TennisandSales

Head Of Sales

Politicker

Acclaimed Answer

Executive

Teaching Prospects How To Buy

I'm sure other industries experience this.it's just super common in my space.

the institutions i sell too really don't understand HOW to buy a software tool.

they understand what they want

they know how to evaluate vendors (sometimes)

But then when it comes time to getting it done, signing the agreement and starting the project, it's clear they are clueless.

not assigning an internal project manager

not knowing what documents they need signed

not knowing WHO can sign what documents.

not knowing what approvals are needed.

now i get it, it's part of my job to help groups through this process and hold their hand. I'm totally fine with that.

I'm also shocked by it constantly.

📃 Procurement

😡 rant

📳 SaaS

18 comments

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detectivegibbles

Politicker

Sales Director

Do you think people love the authority of the "research, vendor eval, recommendation" phase but are scared to take accountability post signature and issues arise?

CuriousFox

WR Officer

🦊

Could be. More red tape to get through for larger companies.

detectivegibbles

Politicker

Sales Director

Good point. I've always had a laugh at the POC's that do all the leg work and then say "alright I'll let ya know what the board says". Then when your quote isn't accepted, you ask for feedback and they say "yeah the board just said you weren't selected, no feedback sorry".

Oh okay. Cool.

CuriousFox

WR Officer

🦊

Ah yes. The good ole "we are using you for a pricing exercise for our current vendor but ain't gonna admit it" move. Lovely.

ThatNewAE

Big Shot

Account Executive - Mid enterprise

To be honest, I do too. I love taking the onus to all the research and making the right decision (even if I am not!).

detectivegibbles

Politicker

Sales Director

Haha I'm not saying it's bad to like doing it. It's just a swift kick in the groin when you get that news.

TennisandSales

Politicker

Head Of Sales

not sure if ppl dont want to take accountability or they just dont know WHO handles certain tasks.

Sunbunny31

Politicker

Sr Sales Executive 🐰

I've found it's like that in smaller orgs. In larger orgs, they're either so large they lose sight of the deal OR you go straight to procurement. There is no middle ground.

ChickenDinner

Politicker

Account Executive

Yes I deal with a lot of uneducated buyers as well. When I do get someone thats a very educated buyer it's so refreshing. I do think working more with C-suites elevates the whole software buying process

SaaSguy

Tycoon

Account Executive

Go higher, C levels know how to buy stuff

TennisandSales

Politicker

Head Of Sales

very easy thing to say. but not true in my world. the csuite does not buy. The VPs buy. Also C suite just has the authority to push things through, doesnt mean they know the process.

SaaSguy

Tycoon

Account Executive

IME every time I've engaged a CFO they surely know how to buy.

jefe

Arsonist

🍁

Had a bit of this in education, but haven't seen it as much lately.

Always fun to put on the teaching hat lol

TennisandSales

Politicker

Head Of Sales

yeah i think it really comes down to some ppl just dont trust sales ppl.

For instance, many groups want to talk about integrations but there are items we need to talk about first so that conversation makes sense. ect.

Diablo

Politicker

Sr. AE

I never faced this issue in my business. Is the sales cycle long or short? What does your prospect do from the time they start doing the PoC to purchase?

TennisandSales

Politicker

Head Of Sales

lucky you! haha .

long sales cycle. 9 - 12 months.

Some big problems I see is that in the beginning the buyer tried to run their own "process" and want to talk about certain items that are top of mind but dont understand that certain items need to be discussed first.

Then there is the problem that when we get to the procurement, some groups dont know what they have to do. and even when i try to turn over every stone, a New Vendor Form needs to be completed right as we are about to route for signatures. things like that.

WhoDey

Opinionated

VP of Sales

I don't see this in our business. Who do you sell to that buys software so infrequently that they don't have experience or a process for doing it? Perhaps it's industry-specific.

TennisandSales

Politicker

Head Of Sales

yes its for sure industry specific. normally my target market is just given software to use by parters. they dont frequently decide to buy their own.

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TennisandSales

Teaching Prospects How To Buy

18 comments

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