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It is six figure B2B sales with a long sales cycle. It requires spin selling, the way it is described in Major account sales strategy. We should meet each cust
by throwawayhacker 16y ago
It is six figure B2B sales with a long sales cycle. It requires spin selling, the way it is described in Major account sales strategy.
We should meet each customer in their premises, show an attractive demo, possibly make an early adopter sale.
- teyc 16y agoI have heard of sales being done on the back of screenshots on Powerpoint, and a few front screens spruced up. What is the worst thing that can happen if the software isn't as polished as you imagined? Do you think they'll invite you back to show them progress? The worst (and the best) thing that can happen is that they tell you it is not what they had in mind. I've got myself out of a lot of strife by showing photoshop prototypes first. You don't have to lie about it, but explain that the brains behind the software is done, but the front is being configured for their industry, and this is an early prototype. It also gives you an opportunity to find out about their purchasing process, how the item is going to get budgeted etc.