The Importance of Value-Based Sales for SW Startups and Early Stage Companies

Best Practice / Marketing


The Importance of Value-Based Sales for SW Startups and Early Stage Companies
Jose Agustin Catala Urriola , Consultant, Spain

New SW companies with new products need to do a titanic effort in order to close sales - no matter how good their product is


I would like to share an analysis based on interviews with executives and account managers from 12 different B2B software companies, ranking from large multinational to small early stage companies. The driving hypothesis is that sales effectiveness is a consequence of the maturity of the software solution and the strength of the vendor’s brand. We can see that the difference in the sales effort between new companies with new solutions compared to leading brands with mature solutions, is dramatic. It is ironic to note that while leading software companies have established sound value-based sales practices, new companies with new solutions are far from even considering to try this sales approach. For the analysis and more information follow the link. valuesearchteam.blogspot.com/2010/10/importance-of-value-based-sales-for.html

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