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How to Make a Compelling Presentation For Your Software Product

Of all IT products, software is often considered to be a hard sell for a lot of startups. It all boils down to how they present their offers to interested B2B buyers.

Making a good impression should always be the primary objective for software companies. If anything, going the right way in terms of making a marketing presentation makes it more likely for a prospect to invest. In this sense, the increasing your profit margins the depends on how well you package your brand and communicate your product to a prospect.

As it becomes increasingly difficult to sell software in such a competitive market, there is a need to create more engaging and sellable stories. But this rationale has its fair share of challenges. For sure, the same issues persist  (e.g. customer retention, conversions), encouraging software marketers to develop better audience engagement strategies.

 

The wrong way to present

Creating effective presentations means avoiding common mistakes that will turn prospects off. Most of the time, these are errors that go undetected, but they can lead to lost opportunities or, worse, a bad reputation.

Overcomplicating

When designing your presentation, it’s always best to always put your prospects in mind. In other words, you need to realize the fact that not all decision-makers are at the same level as you in terms of technical knowledge. Instead of muddling up the core of your message with jargon and ambiguous terms, you should keep things as simple as they are. Unless you’re speaking to a client that already possesses a considerable understanding of your industry, you should always refrain from using exclusive language if you opt to get your point across.

Related: 5 Data-backed Tips for Better Phone-based Sales Presentations

Ignoring client needs

Custom Show points out that unsuccessful software demonstrations and presentations are often the results of a failure to understand client needs. After all, presentations are always about bridging the gap between your brand and your client. In order for that to happen, you should be able to answer all the questions that the client has. This enables you to come up with messages that your clients wanted to hear in the first place.

Related: Cyber Security Vendors Need to Move Past FUD: Here’s Why and How

Pitch the wrong way

Let’s face it, we are always tempted to make a sales pitch right from the get-go. But it doesn’t always end up with you winning a purchase for a software product. Sales pitches are difficult to pull off and it requires a great deal of timing before you can drive a proposal. To get better chances at it, you should be able to look for a position where it’s safe to make the pitch. An article published on Forbes provides the usual mistakes software companies commit when making pitches. Using too many details, peddling exaggerated expectations about your product, and failing to appeal to the interests of your clients, among others, make for a failed presentation.


Check out our recently published Client Success Stories


 

Maximizing the experience

Considering the numerous pitfalls you have to face, it’s crucial for your software brand to implement the right approaches in presenting your product.

Here are some of the best strategies to get everything started.

Use visuals

For a lot of B2B marketers, using illustrations to complement a business proposal can do wonders. For a complex industry such as software, using graphs and other visual aids can help in maintaining audience retention. It makes sense then for your brand to maximize its use of such elements in your presentations.

Related: 3 Design Best Practices to Fine-Tune Your Next Content for Visual Learners

Provide a brief and relevant overview

The inclusion of a marketplace overview can help you align your product with your client’s needs by pointing out factors in the current market climate and prevalent trends. It’s only a matter of picking the best figures from authoritative sources to drive your point home

Embrace uncertainties

Whether you’re presenting online, through the phone or face-to-face with the decision-maker, you need to realize that anything can happen. A simple query from the client or the slightest hint of contradiction on your part can push back that gains you have so far made. This is normal, but failing to address such situations can make you lose a potential contract. Since you can’t always expect the best during presentations with clients, you can still prepare yourself for any possible scenario. This would involve anticipating client inquiries and making sure that you have all the information you need to satisfy them.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter and Facebook.

Helping software businesses for 14 years.
Learn how we generate B2B software leads.




Start making sales calls that build deeper connections with key prospects. Download your FREE guide now.

Download your ABM call scripts + persona templates

Increase your Software Sales in 5 Easy Steps

You can bet your bottom dollar that software is still an important industry that’s driving innovations the world over. It’s the information age for crying out loud, and we have to recognize the fact that software will bring about major disruptions across other major industries, particularly financial services and healthcare.

Still, we have to admit the fact that the software industry is a bloody arena, where survival depends on the hardness of your armor and the sharpness of your sword. Basically, you need to have a hardcore product that is expected to slice the competition to bits. But what if we tell you it’s not always the weapons that ensure victory. In most cases, it’s the way you move around the arena that allows you to identify opportunities to deal a devastating blow.


150+ B2B Tech Marketing Stats to Help You Plan for 2018 [Free eBook]


For a software company to get ahead with its SaaS and big data products, it is essential to make use of the right approaches to generate interest. However, this has become a challenge on account of several issues which have made it difficult for software companies to solidify their positions in their respective markets. In an article for HubSpot, Lindsay Kolowich is able to identify these challenges as follows:

  1. Generating Traffic and Leads
  2. Providing the ROI of your Marketing Activities
  3. Securing Enough Budget
  4. Managing your Website
  5. Identifying the Right Technologies for your Needs
  6. Targeting Content for an International Audience
  7. Training your Team
  8. Hiring Top Talent

One thing’s for sure, these challenges are nothing new, but they encourage software companies to take a step back and assess the approaches they got wrong and improve on those they got right. More importantly, it’s about using the right process along the lines of generating more sales for certain products and services.

Want a big boost in revenue, apply these steps and you will reach your income goals in no time.

 

Research the market

It’s always best to dip your toes in the water before wading in. In your case as a software provider, make sure what opportunities are there to leverage before you can even begin letting your target audience know about your offers. After all, the foundation of any effective marketing campaign is the very data that it bases much of its activities on. For Laura Lake in The Balance, market research allows you to bridge the gaps between your products and the very people that need them and build a strategy for filling such gaps.

Related: Why Customer Profiling Could be the Best Investment your Company Makes

Identify your platforms

As much as possible, you need to select the right platforms that will carry your brand’s message. Social media, in this case, has become imperative as B2B buyers also use services like Facebook and Twitter to seek out potential vendors. There are also buyers who prefer to receive proposals through email or telemarketing. At any rate, you are compelled to use a combination of inbound and outbound tactics to better seek out prospects.

Related: The 5 Success Factors of Multi-Channel Marketing Revealed [INFOGRAPHIC]

Build your own list

Buying your own mailing list sounds like the easiest thing to do, but to be able to identify and locate the right leads for your pipeline, you have to build your own based on your specifications. This way, you will be able to rightly define the type of clients you are looking for. Still, building your own marketing list takes a whole lot of time and eats many resources, in which case buying a ready-made list of qualified leads becomes a viable option.

Related: The Essential Checklist to Finding a Decent Leads Database Provider

Cleanse your database

Handling a large CRM database offers a lot of challenges for marketers in the software industry. Using a lead management tool, in this case, is essential in keeping your mailing lists free from invalid numbers and duplications that will otherwise affect the performance of your marketing efforts.

Related: Why Cleaner Marketing Data is Essential for IT

Nurture your leads

To make higher software sales a possibility, you need to know how best to reinforce your lead nurturing efforts. For sure, your prospects need a lot more information before deciding on purchasing a software product. Delivering messages to them on a scheduled basis allows you to increase their knowledge about your brand and, eventually, help them make the leap. It’s only a matter of creating the kind of content that resonates well with their expectations.

Related: A Crash Course on Lead Nurturing… And Why it Matters

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter and Facebook.

Helping software businesses for 14 years.
Learn how we generate B2B software leads.




Start making sales calls that build deeper connections with key prospects. Download your FREE guide now.

Download your ABM call scripts + persona templates

The Intrinsic Value of Lead Generation to Software Companies

Why do software companies need lead generation?

Belonging to a multi-billion dollar industry highlighted by incessant demands for better solutions to complex problems, software companies are expected to increase their efforts in terms of developing more advanced product lines.

This is indicated by the fact that there is an increasing demand for industry-specific software products. At the moment, there are varieties of software that undertake tasks such as payroll management and shipment tracking that can help businesses save money and deliver quality services to their constituents.

However, the real challenge many software marketers face does not solely highlight the creation of better products. It is rather in making these products visible to decision-makers willing to invest in them for the purpose of meeting certain needs that is currently a subject of focus right now.

But it goes beyond the mere presentation of IT products via various channels and content forms. In fact, it entails implications that provide a wide range of advantages to a software service provider.

Competitiveness

According to an article from Business2Community.com: “We cannot deny that IT and tech is taking the world by storm. As such, there are a lot of start-up companies that are now specializing in the IT field of industry, specifically in software… A good lead generation campaign will help a firm attract new clients for its software products and servicesImplementing a marketing program that is on time and on budget can help save firms from sinking under the competition.Tweet: Implementing a marketing program that is on time and on budget can help save firms from sinking under the http://ctt.ec/mw3Mq+

Related Post: Innovative Techniques to Drive Software Leads and Grow CRM Sales

Revenue generation

Lead generation entails targeting the right opportunities. In other words, it helps companies locate and engage people, and filter out those who will consider buying a certain product. Revenue after all is tied to lead quality. The more a prospect fits an ideal client profile, the more likely it will consider buying a product.

Related Post: Happiness for Warm Sales Leads: Increase Revenue by Maintaining Satisfaction

Trust building

At the end of the day, forming a long-term relationship with one’s clients is the most important thing.Tweet: At the end of the day, forming a long-term relationship with one’s clients is the most important thing. | http://ctt.ec/1vSfg+ Marketing your products enables software companies to get closer to their constituents, listen to what they want, and tell them what they want (and should) hear. Not only does it set the tone for a possible sale, but it also helps build a brand’s image.

No doubt that an effective lead acquisition system is indispensable. Without it, it becomes increasingly difficult for software companies to promote their innovations, ultimately resulting in dismal sales as well as a waste of a good idea and investments in time, effort and money that helped in its realization.

So, give your revolutionary products the attention it deserves.

 

Need help in your marketing your software products? Learn a thing or two to get qualified software leads.

 

Helping software businesses for 14 years.
Learn how we generate B2B software leads.




Start making sales calls that build deeper connections with key prospects. Download your FREE guide now.

Download your ABM call scripts + persona templates

Innovative Techniques to Drive Software Leads and Grow CRM Sales

Software companies are constantly searching for better ways to market their CRM. Despite having top-of-the-line products, extra effort has to be exerted in the process of attracting potential clients, requiring the implementation of effective B2B lead generation and appointment setting.

But why settle with those activities? Why not focus on demand generation strategies instead?

Well, business transactions are mainly influenced by the way companies engage their public. Ever since the advent of web marketing applications, dynamic software providers have been using diverse communication channels to deliver quality messages that are essential in making well-informed decisions. Efficient e-mail deliveries, social media interactions, content marketing and cold calling campaigns have a higher possibility of converting cold hard leads into sales as opposed to strategies that lack “meat.”

So, it’s not about blasting your prospects with a flood of voice messages or emails about your CRM software offers. It’s about blowing their minds, enabling them to see the real value your products have for their enterprises.

You certainly cannot achieve such an effect without knowing these innovative techniques that will definitely push your audience to set an appointment with an agent.

Be ever present in forums

Online technology forums serve as avenues in which you are able to share insights within your community and foster better relations with your targets. Once you participate in a discussion, you are able to share your own brand of industry wisdom to your market, enabling you to discover nascent business opportunities and promote yourself as an influencer. Forum-posting can also serve as a marketing research tool for more information on CRM and software products.

Promote through PPC

Pay-per-click or PPC campaigns are also effective in drawing in people searching for specific products. For instance, you can place an online ad promoting your line of accounting and financial software and attract prospects in need of them.

Update your blog regularly

Aside from establishing authority, professional blogs also serve to drive leads. You will need to put your best articles on CRM and software products and other content front and center in order to win an engagement.

Implement automation

As a software provider, you should know that certain challenges have their respective digital panacea. Hence, streamlining your lead generation and implement more effective lead nurturing activities is just a matter of implementing a marketing automation program. Developed in-house or purchase off-the-shelf, it drives better sales results either way.

And if you want your CRM and other software products to achieve a better position in the industry, you can always count on a B2B lead generation and appointment setting company to apply additional tricks to up your marketing game.

 

Need a boots in your sales and revenue?.

Learn how to generate qualified software leads and appointments for you!

Helping software businesses for 14 years.
Learn how we generate B2B software leads.




Start making sales calls that build deeper connections with key prospects. Download your FREE guide now.

Download your ABM call scripts + persona templates