We diagonose sales problems and sales opportunity, helping to tune your sales engine, helping to scale sales by removing the problems, deflection and confusion, focusing sales processes that enable consistent long term sales growth
As B2B Software Sales Strategy Specialists we don't do anything else, you get undiluted expertise
We quickly identify the ROOT cause of sales problems and deliver a sales strategy that will compress your sales process. Make it more robust and more controllable
"Gaining Software Sales Advantage"
You’ve got excellent software technology that makes a positive difference for your users. But you are not achieving the level of sales you believe you should. That hurts! We know because we have been there! However, what do you do?
If you knew the answer to increasing your software sales, then you would have already done it. If your sales management knew, it would not be an issue, as they would already be doing it.
Sometimes we need to stop and lift our heads to see the changes that have happened in society and the way that businesses interact. Not least of these changes is the exponential rate of change that now affects the software sellers. Both vendors and resellers. Despite a growing worldwide market for software solutions much of that demand is currently dominated by a few software companies. Just over 40% of the enterprise software market is owned by just four companies Microsoft, IBM, SAP & Oracle.
We have witnessed in the past 25 years a massive change in the way software is sold. The greatest change has happened in just the past five years. Future Agenda who explore the key issues facing businesses and society over the next decade reported in their 2025 study that 72% of customers prefer to self-service. Their report also identified that 85% of customer relationships will have no human interaction in 2020.
However, higher value software sales automation can only go so far. Despite the increasing role of digital marketing in the sales process and the compressed human-to-human process, salespeople still play a critical role. It's difficult to imagine that large corporates will be willing to spend time and money without some human interaction.
These recent changes provide software companies that are willing to adapt, the opportunity to build brand and increase their competitive advantage. In an increasingly digital marketing engagement process, consumers will increasingly prefer those brands that offer a more satisfactory emotional engagement and satisfying human-to-human sales process.
The way companies buy software has undergone massive change. What once worked in the past is not now as effective. What was “good enough” in the past is probably no longer “good enough”. Winning deals is tougher. Much tougher.
The bar of competition has risen. There are no prizes in sales for second place. It's first place, or you are nowhere. Your sales process needs to engage and build a deeper sense of emotional connection with consumers. We identify and then implement the changes that needed in your sales operations so can compete more effectively in selling technology in the modern digital world.