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?
A couple of great resources
If I would read everything I wanted to there would be no time to work (maybe not such a bad idea). But the last few days I came across a couple of resources in different areas that’s definitely worth a few minutes of surfing time.
Making the BIG Sales
Ever wondered how to go after bigger fish?
Katie Lewis is a Corporate Account Representative for one of our partners, TechSmith. I asked her to share a few tips and tricks when selling larger volume licenses. I found the answers she gave me were so insightful I felt I had to share them with you.
So Katie, the floor is yours.
“I love you…”
My wife is somewhat upset with me. Why, you might ask. Thinking about St. Valentine’s Day it struck me that I have more than one love affair in my life right now.
Microsoft Vista Marketing Campaign
Microsoft’s new operating system Vista was launched last week. According to an article in Advertising Age Microsoft is going to inject US$ 500 million in marketing in 20 countries. This amounts to a whopping 6.6 billion impressions over the coming year. This makes it one of the largest Software Marketing campaigns in history.
Google Website Optimizer Beta Tester
SoftwareCasa/Software Marketing Secrets has been chosen as a Beta tester for Google Website Optimizer.
We have always been fanatical testers and during the fall of 2006 SoftwareCasa performed around 14 split tests of landing/ software product pages that increased conversion rates substantially.
Software Marketing Directory
Just started uploading the Software Marketing Directory with resources for every Software Marketer.
If time allows I will upload many more resources over the next few days.
If you have any suggestions of resources that should be included, don’t hesitate to post a suggestion here.
Promotion Plans 2007?
December is a busy season for many of us, but if you have a chance you should really spend some time planning your promotional calendar for 2007.
Based on an Excel template I have created a Promotional Calendar for 2007 where you can tie in your promotions to holidays.
Other than the holidays you can tie in promotions to News, Trends, Entertainment/Movie news, Product launches (Vista!), Industry news and other related happenings.
Download the Free 2007 Promotion Plan Here
(Left-click on the link above to open the MS Excel Promotion Plan)
PS. If you download the Promotion Plan, please make a comment if you find it useful or want to add something.
About Software Marketing Secrets Blog
Hello and welcome to the Software Marketing Secrets Blog.
Here you will find articles, tests, discussions, notices all related to software marketing.