Selling Software To Large Businesses
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Selling Software To Large Businesses
1–10 of 57 posts
Re: Selling Software To Large Businesses
#2great read. i enjoyed the specifics of how you beat out the big player
Re: Selling Software To Large Businesses
#3patio11: I was driving to work a few weeks ago, and heard a 'public service reminder' on the military radio station that broadcasts from the base in Vicenza: "try and remember appointments because missed appointments cost the army N zillion dollars a year" or something like that. There's the ultimate enterprise customer for you to land!
Also, I had a look at AR's home page, and was surprised by how much text there is. I have to assume that you've tested that and it works.
Re: Selling Software To Large Businesses
#4This is really a nice writeup.
Good ideas, my only fear is not remembering this case when the need arrives.
Re: Selling Software To Large Businesses
#5patio11: I was driving to work a few weeks ago, and heard a 'public service reminder' on the military radio station that broadcasts from the base in Vicenza: "try and remember appointments because missed appointments cost the army N zillion dollars a year" or something like that. There's the ultimate enterprise customer for you to land! Also, I had a look at AR's home page, and was surprised by how much text there is…
One school of thought: tons of text is reassuring to readers who notice the presence but ignore the contents
Re: Selling Software To Large Businesses
#6Second hand re-hashing of other people's experience is the best.
Seriously though, Patrick, you take an isolated episode and then extrapolate it into an assertive definitive business "theory". This is the good old armchair athletics. You appear to routinely do this and I personally find it seriously off-putting.
Re: Selling Software To Large Businesses
#7I hadn't heard the concept of "suggested CCing to the internal team" before. How do you phrase this? Are you asking them to forward your email on, or to CC others on their reply to you?
Re: Selling Software To Large Businesses
#8Second hand re-hashing of other people's experience is the best. Seriously though, Patrick, you take an isolated episode and then extrapolate it into an assertive definitive business "theory". This is the good old armchair athletics. You appear to routinely do this and I personally find it seriously off-putting.
Often the best people to learn something from are not the people with decades of experience, they are the people who have only recently learned the thing themselves. They tend to have a much better feeling for the ideas which newcomers may not understand at all but are so obvious to experts that they wouldn't even think to mention them.
I've been learning about sales over the past six months and I've found that the best teachers are people who used to be engineers (like myself) but now do sales. They understand how my brain works.
Patrick's advice in this article may not have been "new", but I found it fantastically useful.
Re: Selling Software To Large Businesses
#9I didn't see this in there but support and maintenance is a great recurring spend. For enterprise software this can be 20% of the purchase price, if you give a discount on the software (this can give the purchasing folks a win to take to their boss) you can often get the S&M at full undiscounted price. Get enough of these deals and making payroll every month gets a lot easier.
Re: Selling Software To Large Businesses
#10Such articles are really motivational for solopreneurs - to know that even as a one-man company you still can land a major enterprise customer.