contact lists from LinkedIn and building a target list of 50-100 accounts to contact consistently over 8 weeks using a mix of cold emails, calls, voicemails and follow up emails. It also suggests finding different contacts within prospects' organizations by moving vertically to higher levels or horizontally across departments. The prospecting cadence outlines weekly cycles with call, voicemail and email touchpoints to maintain presence without overwhelming prospects.
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How to Sell Software to Businesses - Reaching Out
- 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. Finding Contacts Prospecting Cadence Organizational Movement Concentrated Prospecting Reaching Out
- 4. TWO OPTIONS FOR FINDING CONTACT DATA Purchasing Lists LinkedIn Outdated information Most up-to-date Purchase complete lists Searching one at a time Can sometimes get email Have to connect to get email Can be expensive Close to free
- 6. Finding Contacts Prospecting Cadence Organizational Movement Concentrated Prospecting Reaching Out
- 7. Connecting is the Biggest Challenge Prospects are extremely busy Prospects get sold to a lot Prospects get a lot of calls and emails Prospects are away from their desks Prospects rarely answer the phone
- 8. How many times should I call? How often? Cold Calling Cold Emailing Voicemail Strategy How many emails should I send? How often? How many voicemails should I leave? How often?
- 11. Day 1 Day 2 - 7 Day 8 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM CALL LVM FOLLOW UP EMAIL PAUSE Day 9 - 14 Round 1 Week 1 Week 2 VALUE POINTS
- 12. Day 15 Day 16 - 21 Day 22 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM CALL LVM FOLLOW UP EMAIL PAUSE Day 23 - 28 Round 2 Week 3 Week 4 PAIN POINTS
- 13. Day 29 Day 30 - 35 Day 36 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM CALL LVM FOLLOW UP EMAIL PAUSE Day 37 - 42 Round 3 Week 5 Week 6 CUSTOMER EXAMPLE
- 14. Day 43 Day 44 - 49 Day 50 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM CALL LVM FOLLOW UP EMAIL PAUSE Day 51 Round 4 Week 7 Week 8 PRODUCT
- 15. 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
- 16. SEND COLD EMAIL | COLD CALLS WITH DNLVM Week 1 COLD CALL | LVM | VM FOLLOW-UP EMAIL | PAUSE Week 2 SEND COLD EMAIL | COLD CALLS WITH DNLVM Week 3 COLD CALL | LVM | VM FOLLOW-UP EMAIL | PAUSE Week 4 SEND COLD EMAIL | COLD CALLS WITH DNLVM Week 5 COLD CALL | LVM | VM FOLLOW-UP EMAIL | PAUSE Week 6 SEND COLD EMAIL | COLD CALLS WITH DNLVM Week 7 COLD CALL | LVM | VM FOLLOW-UP EMAIL | PAUSE Week 8
- 18. Finding Contacts Prospecting Cadence Organizational Movement Concentrated Prospecting Reaching Out
- 19. Finding a Different Way In
- 20. Vertical Movement CXO (CIO, CFO, CEO, COO) VP of [department] (IT, HR, Finance, etc.) Director of [department] Manager of [department] User/front-line worker
- 21. Horizontal Movement CEO / Owner Marketing Sales Finance IT Operations HR
- 22. CEO HR VP of HR Director of HR HR Manager HR Specialist Finance CFO (Chief Financial Officer) VP of Finance Director of Finance Finance Manager Accountant Marketing CMO (Chief Marketing Officer) VP of Marketing Director of Marketing Marketing Manager, Marcomm Manager, Product Manager Sales VP of Sales Director of Sales Sales Manager Sales Rep, Account Manager IT CIO (Chief Information Officer) VP of IT Director of IT IT Manager Engineer Operations COO (Chief Operations Officer VP of Operations Director of Operations Operations Manager Engineer Organizational Movement
- 23. SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 1 Call LVM FOLLOW UP EMAIL PAUSE Week 2 Week 3 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM 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 ORGANIZATIONAL MOVEMENT
- 24. Finding Contacts Prospecting Cadence Organizational Movement Concentrated Prospecting Reaching Out
- 25. Focus on a concentrated list Mile Wide Mile Deep
- 26. Build Target Attack List
- 27. SPECIAL OFFER JUMPSTART PACKAGE SalesScripter PRO (3 months)……………………..…$297 Sales message brainstorming (2 hours)……………..$299 LinkedIn searching/email guessing (50 hours)…....$1,099 Total...…………………………………………....…….$1,695 PROMOTIONAL PRICE $1,195 DISCOUNT $500 Limited time offer
- 28. Strategy Reaching Out Gathering Information Sales Process Generating Leads Meetings and Presentations Closing Deals How to Sell Software to Businesses