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Sales Prospecting and Lead Generation for SAP ERP Solutions

Sales Prospecting and Lead Generation for SAP ERP Solutions

Sales Prospecting and Lead Generation for SAP ERP Solutions

They say that SAP ERP buyers are the hardest to close a sale with. Well that may be true since an ERP is a business’ major investment, and it’s but proper for top-level executives to be cautious in choosing and implementing the best ERP for the business. Here is a short list of tips to help you go through generating leads for SAP ERP solutions.

 

First, Hear Your Client

Know what they need, what they want, then create the best project proposal that would address their concerns. Remember, you are not just selling a household appliance to the client, but an investment that would eventually become an integral part of a business. Focus on long-term impact.

 

Profile Your Target Customers

Find, profile and reach the right customers for your ERP by interacting with potential buyers. Research and back yourself up with substantial data as this will provide you with considerable insights into the ERP market and trends. Get to know the prospect’s buying behaviour.

 

Exemplify The Risks

The benefits are given, and no matter how often they hear and see the same positioning, they would always expect you to present what’s in it for them from your product. Share the possible risks of not implementing an ERP like utilizing staff to spend extra time on routine administrative tasks, persistent problem of wrong data entry and confining in disadvantage behind competitors.

 

Emphasize Cost Savings

Cut costs, maximize revenue, is what every top-level management wants to happen in a business. Highlight the cost aspect by giving sample data to your client; and that an ERP allows staff to work efficiently which results in higher productivity, leading to more profit for the business.

 

Show Streamlined Process

Not all the big bosses have the idea of how tortuous your existing financing, accounting and inventory process is. It is best to demonstrate how all these repetitive tasks put lots of time and money to waste, and how an ERP would change and improve the process once in place.

 

Describe The Implementation Process

Not everyone in the pack of executives is tech-savvy so explain the step by step process of the project implementation from start to finish, and even the after work routines, in case you need to do so. Usually, they would be concerned about the disruption of operations during the implementation process.

(Digitalist)

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

Drive your sales with more leads, meetings and data




Grab a copy of our FREE EBOOKBy the Numbers: Marketing Stats that Drive Top B2B Industries in 2019! Get an in-depth look at marketing trends in nine (9) key B2B industries.

What-to-Look-for-in-a-Singapore-Lead-Generation-Services-Company
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Sales Prospecting and Lead Generation for SAP ERP Solutions

Sales Prospecting and Lead Generation for SAP ERP Solutions

Sales Prospecting and Lead Generation for SAP ERP Solutions

They say that SAP ERP buyers are the hardest to close a sale with. Well that may be true since an ERP is a business’ major investment, and it’s but proper for top-level executives to be cautious in choosing and implementing the best ERP for the business. Here is a short list of tips to help you go through generating leads for SAP ERP solutions.

 

First, Hear Your Client

Know what they need, what they want, then create the best project proposal that would address their concerns. Remember, you are not just selling a household appliance to the client, but an investment that would eventually become an integral part of a business. Focus on long-term impact.

 

Profile Your Target Customers

Find, profile and reach the right customers for your ERP by interacting with potential buyers. Research and back yourself up with substantial data as this will provide you with considerable insights into the ERP market and trends. Get to know the prospect’s buying behaviour.

 

Exemplify The Risks

The benefits are given, and no matter how often they hear and see the same positioning, they would always expect you to present what’s in it for them from your product. Share the possible risks of not implementing an ERP like utilizing staff to spend extra time on routine administrative tasks, persistent problem of wrong data entry and confining in disadvantage behind competitors.

 

Emphasize Cost Savings

Cut costs, maximize revenue, is what every top-level management wants to happen in a business. Highlight the cost aspect by giving sample data to your client; and that an ERP allows staff to work efficiently which results in higher productivity, leading to more profit for the business.

 

Show Streamlined Process

Not all the big bosses have the idea of how tortuous your existing financing, accounting and inventory process is. It is best to demonstrate how all these repetitive tasks put lots of time and money to waste, and how an ERP would change and improve the process once in place.

 

Describe The Implementation Process

Not everyone in the pack of executives is tech-savvy so explain the step by step process of the project implementation from start to finish, and even the after work routines, in case you need to do so. Usually, they would be concerned about the disruption of operations during the implementation process.

(Digitalist)

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

Drive your sales with more leads, meetings and data




Grab a copy of our FREE EBOOKBy the Numbers: Marketing Stats that Drive Top B2B Industries in 2019! Get an in-depth look at marketing trends in nine (9) key B2B industries.

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Lead-Generation-Strategies-for-Accounting-and-Tax-Consulting-in-Singapore
Sales-Prospecting-for-BI-and-Analytics-Software-Companies

Sales Prospecting for BI and Analytics Software Companies

Sales-Prospecting-for-BI-and-Analytics-Software-Companies

Crafting an elevator pitch which you practiced for hours just to appear confident and knowledgeable before the prospect, though might help, may not be the best selling strategy these days anymore, especially when you’re selling Business Intelligence and Analytics Solutions. So, what’s the best way to get your point across and win the sale?

 

Identify Your Target Market

Business intelligence and analytics solutions’ best market are medium-sized businesses with at least $50 million in sales. Such technologies are much appealing to professional services, wholesale and logistics, including manufacturing industries and companies that require visibility into financial market data using multiple currencies.

 

Identify The Customer’s Business Need

You just don’t sell any platform to any client as that will put everything you do to waste. If they’re the kind of business with a time-sensitive approach which requires real-time data in order to make fast decisions, and where every line manager ought to respond at once at every matter, then cloud begets the most advantage.

 

Provide a Holistic Business Package

Always bear in mind that your clients do not decide outright on an offer but rather gather several proposals from providers and choose which one would best serve their need. So make sure that your package includes all the possible resources that the business requires: data maintenance, hardware, and infrastructure, as well as infrastructure management and cost around security, storage, backup and recovery.

 

Know The Strength And Weakness Of Your Product

Be ready for any question your customers would ask, and the most common would be data security. It is best to provide customers with information and show them how you do the hosting. Bring the subject into the discussion table with company stakeholders like COOs and CEOs. However, if the big guys aren’t that tech-savvy then help them navigate through the system.

 

Expect Special Requests

If customers request for a specific location for data in the cloud BI systems, channel this via SAP, where the capability to perform when they need it can be found.

 

Prepare Add Ons

Customers would always get their money’s worth – extra services, freebies, etc. Wholesale distributors’ supply chain range from simple to complex. However, Sap is not tacked with the enterprise version into the SMB product but can be filled with Host Analytics or Arena to provide the same BI cloud product as that of an enterprise-grade.

 

Do An Extra Mile

Every time you sell a system to a customer consider cost vs value, deployment timing and functionality. It would also add value if you could provide a system that requires lesser administration and management.

Intelligent selling does not mean getting the customer to sign up and purchase your BI and Analytics Solutions but providing them with tools and systems that would take their business at its most competitive level in the future.

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

Drive your sales with more leads, meetings and data




Grab a copy of our FREE EBOOKBy the Numbers: Marketing Stats that Drive Top B2B Industries in 2019! Get an in-depth look at marketing trends in nine (9) key B2B industries.

Sales Prospecting Masterclass Event Wrap-Up
Outsourcing Marketing Activities: 4 Key Areas Best Left to Experts
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How Can Enterprise Software Marketers Thrive in APAC

How Can Enterprise Software Marketers Thrive in APAC

How Can Enterprise Software Marketers Thrive in APAC

Enterprise software marketers can find a great market in the Asia-Pacific, but sometimes it can seem a little daunting to start marketing in this region. Here are a few things that you can keep in mind before starting on your efforts.

Asia is a harvest field when it comes to groundbreaking digital services. In spite of the very advanced digital tools being used in Western countries, there are still businesses in Asia that have not fully embraced the benefits of marketing automation, digital analytics, and social media. Either they find it too complicated to manage or too trivial to spend on. The most that they will mostly allow their businesses to spend on is a company website that will display products and process purchases.

This simply means that there is a pressing need for enterprise software marketers in Asia. Some companies may not know it yet, but the new generation of entrepreneurs are realizing more and more that the way to survive and remain competitive is to go digital. Knowing this pressing need and open opportunity should embolden you enough to be more aggressive in selling your products and services in the Asian market.

Here are tips on how you can thrive in Asia as an enterprise software marketer:

Offer automation tools.


While there are strong IT services already established in Asia, it is always safe to assume there is always something new you can offer when it comes to automation. The beauty about digital tools is that they need to be constantly upgraded and marketers are always trying to discover new ways of making processes faster and their efforts easier.

Whether it’s an organization that has yet to embrace automation or one that already has but needs an upgrade, companies in Asia from schools, hospitals, factories, and retail businesses have so much to gain from automation. Ask an enterprise software company, continue to offer tools that will make their day-to-day operations more efficient and productive. The ever-changing digital landscape in Asia will always call for new and innovative products. How to convince organizations to trust you with what they need is the real challenge.

Related: How Marketing Automation can make an impact on Singapore B2B Marketing

 

Come up with relevant content


Your products should be something that organizations will look for. Beyond addressing a need is being able to come up with something that will add to their list of needs. Companies have the tendency to get easily complacent once the systems have been established. What most business leaders often do not understand is that advanced technologies are also constantly changing and along with these changes is the need to keep up and be competitive.

Provide relevant content that will help organizations take their businesses to the next level. Knowing that the competition for growing industries in Asia is very tough, offer something that will not only differentiate businesses but also propel them further than their competitors.

Related: Shocking Statistics in Content Marketing in Asia [INFOGRAPHIC]

 

Meet a need


Surviving and thriving in any type of business is always about meeting a need. Companies and groups will always be needing something most especially if they are gearing towards staying on top of the game. Those who want to be forerunners in the market need to be groundbreaking in terms of promoting content about their company, products, and services. You can meet that needs.

Other needs may be in the form of tools or applications that will streamline processes, make computing faster, data collection more accurate, and marketing more strategic. In the end, companies respond better to proposals that meet a need that has never been addressed before. Innovative ideas are always attractive even among traditional business practitioners.

Related: SaaS Marketing Insights: A Guide to Selling Software Plus Services

 

Stay ahead of the competition


Thrive in the Asia Pacific by making sure you are on top of the heap. Always stay ahead of your competitor by offering software products that are innovative, affordable, efficient, and reliable. Companies are willing to spend on something that will eventually translate to bigger sales and productivity. They will not hesitate to consider your product if they see its benefits, understand its functions and grasp its many benefits.

Staying ahead of the competition also means improving your communication processes, being clear about your goals, taking risks where it concerns new practices, and knowing the cultural landscape you belong in. Additionally, make time to listen to your clients. Generate feedback as part of a healthy practice of improving your products and services. This also guarantees that you will not fall into the trap of resting on your laurels when business is starting to look good.

Related: Finding and Reaching the Right Buyers for your ERP Software

 

Using these simple tips, you can definitely make strides with your marketing campaigns and succeed in delivering the message to your potential customers. Simple lead nurturing has to be done right in order for you to establish a foothold. So make sure you stay ahead of the competition today.

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

 

 

Do you want more Software leads?

Dial +65 3159.1112 | Chat on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

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SaaS Marketing Insights: A Guide to Selling Software Plus Services

SaaS Marketing Insights: A Guide to Selling Software Plus Services

SaaS Marketing Insights: A Guide to Selling Software Plus Services

Software-as-a-Service (SaaS) is undeniably becoming a multi-billion dollar industry, playing a key role in every business, and to many different organizations. How does this cloud-based technology compete and thrive?

Josh Pigford, Founder of Baremetrics shared some sage insights on keys to effective SaaS selling.

 

Build For Yourself


Build a software that would first address your needs. This way, you would very well know your product’s selling points based on your experiences, and eventually would address actual customer pain points.

I was just building something internally for me, and then I mentioned it to some other founders I knew, and they said, ‘Hey, we need the exact same thing,” Pigford recalls. “I just built what I needed at the time. That was how I kept it focused—I worked on it until it did what I needed it to do.

 

Create Strategically And Solve Individual Needs


Emphasize the strategic elements of your software, and be willing to assist individual customers with fine-tuning certain elements of their strategy as well, in order to stand out in the marketplace

As per Junaid Shams, founder of Rooam:

Anybody can design an app or program. The days when you could make money simply by contributing to the pool of software are long gone—now you have to actively add value to specific customers’ business models.

Related: The Top Consultancy Sector Challenges and How to Handle Them

 

Charge Money To Get Better Feedback


Pigford suggests:

Start charging for it right away. Don’t hesitate to ask people to pay for what you’re building. Otherwise, the feedback you’re getting will be from people who aren’t necessarily willing to pay for it anyway… and you don’t want to build stuff for those people.

Build your product for people who have the need for it and willing to purchase it, as this will give insights on building a successful SaaS business.

 

Get Social


Build a social media presence. Post infographics or screenshots of how you do things as this will build interest in your target customers on your software.

Most of my first customers came from just talking about my service on Twitter

says Pigford.

Related: Facebook and Twitter Metrics to Track in 2018 [INFOGRAPHIC]

 

Build A Strong Referral Model


Word of mouth is still the strongest tactic to grow your brand.

Arash Asli of the Forbes Technology Council shares:

Reviews matter to customers when choosing which SaaS business is best, but word-of-mouth referrals are typically what generate the best results, with 82 percent of consumers saying they want recommendations from family, colleagues, and friends about considering buying products and services.

Give out promotional discounts and incentives, this will make your referral program easy for your customers to do.

Related: Enterprise Marketing Tactics That Will Win You Large Deals in Singapore

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

 

 

Do you want more leads?

Dial +65 3159.1112 | Chat on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

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How To Sell Your ERP Solution to the Modern Tech Buyer

How To Sell Your ERP Solution to the Modern Tech Buyer

How To Sell Your ERP Solution to the Modern Tech Buyer

The modern tech buyer may be a tricky market to sell to, but it seems as if they function the same as any market. In any case, you might think that your Enterprise Resource Planning solutions might sell itself, but there are still a few tweaks that you can do to make sure you get the best wins.

In this article, we’ll show you how you can pull off quick wins in any market!

 

Enterprise Resource Planning


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.

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 assimilating 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.

These are the primary benefits that business operators can enjoy when they invest in your ERP solutions. Now it is just a matter of presenting the information to your clients. Simplify technical jargons and make it very comprehensible for your clients. Show them the big picture and where you would be willing to take them in the coming years.

Related: The Top Marketing Strategies For Tech Companies in Singapore

 

3. Invest in a reliable lead generation program.

When targeting the modern tech buyer, you need to be very strategic with your marketing approaches. The fastest and most efficient way to identify and reach them is through the help of a reliable and effective lead generation program that will narrow down your targets. You will save yourself a lot of time and effort by doing this.

You can either buy your software or outsource lead generation services. Quite often, it is a lot easier to hire a team to do this for you. At the end of the day, whatever data you need concerning existing companies who can potentially be your clients will be made available to you and your marketing team the fastest way possible.

Make the investment today, it will be worth it in leads and conversions in the future.

If you follow these quick tips, you’ll surely be on your way to increasing your market share and ensuring brand awareness!

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

 

 

Do you want more leads?

Dial +65 3159.1112 | Chat on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

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