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How to sell a software to enterprise?
I work as business development executive in a IT company, which partners with big organisation. Our products are business intelligent (BI) software productivity which means highly costumized and very pricey, perhaps can exceed a million USD per piece.
I have no idea how to sell it. Can somebody give some link and ideas how to sell something pricey B2B sale?
1 Answer
- chrisjbscLv 77 years agoFavorite Answer
In general, people businesses don't buy from businesses. In general, it is some individual that buys from another person. So: meet them, build up the trust to allow them to trust you, so that they can then trust what you are saying about your product.
And if your product is going to cost them $m+, then how is your product going to help their business to make $1.2m+ extra profit (not just extra income)?
If you cant show that, then they will buy the much easier product, that everyone else is using, that is much cheaper and well known and has many partners that help to implement it - like Microsoft CRM or SQL Server and the included BI capabilities.
