Specialization of the Modern Software Sales Team

In my last few posts I discussed the transformation of software sales organizations over the past decade. Ten years ago, the sales rep was the single point of contact, managing every aspect of a deal cycle.  Today, in the modern sales organization the sales rep acts more like a  quarterback coordinating a team of specialized resources. Teams such as lead…

Organizational Design of the Modern Software Sales Team

In my last post, I outlined how the organizational design of the modern software sales organization offloads almost every important aspect of a deal cycle from the rep to specialized functions. Account development teams generate the leads. Solution Consultants deliver the demos. Value Engineers calculate ROI. Bid Management responds to proposals. The Deal Desk negotiates pricing. And Customer Success renews…

Software Sales Reps Don’t Do Anything

With each passing year, software sales representatives are doing less and less of the work required to close a deal. It was not long ago when software sales reps played a critical role in all aspects of a deal. The sales rep generated the leads, demonstrated the product, explained the value proposition, developed the formal proposal, negotiated the pricing and…

Cord Cutting Complicates Corporate Webinars

As marketers, we always remind webinar presenters to use a landline phone to deliver their presentation. Using a traditional phone usually improves the quality of the audio broadcast and the recording. Traditional phone lines have less risk of being garbled or losing connectivity. But what happens when your webinar presenters don’t have a landline?

Four Examples of Why You Should Market to Prospects in Your Pipeline

Many sales leaders do not understand the advantage marketing can provide during a deal cycle.  They tell the marketing team to stop sending communications to prospects that are in the pipeline.  And they ignore the behavioral intelligence being gathered by marketing software during the sales process.  But not using marketing as your wingman during big deals can be the critical…

The Software RFP Process is Broken

The process for responding to RFPs in the software industry has to be one of the most inefficient processes in today’s business world.  Software vendors spend days, if not weeks, preparing responses which require a virtual a scavenger hunt for answers to obscure questions.  The answers are packaged into 50-200 page long documents that are a nightmare to format and…