Software & Services Sales HPL

Software & Services Sales Hans-Peter Libert

Introduction and Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Introduction and Agenda (2) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Presenter’s background ,[object Object],[object Object],[object Object],[object Object],[object Object]

Expectations ,[object Object],[object Object],[object Object],[object Object]

What is sales? ,[object Object],[object Object],[object Object],[object Object],[object Object]

What is essential? ,[object Object],[object Object],[object Object],[object Object],[object Object]

Influencing factors ,[object Object],[object Object],[object Object],[object Object]

Benefits and features ,[object Object],[object Object],[object Object]

The sales cycle ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The sales cycle (continued) ,[object Object],[object Object],[object Object]

Effectiveness versus efficiency ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Practical concepts ,[object Object],[object Object],[object Object],[object Object],[object Object]

Practical concepts (continued) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

S.W.O.T. analysis ,[object Object],[object Object],[object Object],[object Object],[object Object]

S.W.O.T. analysis (example) STRENGTHS WEAKNESSES OPPORTUNITIES THREATS 1. High quality, university educated, software engineers 1. Poor (business)analytical skills of team members 1. Offer technical programming skills at very competitive prices 1. Foreign software houses set up own subsidiaries and take over our business 2. Very competitive price offerings, up to 50% less to alternatives 2. Lack of marketing/sales function 2. Offer trial projects at minimal cost 2. Personnel migration to foreign companies 3. Broad technologies know-how 3. Limited fluency in English language 3. Offer differentiated prices depending on volume commitment 3. Other companies from (development) nations offer a better proposition 4. Short travel distance from west-European countries 4. Lack of understanding the needs of EU based software houses 4Work together (merge with?) foreign partner

Is your web-site a jewel? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Where to go from here? ,[object Object],[object Object],[object Object],[object Object],[object Object]

Q&A ,[object Object],[object Object],[object Object],[object Object],[object Object]

Final words ,[object Object],[object Object],[object Object],[object Object],[object Object]

Software & Services Sales HPL

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