How to Sell Software to Businesses - Reaching Out

How to Sell Software to Businesses - Reaching Out
How to Sell Software to Businesses
Strategy Reaching Out Gathering Information Sales Process Generating Leads Meetings and Presentations Closing Deals How to Sell Software to Businesses
Finding Contacts Prospecting Cadence Organizational Movement Concentrated Prospecting Reaching Out
TWO OPTIONS FOR FINDING CONTACT DATA Purchasing Lists LinkedIn Outdated information Most up-to-date Purchase complete lists Searching one at a time Can sometimes get email Have to connect to get email Can be expensive Close to free
Connecting is the Biggest Challenge Prospects are extremely busy Prospects get sold to a lot Prospects get a lot of calls and emails Prospects are away from their desks Prospects rarely answer the phone
How many times should I call? How often? Cold Calling Cold Emailing Voicemail Strategy How many emails should I send? How often? How many voicemails should I leave? How often?
SEND EMAIL CALL DNLVM CALL LVM CALL DNLVM PAUSE CALL DNLVM Not Reaching Out Enough
Day 1 Day 2 - 7 Day 8 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM CALL LVM FOLLOW UP EMAIL PAUSE Day 9 - 14 Round 1 Week 1 Week 2 VALUE POINTS
Day 15 Day 16 - 21 Day 22 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM CALL LVM FOLLOW UP EMAIL PAUSE Day 23 - 28 Round 2 Week 3 Week 4 PAIN POINTS
Day 29 Day 30 - 35 Day 36 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM CALL LVM FOLLOW UP EMAIL PAUSE Day 37 - 42 Round 3 Week 5 Week 6 CUSTOMER EXAMPLE
Day 43 Day 44 - 49 Day 50 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM CALL LVM FOLLOW UP EMAIL PAUSE Day 51 Round 4 Week 7 Week 8 PRODUCT
SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 1 CALL LVM FOLLOW UP EMAIL PAUSE Week 2 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 3 CALL LVM FOLLOW UP EMAIL PAUSE Week 4 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 5 FOLLOW UP EMAIL CALL LVM PAUSE Week 6 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 7 CALL LVM FOLLOW UP EMAIL PAUSE Week 8 PRODUCT CUSTOMER EXAMPLE VALUE POINTS PAIN POINTS
SEND COLD EMAIL | COLD CALLS WITH DNLVM Week 1 COLD CALL | LVM | VM FOLLOW-UP EMAIL | PAUSE Week 2 SEND COLD EMAIL | COLD CALLS WITH DNLVM Week 3 COLD CALL | LVM | VM FOLLOW-UP EMAIL | PAUSE Week 4 SEND COLD EMAIL | COLD CALLS WITH DNLVM Week 5 COLD CALL | LVM | VM FOLLOW-UP EMAIL | PAUSE Week 6 SEND COLD EMAIL | COLD CALLS WITH DNLVM Week 7 COLD CALL | LVM | VM FOLLOW-UP EMAIL | PAUSE Week 8
Finding a Different Way In
Vertical Movement CXO (CIO, CFO, CEO, COO) VP of [department] (IT, HR, Finance, etc.) Director of [department] Manager of [department] User/front-line worker
Horizontal Movement CEO / Owner Marketing Sales Finance IT Operations HR
CEO HR VP of HR Director of HR HR Manager HR Specialist Finance CFO (Chief Financial Officer) VP of Finance Director of Finance Finance Manager Accountant Marketing CMO (Chief Marketing Officer) VP of Marketing Director of Marketing Marketing Manager, Marcomm Manager, Product Manager Sales VP of Sales Director of Sales Sales Manager Sales Rep, Account Manager IT CIO (Chief Information Officer) VP of IT Director of IT IT Manager Engineer Operations COO (Chief Operations Officer VP of Operations Director of Operations Operations Manager Engineer Organizational Movement
SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 1 Call LVM FOLLOW UP EMAIL PAUSE Week 2 Week 3 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Call LVM FOLLOW UP EMAIL PAUSE Week 4 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 5 FOLLOW UP EMAIL Call LVM PAUSE Week 6 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 7 Call LVM FOLLOW UP EMAIL PAUSE Week 8 ORGANIZATIONAL MOVEMENT
Focus on a concentrated list Mile Wide Mile Deep
Build Target Attack List
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Strategy Reaching Out Gathering Information Sales Process Generating Leads Meetings and Presentations Closing Deals How to Sell Software to Businesses
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