Expert opinions on where large enterprises, midsize, and small companies will focus their IT spending on software, cloud and mobile solutions in 2012 along with insights on the biggest potential spending mistakes IT buyers will make.
Achieving software sales success in 2012 will require evolving or implementing new strategies to help buyers navigate tough budget waters.
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.
In a recent group discussion about diagnostic assessments and economic justification tools, everyone agreed that they were vital for today's frugalnomics-afflicted environment. Buyers are forced to do more with less and are reluctant to invest in change. Maintaining the status quo is the easiest route for buyers, unless you, the vendor as trusted advisor, show them that there is a cost of doing nothing.
With the financial executive wielding so much approval power, savvy marketers and sales professionals must understand how CFOs view technology investment decisions, directly influencing, or empowering the champion with the right content to connect, engage and sell these economic-focused gatekeepers. This can help solution providers facilitate the buyer's journey and an ever more complex economic approval process.