7 steps to Success: A Formula for Selling Software and Services to the 21st Century Enterprise Selling of Enterprise Software and related Services has evolved over the years and involves a very high degree of sophistication. Buyers of Enterprise software services are highly educated professionals. Our speaker Onagh Ash is one of the most successful Enterprise Software and Services individual in the world and she will cover several aspects of selling Software and Services, such as:• The pitfalls of traditional selling behavior • How risk-averse, non-expert organizations buy software/services they don't fully understand. • The key skills necessary to succeed in high-difficulty sales • How to establish and maintain personal power as a salesperson throughout the selling process • Team Selling • How to align selling behavior strategically to the buyer's psychological buying phases • How to gain access to, and establish credibility with, line executives • How to qualify prospect needs and buying ability in a single sales call • How to create anxiety aligned with your product capabilities in a prospect's mind • How to exploit the expertise of technical support without losing power and control • How to develop the needs of "committees" during a single meeting • How to get executive, user and technical buyers marching in the same direction • How to recognize quickly whether you are first or second
