Went through 60+ Phone/In-person Job Interviews. 6+ years in Technology Sales and Business Development. Sales Experience @ Fortune 500 Tech Company, Series B Startup, and "Unicorn" Tech Company in the Bay Area. Focus on new-new logo acquisition and sales development outreach.
Having sold enterprise software for about 6+ years with various tech companies, I have experience selling to various lines of businesses (finance, marketing, product, etc.) A consistent theme across the many software modules that I have sold is that most modern software include high-level analytics tailored specifically to that LOB.
Business owners often times already have access to high-level analytics for their website/digital marketing tactics and won't see the value of your solution unless there is something really special about your solution for his/her direct job role. The question(s) you need to be asking yourself is:
- Are you targeting the right audience/industry to sell your solution to? Who is your ideal buyer? Which verticals have you been historically successful selling into?
- How is your solution supposed to help the business owner achieve the ROI that they specifically care about? Do you have related customers to your target audience that have already experienced that specific ROI in which you can reference?
- If budgets are locked down, are they just throwing that out as an objection? If you've been able to prove out the value numerically through your analytics in a compelling business case to the business owner (to the point where you can tie an ROI improvement to boosting their top or bottom line), the budget objection should be taken care of unless your pricing is way above the "market rate" to the point where ROI doesn't matter because the "I" is way too costly.
Happy to jump on a call to discuss how you can prove out ROI for your specific use case.
I've worked with many CMOs, Marketing Managers, Sales Directors, etc. selling enterprise software with or to these personas.
The main topics that these folks will be interested in will be lead generation, revenue generation, team enablement, thought leadership, among others. For whichever topic you end up choosing, be sure to communicate ROI (return on investment) tailored to your audience.
The types of people listed above that you want to dedicate your videos to are EXTREMELY numbers-focused and ROI-driven. If you can educate them through short form videos on how your videos can help them with their goals, you will be able successfully "sell" your videos and grab their collective attention in a thoughtful manner.
Happy to jump on a call to give you some first-hand insight as to what specific topics you should focus on.
Your question is a little unclear. Is your customer an end user of your product or is your customer a company in the casting industry?
If a prospective customer (aka casting company) is interested in your product (aka knocking on the door), you need to start the conversation by qualifying your prospective customer and making sure that they are the right fit for your product. After you've qualified your customer and assessed that they are a great fit, you need to reinforce the value of your product and have the prospect confirm they understand the value.
Assuming you have figured out your pricing model, then you will go through the pricing numbers with your customer and if they agree, you can subsequently send an invoice and get paid for your product. Happy to go into detail about your sales process on a call.
Having worked in the marketing content creation space before, there are several ways in which you can go about lead generation.
First, you need to define which vertical your company has been historically successful in selling into and determine which methods of outreach you want to experiment with to generate leads.
After determining your target industry, you need to employ a hybrid approach of tailored email marketing, cold calling/emailing, and networking events to generate qualified leads. Having worked in tech sales for 6 years, I can help determine how to tailor your messaging to your target audience.
Happy to go into detail for these 3 different methods of lead generation on a call and provide example emails as needed.
In my past life as a back office Account Executive at Oracle (and having competed against SAP in numerous sales cycles), selecting an implementation partner for a project as complex and important as an ERP implementation should not be taken lightly.
I believe your question shouldn't be asking "which are the top companies providing SAP ERP implementation services in Indonesia"- you should be thinking about the specific company/industry you are trying to implement your ERP system on and consider whether or not this ERP implementation company has the specific experience/team(s) to successfully integrate a robust ERP system to support your business.
Several questions to ask when selecting an ERP implementation service partner:
1. Has this implementation company/provider implemented SAP ERP systems for this specific niche/industry? If so how many have they successfully completed and how long did these implementations take?
2. Do they have a statement of work that details the exact steps to implement an ERP system for your business? Has there been workshops with your technical implementation teams figure out the finer details and define a week-by-week execution plan?
3. What is the price point for this implementation partner vs others? Are they charging a comparable rate? If they are more expensive, why? Do they have more industry implementation experience? Can they customize workflow(s) to fit your business?
Happy to jump on a call to help you understand what factors you should be considering when selecting an ERP provider.
I have worked at growing tech organizations + a Fortune 500 company in a B2B account executive role. In every organization, I have worked closely with account managers and understand their day-to-day responsibilities to a certain degree. I see two paths forward for you to begin a long-term career in B2B account management:
1. Start off in a Sales Development Role (SDR) and gain experience in prospecting, qualifying, and lead generation. I have several colleagues that have started as SDRs and then transitioned over to SMB account management, then subsequently made the move into mid-market/enterprise level account management positions.
2. Obtain a part-time or full-time internship in sales or account management. This path is more difficult because there are not that many companies hiring for sales or account management internships.
Happy to jump on a call to answer your specific questions and ideal job. Please see the VIP link here if you are interested: https://clarity.fm/kevinyang/earth482