I've been blogging for Only Influencers and wanted to share my post from that site here on Eta Consults blog. Here's link: http://bit.ly/16NIjpd
Let’s face it buying an email platform in today’s marketplace is a difficult task. There are so many options to choose from and understanding how each ESP differentiates itself from the field is hard to do. Having lead sales organizations in our space for over a decade, I’ve had a front row seat the challenges of selling these platforms, and as a result I believe that there is plenty of opportunity for both the buyers and sellers to improve the sales cycle and make it much easier then it is today.
Selling these technologies and their associated services is not an easy task. On the sellers side they require a heavy investment in the sales cycle and use of trained personnel. On the buyers side ESP’s will engage multiple departments, each of which have their own needs that will drive their evaluation. To this I challenge buyers to get your ducks in a row before engaging vendors. It’s always interesting to walk into a company that hasn’t vetted requirements across departments. This lack of focus is evident during the sales discovery process when internal stakeholders will seemingly be in the room together for the first time; and begin to disagree in front us sales folks on core needs. When this happens it’s an indication that project may not be supported well which can and will lead to a disjointed sales effort from most vendors.
For the rest of the blog: http://bit.ly/16NIjpd
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