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 โ๐ฝย
that's it for my rant. Peace โ๐ฝย
So on point ๐
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.ย However, this initiative has a food chain of approvals it must endure.ย It could be approved by the board and lost in legal.ย ย
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.ย 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.ย ย
To expand, I sell on value.ย The Medical Sales industry has a plethora of moving parts, which are in place to discount products immediately.ย 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.ย ย
Understand their budget, and work backward on everything else.ย Once I figured that out, I tripled my territory growth the following year - and bought a lot of awesome stuff... P.S.ย If you don't have a Roomba, get one.ย 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.ย 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.ย ย
To expand, I sell on value.ย The Medical Sales industry has a plethora of moving parts, which are in place to discount products immediately.ย 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.ย ย
Understand their budget, and work backward on everything else.ย Once I figured that out, I tripled my territory growth the following year - and bought a lot of awesome stuff... P.S.ย If you don't have a Roomba, get one.ย G-A-M-E-C-H-A-N-G-E-R
E-prescribing was pretty hard in the beginning.ย
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