So Long Enterprise Traditional Sales
April 25, 2013
Things are changing for everything with the broach of technology and that goes the same for old selling methods. Read Write has some disappointing news for old time sales associates in, “Why The Traditional Sales Methods Can’t Sell Enterprise Software.” The old sales methods rely on the manufacturing process that has made the US a booming economic giant. The classical sales method relies on territories, quotas, and commissions, but enterprise software does not fit into this tidy little model. Why?
Buyers are informed and they want solutions more than a sales pitch and then enterprise software is specifically tailored to fit the client’s needs. No one is buying a generic product anymore, expecting a universal solution. The buying teams cross different company departments and all have to figure out a solution instead of one sole person. Another big factor is that with the Internet, buyers are spread all over the world. Sellers do not know where their next customer will come from. Good-bye, traveling salesman.
“In the new normal, enterprise software buyers increasingly seek solution white-boarding sessions – not sales pitches. Traditional sales models simply can’t cope with the changes, but effective replacements have yet to appear. Until a solution is developed, enterprise software vendors – and buyers – will find themselves under increasing pressure.”
Does this spell more trouble for enterprise search and content processing vendors? Maybe, but since enterprise software is the basis for most companies, adaptation may be hard for the sales team but it will happen.
Whitney Grace, April 25, 2013
Sponsored by ArnoldIT.com, developer of Beyond Search
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