Sales Advice By Market
Selling to Accounting and Finance Software Companies
There's no question that accounting and finance software companies are major players in a growth industry -- and that presents an opportunity to entrepreneurs who want to improve bottomline profits. For business sellers prepared to compete, accounting and finance software companies offer a reliable source of income .
Initiative and perseverance are admirable characteristics for sales professionals. But selling to accounting and finance software companies requires more than an impeccable work ethic.
Businesses that sell to accounting and finance software companies have to be prepared to communicate their product strengths to customers who are savvy about marketplace realities. Here are some of the other things you'll need to sell products to accounting and finance software companies.
Putting It All Together
Ultimately, there is no single strategy that can guarantee conversions in your efforts to sell to accounting and finance software companies. It's often a combination of techniques that converts prospects to customers.
Although it's easy to get caught up in the micro-level details of the selling cycle, sellers in this industry need to maintain a macro perspective that combines techniques with selling strategy.
Market Research
Start with good market research, which is a prerequisite for profitability in this industry. High volume sales teams conduct thorough research on market demand, pricing and niche opportunities.
More importantly, they conduct research on the specific accounting and finance software companies that they want to add to their customer roster.
Since relationships can be critical in closing sales, meetings with accounting and finance software companies leaders and their staff facilitate the flow of the sales cycle. These meetings can also provide information that can improve your competitive position.
Reaching Prospective Customers
Prospecting transforms contacts into qualified leads.
Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for accounting and finance software companies.
Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) arm your sales force with good leads, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.
Share this article
Additional Resources for Entrepreneurs