Comments on: How to Sell Enterprise Software http://www.singlefounder.com/2009/10/29/how-to-sell-enterprise-software/ Musings on software and startups from a single founder Tue, 31 Jan 2012 17:54:49 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Mike Taber http://www.singlefounder.com/2009/10/29/how-to-sell-enterprise-software/comment-page-1/#comment-2436 Mike Taber Fri, 15 Jul 2011 01:39:53 +0000 http://www.miketaber.net/?p=320#comment-2436 I have a few. Thinking back on this article, it's clear that this is merely a way of reducing your sales funnel intentionally while categorizing the people you are hopefully cultivating into customers. The underlying problem is that you need to keep after these people because Enterprise sales is such a relationship driven business. That takes time and effort. You only have so much time to allocate to acquiring new customers, so this is an effective way to figure out which ones are worth paying attention to. The problem is that it doesn't give any guidance on how to get people into the funnel in the first place, nor does it allow you time to follow up with customers after the sale has been closed. Most sales reps don't have to worry about either of those problems, as they have a supporting cast which identifies the leads and lets the rep classify them. I have a few. Thinking back on this article, it’s clear that this is merely a way of reducing your sales funnel intentionally while categorizing the people you are hopefully cultivating into customers. The underlying problem is that you need to keep after these people because Enterprise sales is such a relationship driven business. That takes time and effort.

You only have so much time to allocate to acquiring new customers, so this is an effective way to figure out which ones are worth paying attention to. The problem is that it doesn’t give any guidance on how to get people into the funnel in the first place, nor does it allow you time to follow up with customers after the sale has been closed.

Most sales reps don’t have to worry about either of those problems, as they have a supporting cast which identifies the leads and lets the rep classify them.

]]> By: Duncan Murtagh http://www.singlefounder.com/2009/10/29/how-to-sell-enterprise-software/comment-page-1/#comment-2435 Duncan Murtagh Thu, 14 Jul 2011 13:22:14 +0000 http://www.miketaber.net/?p=320#comment-2435 Hi Mike, any further thoughts on this nearly 2 years on? Duncan Hi Mike,

any further thoughts on this nearly 2 years on?

Duncan

]]> By: uberVU - social comments http://www.singlefounder.com/2009/10/29/how-to-sell-enterprise-software/comment-page-1/#comment-986 uberVU - social comments Sun, 01 Nov 2009 05:37:14 +0000 http://www.miketaber.net/?p=320#comment-986 <strong>Social comments and analytics for this post...</strong> This post was mentioned on Twitter by SingleFounder: Published an article on how to sell enterprise software - http://bit.ly/PR75k... Social comments and analytics for this post…

This post was mentioned on Twitter by SingleFounder: Published an article on how to sell enterprise software – http://bit.ly/PR75k...

]]> By: Tweets that mention How to Sell Enterprise Software | Mike Taber's Blog -- Topsy.com http://www.singlefounder.com/2009/10/29/how-to-sell-enterprise-software/comment-page-1/#comment-985 Tweets that mention How to Sell Enterprise Software | Mike Taber's Blog -- Topsy.com Fri, 30 Oct 2009 20:38:28 +0000 http://www.miketaber.net/?p=320#comment-985 [...] This post was mentioned on Twitter by Henry Ho, Mike Taber. Mike Taber said: Published an article on how to sell enterprise software - http://bit.ly/PR75k [...] [...] This post was mentioned on Twitter by Henry Ho, Mike Taber. Mike Taber said: Published an article on how to sell enterprise software – http://bit.ly/PR75k [...]

]]> By: visit http://www.singlefounder.com/2009/10/29/how-to-sell-enterprise-software/comment-page-1/#comment-984 visit Fri, 30 Oct 2009 19:54:29 +0000 http://www.miketaber.net/?p=320#comment-984 You are doing a wonderful thing here on the Internet. I wish you the very best. Kindest regards. You are doing a wonderful thing here on the Internet. I wish you the very best. Kindest regards.

]]> By: bizsugar.com http://www.singlefounder.com/2009/10/29/how-to-sell-enterprise-software/comment-page-1/#comment-980 bizsugar.com Thu, 29 Oct 2009 11:52:39 +0000 http://www.miketaber.net/?p=320#comment-980 <strong>How to Sell Enterprise Software...</strong> Selling software into the Enterprise space is a lot different than selling to small businesses because you typically need a sales rep to do it. Being successful requires that you follow good leads and ignore bad ones. This article explains a sales meth... How to Sell Enterprise Software…

Selling software into the Enterprise space is a lot different than selling to small businesses because you typically need a sales rep to do it. Being successful requires that you follow good leads and ignore bad ones. This article explains a sales meth…

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