The Modern Tech Buyer and Your ERP Solution: Selling for Success

How To Sell Your ERP Solution to the Modern Tech Buyer

Managing workflow systems in this digital age can be complex and expensive, but here’s a good thing: Enterprise Resource Planning (ERP). This software is a platform used by companies to manage data and integrate operations across different departments, including marketing, sales, finance, human resources (HR), accounting, supply change management, manufacturing, inventory, and CRM. 

This technology provides a robust, integrated solution that fosters collaboration across different departments, automates tasks, streamlines processes, and ensures real-time data precision. Embracing ERP helps companies unleash higher levels of agility, efficiency, and scalability, empowering them to navigate the challenges of the digitally-laden B2B landscape.

Companies experiencing growth and expansion inevitably face limitations with traditional methods of managing and integrating all the processes needed to run a company. From data management to security and storage, manual input and spreadsheets won’t cut it anymore- it’s the 21st century, after all. 

Despite the increasing shift to digitalization, manual data entry is still a reality for most B2B businesses. A study by Plutoshift reveals that 48% of manufacturing companies still utilize manual data entry documents. The reason behind it? Time constraints and the inadequacy of resources to allocate for automation.

Some businesses, particularly small ones, hesitate to invest in ERP systems due to inadequate funds, lack of knowledge, or awareness of the advantages of automated data entry. Also, there is the perception that manual data management is enough for the company’s needs.

Not utilizing ERP systems, however, can have disadvantages for your B2B business. 

Here’s why:

  • Manual input is time-consuming and makes more room for human error
  • Spreadsheets lack real-time data updates, making them become outdated quickly.
  • The complexity and volume of data in present-day B2B operations cannot be handled by outdated and non-automated tools.
  • Manual data entry and calculations, along with limited reporting and analytics capabilities limit productivity and hinder effective decision-making.
  • Spreadsheets are difficult to update and maintain as businesses scale and adapt to digitalization.
  • Lack of integration among different systems and departments makes collaboration a bane.

Selling ERP to the modern tech buyer: What are the odds?

Selling ERP software to the modern tech buyer is full of challenges and opportunities.

The modern tech buyer is someone who values the significance of digital transformation. However, being well-versed in the latest tech trends, the modern tech buyer’s standards and expectations are high and constantly changing, putting pressure on ERP vendors to deliver services and adapt their strategies to meet their demands.

Sellers must exceed expectations to successfully market to this group. This means delivering a superior user experience through offering advanced features and seamless integration. Moreover, when selling ERP to the modern buyer, you’d need a lot of time and focus in marketing your products and services to the right buyers. This challenge is as hard as closing sales since knowing what your buyers really want is a huge hurdle in itself.

Explore our Services: B2B Software Lead Generation

The modern tech buyer may be a tricky market to sell to, but it seems as if they function the same as any market. B2B Marketing emphasizes the importance of understanding the complexities of ERP lead generation to attract the high-quality leads you’re aiming for. To effectively sell ERP solutions to the modern buyer, you need to: 

  • Gain an in-depth understanding of your target segments’ specific needs and wants.
  • Proactively listen to the discussions and conversations partaking in your target market.
  • Maintain an active social media presence to engage with your target audience.
  • Share valuable knowledge and insights to establish yourself as a thought leader
  • Leverage reputable prospecting and marketing services to enhance lead quality.

Related: Sales Prospecting and Lead Generation for SAP ERP Solutions

Developing a Selling Game Plan

When it comes to Enterprise Resource Planning (ERP) solutions, clients always look for the following characteristics:

  • Functionality
  • Cost
  • Reliability or quality
  • Manageability

As an ERP solution provider, you either want to sell to someone who has yet to experience the benefits of owning one or convince a business operator to replace old software. Either way, minimizing your risks and strategizing your selling techniques will save you a lot of time, energy, and resources.  

Being on top of your game requires that you use our present technology available today to reach modern tech buyers globally. Create a presence for your company on various social media platforms and make sure you rank effectively in search engines.

Of course, achieving these goals goes side by side with making sure that your product is saleable.

Related: A Guide on Selling Your ERP Software Products in 2023

Consider the following tips in selling your ERP solution to modern tech buyers:

1. Give them what they need.

The truth is, a lot of business owners do not fully realize what kind of software solutions they need until it is introduced to them. Traditional business people, for instance, also tend to go for conventional software systems involving accounting, inventory, and sales without realizing that there are more groundbreaking programs available out there.

Your challenge is to convince them that they need your product. Make them realize that you provide a solution that is very valuable to them.

You, on the other hand, need to make sure that you have a top-tier product. The integrity of your product will make or break your business. Its quality must be your utmost priority. Providing a reliable and efficient ERP solution will guarantee that you will be able to establish strong partnerships and professional working relationships with your customers.

Related: The Many Ways of Selling Your ERP Software Products

2. Educate your potential clients

You most likely know by now that as a matter of general observation, potential customers tend to shy away from or ignore products or services they do not fully understand.

 This, of course, is understandable. Why would you even consider spending on something that you do not fully grasp? Most customers will struggle with questions like, “Do I need this for my business?” and “How will this benefit me long term?”

The good news is, ERP software programs are not just add-ons you can do without. Having a program that acts as the central nervous system of a business structure is undeniably very crucial for a growing company and modern tech buyers who intend to take their business to the next level.

It does not only unify certain parts of an existing business such as inventory, planning, finance, purchasing, sales, and marketing; it also makes operations a lot easier. 

Additionally, a robust ERP program that binds together several computer systems in a massive organization can collect information from the various departments and assimilate it into a singular system enabling managers to access real-time data anytime they need it.

As a result, business leaders are equipped to make quick and reliable decisions when situations call for such. Gone are the long hours of waiting for crucial information to be consolidated just because they are still being generated manually.

Related: The Top Marketing Strategies For Tech Companies in Singapore

3. Be user-friendly

When selling ERP software, utilize a user-friendly approach by avoiding technical jargon in describing your software’s features and benefits, emphasizing an easy-to-navigate and virtually appealing user interface that allows users to easily access the information they need, streamlining workflows through automation and eliminating unnecessary manual methods, providing personalized training and support to help customers operate the software efficiently, highlighting mobile accessibility and collaboration settings to allow users to stay connected and productive at any time and place, offering customization options to tailor to each client’s specific need, and seeking user feedback to gain insight for the improvement of products and services.

4. Develop personal relationships with your clients.

Developing personal relationships is very beneficial in selling ERP since it helps establish credibility and trust. These personal connections help sellers understand the users’ pain points and specific requirements. By using these insights, sellers can customize their sales pitches. Satisfied users are more likely to refer others, enabling you to grow your customer base.

Choosing a lead generation program to outsource your ERP to

A strategic and practical approach is a must when marketing ERP solutions in the highly competitive B2B realm, especially when generating leads and maximizing revenue opportunities. 

The next big challenge after attracting traffic and gaining leads is finding the right provider to entrust your business to. Choosing the best lead generation program can be difficult, but it’s crucial to select the one that aligns with your business goals. Callbox, in this case, emerges as the frontrunner. Check out these factors that make it the most suitable option to meet your specific needs:

Our team leverages telemarketing, content marketing, email marketing, social media, and other effective channels to maximize the impact of their campaigns, reach potential customers through diverse avenues and improve the success of your lead generation efforts.

  • Remarkable ROI and competitive pricing: Whether you’re a startup or an established company Callbox has the right team, strategies, and tools to help you expand your business. We offer cost-effective solutions that deliver exceptional results.
  • Positive feedback and testimonials: Callbox takes pride in showcasing successful case studies from over 20k+ successful campaigns, which serve as solid proof of our exceptional performance. Clients, both previous and current, can confidently attest to our services with their positive experiences and overall satisfaction as they partnered with us.

Our services can be availed with flexible and tailored pricing according to your business needs (request for pricing).

In selling ERP solutions to the modern tech buyer, one thing remains clear: success isn’t achieved easily. However, the path to success can be trodden smoothly when you outsource your lead generation efforts to Callbox. 

Partnering with us opens fresh opportunities for your business to generate high-quality leads. As your trusted ally, we promise to deliver results as you embark on the journey of selling ERP solutions. Contact us!