Reduce Cost of sale.......
I am an enterprise software sales executive. Typically, we develop detailed POC's and SOW's for all our complex sales, which adds a large capital cost to completing an enterprise software sale.
How does a team reduce the cost of a complex sale?
I have never sold software and have no idea what POC's and SOW's are.
However, it sounds like what you are doing is a big ticket sale. I suggest two books that could provide interesting information for you:
"SPIN Selling" by Rackham (you may know this one)
"Buyer Facilitation" by Sharon Drew Morgan
find Sharon's site as the book may only be available as a pdf with audio.
Hope this helps, Greg
Click here to post comments
Return to Like to Know - free book.