The amount of new enterprise software hitting the market every day is growing at an astronomical rate when projected over the next 10 years. Meanwhile, industry statistics show job losses of a quarter million people overall. Yet, business leaders want to double revenues. So what does this mean in the short-term for enterprise software sales competition? Companies in US, European and Asian markets are competing for a piece of the same pie so if you want to survive, your organization must think and execute as a single, organic growth entity. Especially, considering the global economy is in full effect, in today’s highly advanced technological times. Local software sales are undoubtedly at the forefront of clashing with global competition so to stay in business, some leaders are turning to marketing and sales effectiveness plans more and exploring out of the box thinking for organic growth.
Changing the sales game for your enterprise software business requires critical thinking to navigate the competitive sales environment. Asking the right questions allows the right answers to manifest in your real world. Check out what’s on the minds of these 300 enterprise software executives.
Number one on the minds of 76% of the 300 executive business leaders we surveyed from January through May of 2013 , “is it going to be a bull market or a bear market in domestic and global arenas”? Equally interesting, 76% also asked “How do I sell more of my services and products together”?
Number two on the minds of 68% of the 300 executive business leaders is, “how do I get my sales people to be more productive and close more deals”?
Number three on the minds of 63% of the 300 business leaders we surveyed is, “how do we build a stronger presence with my target audience”?
Tied for number three is, “how do I identify my target audience better”? Not surprisingly, 61% asked “how do we solve our CRM issues so we can sell more effectively”?
If you are a business leader who finds yourself pondering the questions above then don’t stop here, keep on going and ask, who are you selling to exactly and how do you get “quality brain time” from these people periodically so that your best closers can introduce, build a business case, follow-up and ultimately close business?
One thing for sure is that whether you’re selling ERP software, SAP software, specialized versions of accounting & finance, production, work flow, manufacturing, scheduling or even software to help seat people in restaurants, you won’t keep your job unless you meet the exact people in the companies you want to sell and close business with.
What process do you use to go to market in an aligned manner that mirrors your strategy and has operational effectiveness so that your marketing and sales efforts both deliver the projected results?
How do you feel answering the questions posed so far? Asking the right high level questions is one thing and providing the best answers is completely another thing.
Stop asking questions and provide answers to double your enterprise software sales. Don’t say, what are the answers, you’re a business leader, provide answers. Use the RENAISSANCE Methodology to grow your business and beat the challenges better and faster than your competition. Learn more here. This methodology will allow you to align your organic growth strategy and enable your people to deliver the objectives you set forth.
Working hand in hand, we will focus on excellence in customer experience and allow Modes to Market Analysis to identify your actual buyers and key players more accurately so that you understand the precise touch points where contact can be established and business closed.
Re-engineer: Conscious and deliberate strategy must be prepared in-congruence with your operational capability so that “your army marches to the beat of the same drum”.
Energize: People make things happen, so without the buy-in and support of the organization, success is but a mirage, thus, the theory of constraints is vital to the short and long-term success, because “unless your army is excited to go to war, the war will be lost”.
Nominate: You are a leader and great leaders have leaders under them, so the people must have champions to follow in the groups because “victories come from great field Generals and their best troops who overcome adversity during the heat of the battle”.
Apply Integrated Shared (Selling) Services: The concept that “cash is king” makes sense and is more effective when the concept that “capacity is queen” is realized too, because “ your army can only shoot so many bullets in a work day so make certain they aim carefully first”.
Accelerate: Taking the X’s & O’s from the drawing board and manifesting results in the real world better than competition means speed is required because the longer it takes to implement, the more likely morale decreases and failure increases, so “when leading your army to battle, get in and strike effectively and get out so you can win more battles”.
Negate: Inevitably every strategy has its obstacles and every tactic at the front-line encounters barriers and resistance so it is crucial going in to the objectives that mental preparation and physical stamina are strong and resilient, because “in the face of battle anxiety and adversity, innovation can emerge along with best practices for your art of war”.
Communicate: The number one complaint from top to bottom in most organizations is that people do not get proper or timely information, meaning the key to success requires vertical integration communication processes from the top of the organization to the bottom and right on through to direct feedback from the customers, which is vital to survival for any army, thus, “cutting the lines of communication for the enemy is apart of military science”.
Execute: Great plans poorly executed are not as valuable as decent plans executed well. No matter what the objective, it is no good unless it includes the “plan – do – review” for continuous improvement. Human nature dictates that people stick to what they know and avoid change despite the fact that change is the only constant in life; “an army that can not execute the leaders commands is no more than a group of over paid court jesters and their leader is sure to fall”.
Don’t loose your leadership role and fall on the battlefield as another casualty of war. Bring RENAISSANCE to your marketing and sales organization to empower the organic growth engine that exists inside your business. Unharnessing the organizational power is in the hands of the leader and without a commitment to a long term integrated plan, the business will flounder.
Stop trying to answer questions by yourself and instead use internal and outside expertise to provide the solution for doubling revenue growth. This solution must align and integrate your strategy with your people so that you get in front of your buyers more often than the competition.
You do want your best revenue and profit margin to happen this year, right?