How to Win the Software Bake-Off
The “Cupcake Wars” TV show pits four bakers in a head-to-head contest for a client event. What do cupcakes have to do with your IT sales and marketing? Everything.
The “Cupcake Wars” TV show pits four bakers in a head-to-head contest for a client event. What do cupcakes have to do with your IT sales and marketing? Everything.
Industry observers and experts share their opinions on what software companies' game-changing moves from 2011 that will have the most impact in 2012.
A sales team has learned that three prospects are in immediate need of tools for a critical building project. It’s been some time since such an opportunity has been available, and the sales team springs into action with three different strategies.
How can startups deal with prospects who wonder: “What happens if the provider is acquired, goes out of business or can’t scale to support our needs?”
Sales still remains challenged to add value during the sales process, and prove the value of proposed solutions to ever more empowered, skeptical and frugal executives, this according to a significant study by Blue-Sky, a UK sales performance consultancy. The new independent survey of 212 sales executives worldwide uncovered significant sales challenges.