Neil Jolliffe is the Sales Director and a founder of 4th Aspect Ltd, web based internet marketing software for eCommerce.
Understanding our prospective clients business drivers and getting the correct price point for our product has been fundamental in achieving the success we have had.
The sales and marketing team drives the software developers to produce products to meet the market needs – its the clients who matter not the technology and technologists.
We don’t do anything extraordinary, but we do the things that our customers expect of us. Have good business ethics and values, be responsive, add some value, we view our customers as partners, we need to work at it together. Our best sales aid is our customers.
Assume your audience knows nothing about the topic you are talking to, keep it simple and use minimal presentation aids – forget the 40 powerpoint slides. But most of all be enthusiastic, love what you are talking about, if you believe, the customer/investor/media will as well.
We started with smaller organizations that wouldn’t soak up too much resource, in fact our first 100 customers were all small and local to our office. Once the product had a base and was proven we changed the sales strategy to cover mid-range and corporate customers.
I completely changed the way we sell ...