Category: Sales Marketing Relationship

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…

Building a Sales and Marketing Machine for SaaS Companies

In the software industry you often hear about sales and marketing being compared to machines or factories. Executives like this analogy because it suggests that sales and marketing is able to consistently produce outputs in a predictable, repeatable way – like a machine or factory would. Executives and investors want to remove the uncertainty that often accompanies sales and marketing.

Selling when the Sales Rep is Not Present

In a post last month I described the growing challenge that technology sales organizations are facing with the “sales rep not present” scenario.  A study by the Corporate Executive Board (CEB) found that buyers are now conducting up to 57% of their research during a purchasing cycle before they are willing to speak to a vendor’s sales representative.  If customers…