Some people are skeptical of the cost effectiveness of certain types of telemarketing especially in introducing Software Leads, and many B2B marketers feel it is most appropriate to dealings with existing prospects. But those who close their minds to wider opportunities risk missing out. Continue reading
The dramatic changes in the software business over the past few years have important implications for both users and producers of software products and services. Traditional product sales and license fees have declined, and product company revenues have shifted to services such as annual maintenance payments that entitle users to patches, minor upgrades, and often technical support. Continue reading
It shouldn’t be ironic for a software company to go beyond what a system tells them about human beings. I’d actually think it’d give technophobes the proverbial sock in the presumptive jaw. Imagine: a CRM company actually telling its users to use tried-and-true salesmanship practices instead of counting on a machine to do the job for them.
What really seals the deal for this approach, however, is that you actually practice what you preach. You look for more information on your sales leads beyond what your systems can learn about them.
No, it’s not ‘make them pay.’ It’s ‘let them pay.’ Because if you nobody ever noticed, all critics ever do is actually make claims that counter the claims of your marketers and lead generators. And like you, it takes a lot to maintain their position. Why not structure your lead generation strategy to let them pay that cost instead of silencing them?
Were you a dreamer when you tried to generate software leads for the first time? If you were, don’t be ashamed. Don’t feel bad either if you felt way in over your head.
On the other hand, don’t let the failure to nab some big name brands keep you from a goal. Just because you’ve only been managing to sell the small stuff doesn’t mean that you haven’t made a big change in your prospect organizations.