Software Sales Newsletter
by Geoffrey James
New Study Reveals Hidden Opportunities for Software Sales Reps
Last year's global economic downturn put the squeeze on IT spending. According to Forrester Research vice president John McCarthy, 2010 is likely to bring more of the same.
"The data shows no quick turnaround," McCarthy says. "It's going to be a tough year for service firms as clients increasingly ask them to justify the ROI for IT projects and provide more value for a lower price....read more.
Vendor Swap - Inside the Hosted CRM Switch
Thinking of switching a hosted CRM system? Find out how to avoid your competitors’ mistakes before making the change.
Register now for FREE access to Focus' 5 Steps for Switching Hosted CRM Vendors, plus the complete Focus Hosted CRM Buyer's Guide.
Thinking of switching a hosted CRM system? Find out how to avoid your competitors’ mistakes before making the change.Register now for FREE access to Focus' 5 Steps for Switching Hosted CRM Vendors, plus the complete Focus Hosted CRM Buyer's Guide.
Software Sales Outlook for 2010: Three Key Challenges and Solutions
Here are three key challenges that software sales reps will face in 2010 and advice for overcoming them.
Software portfolios will be downsized. Operating expenses are typically cut to the bone during downturns. As a result, software sales reps should expect a reduction in application portfolios. Realize that, in most cases, IT groups take this step in an attempt to recoup people and resources....read more.
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- Social Networking & Sales: Definitive Success Strategies for the Facebook Era
Move the Sale Forward with a Dynamite Demo
Use these tips to craft demos that engage and persuade:
Highlight the benefit. Most sales professionals think a software demonstration consists of trotting out as many features and functions as possible. This often leaves customers cold, because they can't see how features and functions connect to the business problems they face every day. Go for persuasion rather than information (much as you would with any good sales presentation). Make the customer's concerns your priority....read more.
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