atxsalesguy17
What has been the toughest SAAS industry you have sold into and why?
3
EdTech by far. The prospects are allergic to committing to anything, they are vanilla and cannot make assertive decisions, due their 9-5 campus mentality.They have creative phrases that can push your conversation two years ahead, budgets are constantly a problem and their conservative method of communication and technology prevents them from any innovation.
that's it for my rant. Peace ✌🏽
that's it for my rant. Peace ✌🏽
So on point 😂
EdTech by far. The prospects are allergic to committing to anything, they are vanilla and cannot make assertive decisions, due their 9-5 campus mentality.
Backup software. Most people are using a solution and IT guys hate change when they have a bunch of hardware backing them up
Public works government
Biometric Health Technology Services - This is primarily because we are still in the early-adopter phase. However, this initiative has a food chain of approvals it must endure. It could be approved by the board and lost in legal.
Getting a close takes a minimum of 4-months after the yes. Hospital systems, in general, are difficult, and a lot of their IT is still way behind where it needs to be. That's when I focus on rapport with CFO - they know the numbers and can tell you where you need to be to win the pricing battle.
To expand, I sell on value. The Medical Sales industry has a plethora of moving parts, which are in place to discount products immediately. Pricing will always be the first determining factor - so if you are starting in Med Sales, lean into that conversation early - don't show all of your cards.
Understand their budget, and work backward on everything else. Once I figured that out, I tripled my territory growth the following year - and bought a lot of awesome stuff... P.S. If you don't have a Roomba, get one. G-A-M-E-C-H-A-N-G-E-R
Getting a close takes a minimum of 4-months after the yes. Hospital systems, in general, are difficult, and a lot of their IT is still way behind where it needs to be. That's when I focus on rapport with CFO - they know the numbers and can tell you where you need to be to win the pricing battle.
To expand, I sell on value. The Medical Sales industry has a plethora of moving parts, which are in place to discount products immediately. Pricing will always be the first determining factor - so if you are starting in Med Sales, lean into that conversation early - don't show all of your cards.
Understand their budget, and work backward on everything else. Once I figured that out, I tripled my territory growth the following year - and bought a lot of awesome stuff... P.S. If you don't have a Roomba, get one. G-A-M-E-C-H-A-N-G-E-R
E-prescribing was pretty hard in the beginning.
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