There are no magic formulas for selling to software stores. The recipe for success is the same as it is in many other industries.
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Many software stores expect stellar service from the companies they do business with. But service alone isn't enough. For B2B companies that sell to software stores, the steady execution of business fundamentals is just as important as your relationships with your customers.
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Your sales team is your most valuable sales asset. A first-rate sales strategy is ineffective if your sales team isn't prepared for the job at hand.
Most software stores appreciate the value of sales professionals who are informed and prepared. When a customer has a problem with an order, the sales rep is usually the first person they contact so it's imperative for your team to be trained in techniques for service after the sale.
Marketing -- or more specifically aggressive marketing -- directly impacts software store sales success. A combination of tight competition, multichannel approaches and emerging marketing technologies mean that you'll need to flawlessly execute your strategy to capture the attention of decision makers.
A large portion of your marketing efforts should focus on maximizing the number of leads that are funneled to your sales force. Lead lists are a legitimate and important resource in lead generation and can be purchased cost-effectively from Experian and other reliable third-party providers.
Why Should a Prospect Buy From You?
The best sales programs incorporate customer return on investment concerns into their sales strategies. This is especially important when selling to software stores because in this industry, budgets are extremely tight, and every dollar your customer invests has to lead to a financial payoff in their sales revenues and profits.
Given your interest in selling and in software stores, you might find these additional resources to be of interest.
If you have an existing software store, you are in the wrong spot. Try these useful resources:
If you are looking for advice on selling to a different company type, peruse our directory of sales guides below.