Question

Topic: Strategy

Selling Security Software To Us Market

Posted by farzad89 on 10/27/2011 at 5:59 AM ET 250 Points
Hello,

I got a new job as outbound telemarketing and sales associate selling security softwares to US market(B2B). We are based in Europe. I used to sell financial packages in the US. In this new job, I faced with difficulties in terms of how to keep the clients attracted to our softwares in the process of introducing and walking them through the capabilities of the softwares. Is there any specific strategy (or tactics) or any specific procedures? to approach the purchasing team in companies that I can follow and closing the sales?
Thank you all.
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RESPONSES

  • Posted by farzad89 on 10/30/2011 at 6:39 AM Author
    Hello,
    and thanks for the quick response.

    I sold financial packages for a top 3 bank in the US. although those packages were 100K and over, it was easy to sell because of the brand name.
    This software company is relatively new(3 years). But the growth rate is quite amazing compared to the number of the employees involved until recently. Obviously the company is not a leader in the industry. We are trying to reach any companies with more than 50 and up to 1000 employees. The positive aspect of the company is the country of origin which established itself as a reliable and well known in terms of software development in general and specifically security softwares. Major problem I am currently facing is the transition part (from informing to closing the sales) where my previous experience doesn't help me at all. I was wondering if people with more experience can help me regarding that.
    Many thanks.
  • Posted by telemoxie on 11/1/2011 at 10:52 PM Accepted
    if this were my project, I would attempt to develop a strategy based on one or more specific key benefits, which differentiate me from the competition. I would attempt to set up some sort of a trial or demonstration program for free or a reduced cost, and I would try to develop a strategy to penetrate companies who have an existing security solution. I would also try to determine which industries my product could best serve, and I would consider trying to establish joint marketing arrangements with complementary products and companies.
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