How Do I Succeed in Enterprise Software Sales?
From showing how you can streamline customer processes to gaining superfans of your product, here are eight answers to the question, “What are useful tips for someone looking to sell enterprise software?”
- Focus on the Benefits
- Be Open to Adjustments
- Showcase Free Premium Service
- Know Your Numbers
- Customize Enterprise Software for More Sales
- Understand the Pain Points and Unique Needs
- Make Sure the Software is Actually Useful
- You Always Need a Champion
Focus on the Benefits
Although the technology you’re selling is modern, your sales technique should be traditional. When selling enterprise software, you don’t want to be too pushy, aggressive, or flashy.
You need to focus on the benefits of your software rather than on the bells and whistles to impress your customers. Instead, you need to focus on the benefits of your software and how it can help your customers’ businesses.
Show them how your software can streamline their processes, save them time, or help them save money. When you focus on the benefits of your software, you won’t have to worry about being too pushy or aggressive because you’ll already have your customers’ attention.
Be Open to Adjustments
Work with customers and clients to make your software everything that they need it to be. Rather than simply acting as a seller and a buyer, consider your relationships with your customers as something more of a partnership.
Ask for feedback and reward your users for reaching out and offering their opinions on how your software could better serve their needs. Use that information actively to improve your product through new features and updates.
This will leave you with more satisfied customers and will also show them you’re actively looking to give them the best possible value for their investment. This sort of long-term connection will provide value to your product and your business beyond any initial transaction.
Showcase Free Premium Service
Selling enterprise software is an in-depth process that requires a keen understanding of the customer’s needs and an ability to guide them through the best purchasing decisions. One tip for success that many sellers find invaluable is offering a free premium service to decision-makers.
This helps to show the potential of the software and build rapport with those making the purchase. Buyers are much more likely to invest in the software they have tested firsthand and seen a simple demonstration of its functions and capabilities. Offer a free service as part of your sales strategy to position yourself as an authoritative figure in selling enterprise software.
Know Your Numbers
Now more than ever, it’s important to know and have examples of the value (potential ROI) you can bring to the table. Every single piece of value your solution/service can provide will be crucial in 2023.
Most enterprise-level purchases will go through the CFO and must be justified to a higher extent than in previous years. You need to workshop this internally and get all of your value points mapped out. Be prepared to speak to each of them.
Then, early in your discovery process with each prospect, dig for the painful stuff that your solution/service can help with. Don’t leave any value on the table when it comes time to ask for the business and close the sale.
Customize Enterprise Software for More Sales
Enterprise software sales can be a lucrative venture, but it requires a more strategic approach than simply offering off-the-shelf products and services. If you’re looking to sell enterprise software, the most important tip to keep in mind is that your solutions need to be tailored toward the needs of large businesses and organizations.
To maximize success, take some time upfront to truly understand the specific requirements of your target market so that you can customize your solutions for their particular use cases or challenges.
Understand the Pain Points and Unique Needs
One tip for someone looking to sell enterprise software is to understand each customer’s unique needs and pain points. Enterprise software sales can be complex and competitive. Success often depends on your ability to build strong relationships with potential customers and deliver tailored solutions that meet their specific needs.
To understand the customer’s business, consider taking the time to research their industry, market trends, and competition and to understand their existing processes and systems.
It’s essential to build strong relationships with customers and stakeholders and to be a trusted advisor who can help them navigate the complex world of enterprise software and can effectively articulate the value of your software in a way that resonates with your target audience.
Make Sure the Software is Actually Useful
As someone who used to work for a marketing agency, I have experience working in enterprise software accounts. A trend that I noticed was that a lot of these software companies created solutions to problems that didn’t need to be solved. Not that this enterprise software wasn’t interesting, but they seemed more like show-and-tell projects for VC funding than sustainable entities.
You Always Need a Champion
When selling to SMBs or mid-market, you just need to convince the decision maker. Buying decisions are relatively simple, and the main gatekeeper is the primary aim. In enterprise sales, however, buying decisions are a political issue and require a multi-pronged approach.
Champions are internal advocates for your solution. They are the superfans of your product who will evangelize on your behalf. Champions are essential in enterprise sales, as you will need allies to win the deal. Merely impressing the decision-maker isn’t enough. When the organization considers competitors, your champion will steer them away.
When they discuss concerns or objections, your champion defends you. The support of a champion is invaluable to enterprise-level players, and the top enterprise reps are those who can radicalize internal advocates of their solution.
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