In our experience, software companies lack solid growth for one of the following reasons:
- The focus on generating leads and converting them to sales has shifted to overseeing the development of new products or the implementation of services (usually to a few large clients).
- The purchasing process is long and a long time is needed to accompany the prospect during the process, the sales manager diverts his attention to other projects and the sale is lost.
- They have projects in operation, so they do not believe demand generation is necessary or they have a very low flow of prospects.
This leads to low growth and a poor sales funnel, which can suddenly put the company in financial trouble when one of the main clients becomes unstable. To achieve profitable and predictable growth, lead generation must be an ongoing effort.
How to attract potential customers?
There are multiple options for generating leads in software companies, such as building customer lists and contacting them with cold calls or emails or attending trade shows and events. However, in our experience, traditional lead generation tactics, such as participating in industry events, work best when done with an inbound approach.
- Sell to people, not companies. Let’s be clear, in B2B companies we tend to believe that we sell to a company (at some point we made this mistake). The reality is that we sell to people who work within companies, so the relationship you maintain with your potential client and how you accompany them in their purchasing process is a key factor in closing the sale or not.
The first step is to understand the buyer and what steps they take to purchase software, from discovering the symptoms of the problem to deciding to resolve their problem with your company.
Resources, Ebooks and Guides
An important aspect to consider is to classify each resource according to the stage of the purchasing process. Other resources, such as templates, checklists, algeria whatsapp number data and worksheets, allow potential clients to interact with your content and reuse it in their daily work.
LinkedIn and content distribution
With the above tactics we 3 ldeas to increase sales in a software company generate organic traffic and encourage conversion into leads. However, distributing content on AdWords, Facebook, LinkedIn and Twitter can also help convert content into sales opportunities.
LinkedIn in particular is a powerful platform to quick signs attract prospects to your business, as it is focused on business relationships and has prospecting tools such as Sales Navigator. In our experience, LinkedIn and an account-based marketing campaign , under an inbound approach, help focus efforts and generate a better ROI.