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Industry Challenges

Lead generation and consistent sales is the most significant challenge facing Software Resellers and publishers today. There are three major elements effecting new client acquisitions as shown in the formula below:

REVENUE = LEADS  X  CLOSE RATIO  X  AVERAGE SALE AMOUNT

Increasing any of the elements in the formula drives more new clients and higher revenues. A formal sales methodology helps to improve each of the three major elements. First, sales methodology improves the qualification process. Sales team members learn to disqualify early in the process and therefore spend more time pursuing quality opportunities. Second, sales methodology increases the close ratio by demonstrating to the prospect that your firm is well organized and has a strategy to sell and deliver complex technology solutions. It enables you to sell based on your strengths as a company and not on price. Finally, a formal methodology empowers your sales team to pursue larger and more complex deals with higher revenue potential.

In summary, training your sales team in a formal and consistent sales methodology is a sure bet to increasing revenue by adding new clients.

 

 

 

 

 

 

 

 

 


 

 

 
 

Copyright 2003  Success Driven By Technology, LLC

Updated 2/28/2004