closingANDposing

Account Executive

Going into new industry - any ERP AEs out there?

I'm shortly heading into a new chapter of my career, going from being an AE selling IT security / Network protocols and more, to selling ERP systems. This will all be direct sales, compared to selling through channel partners.

Anyone that have made sort of the same step, or already mastering ERP sales?

Shoot your knowledge and tips!

☁️ Software Tech

😎 Sales Skills

🧠 Advice

6 comments

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FeedTheKids

Politicker

Solutions Consultant

Biggest piece of advice I can give is "sell don't tell."

Seems really basic, but when selling a business an ERP - you need to solve problems.

1. Software needs to fill voids in their tech stack. (Usually we are centralized system connecting all other platforms they deal with)

2. Implementation process should be clearly defined. This is where I find the most upsell potential, because legit businesses want the extra help to make sure everything is configured to their needs.

3. Personally, I like to bring in the SE later in the sales cycle.

If your SE does the demo and you just talk about cost - your useless. Build some rapport, show some knowledge/credibility, then bring in the tech guy to dive into the weeds.

4. Learn how to build visual diagram. Keeps everyone on the same page.

5. Not alot of hard closing when it comes to selling ERPs. You'll have your opportunities, but if you solve their problems the rest of the pieces will fall into place.

Good luck! Made a similar transition a little over a year ago and am on track to double my income this year.

CuriousFox

WR Officer

🦊

Every step of this. I would like to especially highlight the implementation process. It should be clear, concise, and onboarding/training should be as seamless as possible.

closingANDposing

Opinionated

Account Executive

Thanks! That's some really good insights. Also believe I'll have the potential to make more once I'm warm..

MsTech

Executive

Business Development Executive

ERP sales is my daily bread and butter. I love it. Best advice is not be afraid to ask hard questions. Identify your different buyer profiles (CEO vs CFO vs COO and so on) and build questions/value add based on their specific needs. If you're not up to speed on how business works for them, go study.... build rapport- it takes time to close a deal. But, have fun, ERP sales is a fun beast.

CaneWolf

Politicker

Call me what you want, just sign the damn contract

Been there.

Lot of good stuff here already.

I'd add:

-To really spend time learning the ins and outs of your product and where it differentiates from others. Understanding that can really help you understand who to target and where you can win.

-Prospect like crazy but don't overdo it. Make sure people know who you are. But given that timing is everything in the space, you don't want to just go on forever.

-Build strong relationships with your SCs/SEs/SAs. They are more vital than ever in this space and will make or break deals for you.

rainmakerinthemaking

Politicker

-3

Enterprise Sales executive

get out

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closingANDposing

Going into new industry - any ERP AEs out there?

6 comments

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