For marked growth to occur in the technology industry, you must capitalize on the moment.
In the world of selling B2B technology, there’s a tendency to think that if the product is good enough, innovative enough and feature-rich enough, it will sell itself.
However, this line of thinking completely ignores how enterprise businesses actually make purchasing decisions. In large organizations, decision-making is often a drawn-out, painful process incorporating a number of people from various departments.
Consider the following five questions to determine if your software sales team has the infrastructure and resources needed to guide enterprises through long sales cycles:
1. Do you have enough sales reps to handle the internal sales process?
Most software sales teams function in a resource-strapped environment that is lacking in headcount. This is a huge barrier to achieving revenue goals. Your team needs to collaborate to ensure each stakeholder involved in the purchasing decision is bought in.
2. Do you 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.
3. Do you know exactly what level of activity will 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 don’t know how to build a CRM database that is full of fresh contacts.
4. Does your team have a strategy for the proper engagement throughout a long software sales cycle?
The software sales cycle for an enterprise consensus team is typically between six and nine 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?
5. Do you 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 seller, 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.
Some sales reps function better in different stages of the sales cycle, and are more apt to achieve certain team goals and objectives based on personality type and skill level. It’s important to understand the differences and metrics in a proven way to learn where and why your sales reps are thriving or not.
Get The Sales Guidance Your Team Needs
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 to support a long sales cycle and connect with the right people within an enterprise who influence decisions.
Partnering with seasoned outsourced sales experts helps you to avoid obstacles in the way of selling your new software products while the technology is still relevant.
When you outsource to a sales partner, you avoid the increased overhead and administrative costs associated with simply hiring more internal sales staff. At the same time, your outsourced team is robust, aligned in strategy and tactics, and consistent at the onset so there’s zero ramp-up time. Saving this kind of money and time is a critical part of your software company’s journey to increasing yearly revenues.
Ready to read a real-life example of how outsourcing to a sales expert helped a global manufacturer of software accelerate growth?