A good sales strategy is money in the bank. So for businesses that sell to business software businesses, strategic sales planning is a prerequisite for success.
(article continues below)
Your approach will vary according to your situation and your company's unique sales objectives. But in general, there are several things you will need to consider when devising a system for selling to business software businesses.
Marketing to Business Software Businesses
Marketing strategies for business software businesses are in a state of constant flux. Businesses that sell in this market have to be diligent about staying on top of trends, marketing channels and technologies. Although they aren't a one-size-fits-all solution, online marketing channels such as social media sites and email campaigns are rising to the fore.
In order to feed new business software business leads to your sales team, you will need to identify a process for generating high quality leads. One of the ways to perform consistent lead generation is to obtain updated lead lists. Vendors like Experian Business Services provide reasonably priced lead lists that can be sorted and filtered to your precise specifications.
Profitable returns begin with aggressive recruiting tactics. Your company can't afford to field sub-par sales reps.
Companies that sell to business software businesses should focus their attention on self-motivated candidates. At the same time, you need to make sure your sales hires are team players. Individuals who lack the ability to sell in a team environment will ultimately hamper your sales efforts, no matter how good they look on paper.
Role of Owners & Managers
Owners and managers play an active role in selling to business software businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.
By periodically accompanying your reps in the field, you can build relationships with the people you count on to close sales.
Given your interest in selling and in business software businesses, you might find these additional resources to be of interest.
If you have an existing business software business, you are in the wrong spot. These resources will come in handy:
If you hope to open a business software business, these resources should prove useful:
If you want sales tips for doing business in a different industry, peruse our alphabetical directory of sales guides below.