Date: Thursday, December 15, 2016
Time: 10 AM PT / 1 PM ET
There is no doubt the internet has transformed the way ERP software customers buy ERP software. The complexity and cost of implementing a new ERP software system strikes fear in every buyer. Buyers use search engines to find the necessary information to assist them through this extremely difficult transition. Sellers no longer control the information buyers see.
Here are 6 steps you can take to differentiate your ERP software sales process:
- Define your buyer's journey.
- Develop a sales process that supports your buyer through the journey.
- Identify which stage of the buyers journey the prospect is in and set goals for each call with the intention of moving the buyer down the buyers funnel.
- Help buyers to frame their goal or challenge and define your outreach strategy.
- Use your expert credibility to assess how you can help the buyer more efficiently than the prospect can on their own.
- Serve as the translator between the generic information available online and the unique needs of the ERP software buyer.
