Help Prospects Forward In The Software Sales Cycle
I am normally asked to try out a couple of software products every week. Between writing this blog, marketing software for SoftwareCasa.com, consulting Software Publishers and running about 30 other marketing related websites you can understand that I am hesitant to download, install and run new software.
To say that the average B2B software buyer is in a similar situation - equally pressed for time is an understatement. So how do you help him forward through the sales cycle?
Competing With Price
I recently had a conversation with one of our partners, Craig Justice, Director of Worldwide Channel Sales at SmartDraw, about pricing strategies. Our partner doesn’t use price to compete with and I fully agree with this strategy. “We have a unique product; there’s no need for us to compete on price,”
Justice also added “Our target customer is the ‘business user’ — if the customer needs our easy to use graphics solution, they will purchase it. Price is rarely an issue in the purchase decision.”
Make A Quick Buck
The possibilities of increasing number of sales when lowering your prices are obvious, but what happens in the long run?