Dispelling The Myth Of Selling B2B Technology
This line of thinking completely ignores how enterprise businesses make purchasing decisions. In large organizations, decision-making is often a drawn-out, painful process incorporating a number of people from various departments.
In this consensus decision-making environment, here’s how SaaS products do get sold.
For your software sales team to have the infrastructure and resources needed to guide enterprises through long sales cycles, you must ensure these five pieces of the process are addressed:
You must have enough sales reps to handle the prospect’s internal sales process.
Most software sales teams function in a resource-strapped environment that is lacking in headcount, which is a huge barrier to achieving revenue goals.
You must have enough sales reps out in the field to match the volume of your appointments.
Again, keep in mind that when selling B2B technology to large organizations, your field reps are going to dedicate much more time to each individual company. A handful of salespeople in the field simply can’t meet the demands of the enterprise purchasing process.
You need to know exactly what level of activity and phone calls is going to result in the number of closed deals you’re striving for month after month.
A lot of software companies underestimate the number of leads they need, and have no idea how to build a CRM database that is full of fresh contacts.
Your team must have a strategy for the proper engagement of what is a long software sales cycle.
The software sales cycle for an enterprise consensus team can range from six to twelve months, and possibly longer if they are considering switching from a legacy product that hasn’t necessarily underserved their needs. Do you have sales strategies to handle this type of engagement?
You should know how to analyze metrics to evaluate your sales team and highlight strengths.
Why have someone closing deals that doesn’t really have the DNA of a sales closer, but does have the DNA of an appointment-setter or cross-channel seller? You need access to the right analytics that reveal this critical information about your sales team.
Whether you’re selling B2B technology that’s easy to use, quick to implement or features innovative elements, these benefits alone do not sell your software to large companies. You need a robust team that understands how to work together with your sales closers to support a long sales cycle and connect with the right people within an enterprise who influence decisions.
Ready to learn more strategies for selling B2B technology?