Question

Topic: Strategy

How Do I Find More Leads In Software Sales?

Posted by Anonymous on 2/14/2005 at 4:08 AM ET 125 Points
I am 23 year old, sales position in the field of software solutions focusing on data capture, enterprise fax system and document management system. As the sales cycle was expected to be long and high price, how can I bridge the gap between my age barrier with the corporates? How can I find more leads? How to shorten the span of sales cycle? How can I boost my confidence level in the corporate world while being bashed by the old birds. I have very technical background but feels raw in the area of sales especially cold calls and impressing clients, industrial knowledge.. how do i implement a partner program? Need your help pls!
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RESPONSES

  • Posted by telemoxie on 2/14/2005 at 8:31 AM Accepted
    Thanks for visiting our forum, I hope you get lots of helpful advice.

    I think you are smart to ask these questions of us... when I was in your situation, I made it a point to ask the same questions to those I was calling upon. At the time, I sold mainframe systems software, for folks with a VSAM environment - and if the prospect did not have VSAM, I had nothing to sell them... but I asked them for a favor, I asked for their advice - How could I be a better software salesperson? What did they look for in a good salesperson?

    One you know a prospect is not qualified, you could also ask, "If you were me, and you were selling this product, how would you find sales leads?" You never know what they might say - they may refer you to an association, or even to a specific person or company. Good luck.
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