The stupidest question I ever got in a job interview came from a CEO (who is not CEO anymore but that might be for other reasons) asking me: “So, who do you know, who can you call tomorrow and sell my product to?” Yeah,...
The Sales Process
Identify buying center and make contact
Identify target accounts in your territory and all buying influences. Contact the buying parties top-down. Arrange for meeting.
Present solution and proposition
Present your company and your solution incl. value proposition, business case, competitive advantages. Convince the prospect to move forward with evaluating your solution.
Manage evaluation and convince
Set realistic expectation and define evaluation criteria as much as possible. Guide prospect through the evaluation, make all required steps and success criteria transparent.
The ways software is sold also has changed with SaaS and cloud computing. As some guys, like Oracle's Larry Ellison for example, pointed out, delivering software as a (cloud) service has been around for quite some time. But now the difference is: SaaS or...
SaaS, often also referred to (in my opinion somewhat misleading) as Cloud Computing (which is more IaaS/PaaS related), means to provide a software application as an online service. Such services are accessed through the Internet (e.g. for groupware or email exchange) or sometimes through...