Software companies have great challenges, one of the main ones being the generation of prospects, since most of them base the acquisition of potential clients on their referrals. However, in order to grow, it is necessary to constantly generate demand. How can this be achieved?
how-to-generate-leads-in-software-companies
In our experience, software companies lack solid growth for one of the following reasons:
The focus on generating leads and converting them to sales has shifted to overseeing the development of new products or the implementation of services (usually to a few large clients).
The purchasing process is long and a long time is needed to accompany ecuador phone number data the prospect during the process, the sales manager diverts his attention to other projects and the sale is lost.
They have projects in operation, so they do not believe demand generation is necessary or they have a very low flow of prospects.
This leads to low growth and a poor sales funnel, which can suddenly put the company in financial trouble when one of the main clients becomes unstable. To achieve profitable and predictable growth, lead generation must be an ongoing effort.
How to attract potential customers?
There are multiple options for generating leads in software companies, such as building customer lists and contacting them with cold calls or emails or attending trade shows and events. However, in our experience, traditional lead generation tactics, such as participating in industry events, work best when done with an inbound approach.
Sell to people, not companies. Let's be clear, in B2B companies we tend to believe that we sell to a company (at some point we made this mistake). The reality is that we sell to people who work within companies, so the relationship you maintain with your potential client and how you accompany them in their purchasing process is a key factor in closing the sale or not.
The first step is to understand the buyer and what steps they take to purchase software, from discovering the symptoms of the problem to deciding to resolve their problem with your company.