As an old playwright once said…
To Sell, or not to Sell: that is the question:
Whether ’tis nobler in the mind to suffer the slings and arrows of outrageous, less fortunate entrepreneurs, Or to take arms against that sea of tall poppies, and by opposing their methods make thy sales? To chase the sale: to automate thou sales methods; Yes; and by sales automation we end the heart-ache and the thousand natural shocks, that can arise from older traditional methods.
Selling software online always works the best when you don’t have to sell. Rather all you do is ‘Fill a need’ or ‘Solve a problem’. It should be transactional (automated where possible), not emotional. Transactional selling scales, emotional selling doesn’t.
If you have to ‘convince’ a company to buy your software, chances are you’re doing something wrong. The reason I say this is that the brand, messaging, product, website, documentation and value message should already have done the ‘selling’ to the customer. You should only need to ‘close the sale’ or make a ‘transaction’ depending on your model.
Where should your focus be in Development, Sales and Marketing? Here’s some points to think about as you start to focus your software business.