What tools and techniques do you use to sell software? Some specific questions:
* Is most contact over phone or email?
* Do pre-recorded screencasts feature heavily? Are these personalized to the lead?
* How do you track how effective outreach was?
80% of our leads come from Facebook Ads. Typically they view the ad, click the link, request a quote, and then at that point we setup a phone call to discuss the software. We have some automated emails around this process as well and a link to our pre-recorded demo. I would say besides name of the organizations and some info we collect about their operation they are not heavily personalized. We use HubSpot to track the process.