#ValueSelling

[aristonitservices]

5 Most Ignored Aspects in Software Sales

Introduction

The software industry is growing rapidly, with global software revenues expected to surpass $1.4 trillion by 2025. However, despite this booming market, many software companies struggle with sales. While pricing, marketing, and product features often take center stage, some critical aspects of software sales are frequently overlooked.

Ignoring these elements can lead to lost deals, increased customer churn, and poor long-term business growth. In this blog, we’ll uncover five commonly ignored aspects in software sales and how addressing them can help companies boost revenue and customer satisfaction.

1. Understanding the Customer’s Pain Points

One of the biggest mistakes in software sales is focusing too much on the product rather than the problems it solves. Sales teams often rely on pre-scripted pitches and generic feature lists, assuming the software’s capabilities will impress customers.

Why this is a problem:

o Not all customers have the same challenges.

o A one-size-fits-all pitch fails to connect with buyers.

o Customers buy solutions, not just software.

What to do instead:

o   Conduct discovery calls to understand customer pain points.

o   Customize your sales pitch based on the specific needs of each prospect.

o   Use case studies and real-world examples to show how your software solves problems.

Example: A SaaS company selling CRM software saw a 25% increase in conversions after shifting from a feature-based sales pitch to a problem-solving approach tailored to each client’s industry.

2. The Role of After-Sales Support & Customer Success

Many software sales teams consider their job done once the deal is closed. However, failing to support customers post-purchase can lead to low retention rates and poor brand reputation.

Why this is a problem:

o   Customers need training and onboarding to use the software effectively.

o   Poor post-sale support increases churn.

o   86% of customers say good customer service turns them into repeat buyers (HubSpot).

What to do instead:

o   Offer personalized onboarding to ensure customers get value from the software.

o   Provide proactive customer success teams to assist clients before they experience issues.

o   Use automated check-ins and feedback loops to track customer satisfaction.

Example: A cloud security software provider reduced churn by 40% by implementing a structured onboarding process with dedicated account managers.

3. Value-Based Selling Over Feature Dumping

Sales reps often get excited about product features and overwhelm prospects with technical jargon and long lists of functionalities. However, customers don’t care about how many features your software has—they care about how it benefits them.

Why this is a problem:

o   Too many features can confuse and overwhelm buyers.

o   Customers may not see how features translate into actual value.

o   A feature-focused pitch can lead to price objections.

What to do instead:

o   Sell outcomes, not just features. Instead of saying, “Our software has AI-powered automation,” say, “Our software reduces manual work by 40%.”

o   Highlight ROI (Return on Investment) by explaining how the software saves time, reduces costs, or increases efficiency.

o   Use real-world scenarios to show how the software solves problems.

Example: A project management software company increased sales by 30% after shifting from a feature-focused sales approach to a value-driven sales strategy that emphasized productivity gains for businesses.

4. Leveraging Data and Customer Insights

Many software sales teams fail to use data effectively, relying on guesswork instead of insights. By leveraging customer analytics, CRM data, and behavioral insights, companies can make smarter sales decisions.

Why this is a problem:

o   Sales teams miss cross-sell and upsell opportunities.

o   Lack of customer insights leads to poor engagement strategies.

o   Decisions based on intuition rather than data are less effective.

What to do instead:

o   Use CRM tools to track customer interactions and preferences.

o   Implement predictive analytics to identify high-potential leads.

o   Use data-driven personalization to tailor offers based on customer behavior.

Example: A subscription-based software company boosted revenue by 22% by using customer data to identify the best time to offer upgrade recommendations.

5. Building Long-Term Relationships vs. One-Time Deals

Many software sales teams focus on closing the deal rather than nurturing long-term relationships. However, retaining existing customers is 5x cheaper than acquiring new ones.

Why this is a problem:

o   Overemphasis on new sales leads to high customer churn.

o   Companies miss opportunities to increase lifetime value (LTV).

o   Poor relationship management leads to negative word-of-mouth.

What to do instead:

o   Prioritize customer engagement and relationship-building.

o   Offer loyalty programs, exclusive webinars, and value-added services.

o   Encourage referrals and testimonials from satisfied clients.

Example: A software company increased referrals by 50% after introducing a loyalty program rewarding long-term customers with discounts and early access to new features.

Conclusion

Software sales require more than just a great product and a strong pitch. Understanding customer pain points, providing excellent post-sales support, focusing on value rather than features, using data effectively, and building long-term relationships is crucial for sustained success.

By addressing these five often-ignored aspects, software companies can not only boost their conversion rates but also improve customer satisfaction and retention.

Looking for more ways to stay ahead in the digital world? Explore what we’re building. Visit our website!

[agile-rant]

How to Build an Irresistible Product Value Proposition

Understand Your Target Audience: Identify the Problem: Define the Solution: Highlight the Unique Selling Points: Emphasize Benefits, Not Just Features: Use Clear and Compelling Language: Test and Iterate: Align with Brand Identity: Communicate Value Across Touch Points: Monitor and Adapt: Creating a compelling product value proposition is crucial for capturing the attention and interest of potential customers. A well-crafted value proposition clearly communicates the unique benefits and advantages of a product, setting it apart from competitors and demonstrating its value to the target audience. In this article, we will explore the key steps involved in creating an effective product value proposition. Understand Your Target Audience: The first step in developing a strong value proposition is to gain a deep understanding of your target audience. Who are they? What are their needs, desires, and pain points? Conduct market research, surveys, and interviews to gather insights and create buyer personas. This information will guide the development of your value proposition by ensuring it resonates with your audience. Identify the Problem: A great value proposition addresses a specific problem or challenge that your target audience is facing. Identify the core problem or pain point your product solves and clearly articulate it. By highlighting this problem, you establish a connection with potential customers who are actively seeking a solution. Define the Solution: Once you have identified the problem, outline how your product provides a solution. Focus on the unique features, capabilities, or benefits that address the identified problem. Emphasize the value your product brings to the table and how it effectively meets the needs of your target audience. Highlight the Unique Selling Points: To stand out from competitors, it is essential to highlight the unique selling points (USPs) of your product. These are the features or benefits that differentiate your product from others in the market. Whether it's advanced technology, superior quality, affordability, or exceptional customer service, emphasize what sets your product apart and makes it the best choice for customers. Emphasize Benefits, Not Just Features: While it's important to mention the features of your product, it is equally crucial to emphasize the benefits customers will derive from those features. Think about how your product improves the lives of your target audience, saves them time or money, enhances their productivity, or solves their problems more effectively. Clearly communicate these benefits to create a strong emotional connection with potential customers. Use Clear and Compelling Language: Keep your value proposition concise, clear, and easy to understand. Avoid jargon or technical terms that may confuse or alienate your audience. Use simple, straightforward language that resonates with your target market. Consider using visual aids, such as info-graphics or videos, to enhance the clarity and impact of your value proposition. Test and Iterate: Developing a compelling value proposition is an iterative process. Test your value proposition with your target audience to gather feedback and insights. Conduct surveys, focus groups, or A/B testing to evaluate the effectiveness of different versions. Pay attention to customer reactions and refine your value proposition based on their feedback. Continuous improvement is key to creating a value proposition that truly resonates. Align with Brand Identity: Ensure that your value proposition aligns with your brand identity and overall marketing strategy. It should reflect your brand's values, personality, and positioning in the market. Consistency in messaging across all marketing channels reinforces your value proposition and strengthens brand recognition. Communicate Value Across Touch Points: Your value proposition should be consistently communicated across all customer touch points. Incorporate it into your website, social media profiles, marketing materials, and sales pitches. It should be prominently displayed and reinforced throughout the customer journey, from the first point of contact to post-purchase interactions. Monitor and Adapt: Once your value proposition is established, monitor its performance and make adjustments as needed. Stay attuned to market trends, competitive landscape, and evolving customer needs. Adapt your value proposition accordingly to remain relevant and competitive.

How To Build Product Value Proposition Conclusion

In conclusion, creating a compelling product value proposition requires a deep understanding of your target audience, a clear articulation of the problem and solution, a focus on unique selling points and benefits, and continuous testing and improvement. By following these steps, you can develop a value proposition that effectively communicates the value of your product and captures the attention of your target audience.

Additional Content To Check Out After The Product Value Proposition

How do you prioritize all the work that you could do? The effort vs impact matrix is one of the easiest and most effective ways to prioritize Check out the article from Aha on product value and creating the product value proposition, here. Read the full article

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[lverweyen]

Die Identifikation mit der Position des Kunden ist die Grundlage für erfolgreiches Value Based Selling. Es geht darum, nicht das Produkt und dessen entsprechende Eigenschaften in den Vordergrund des Verkaufsprozesses zu stellen, sondern den reinen Nutzen für den Kunden.

https://www.alexanderverweyen.com/news/value-based-selling-und-die-mvnkette-fuer-ihren-pitch/

Alexander Verweyen Blog

[altarhometransformations]

What Are the Benefits of Painting Your Roof Tiles?

Whether you’ve lived in your home for a good number of years and the roof is starting to look tired, or you’ve moved into your home recently and want to update its overall look, roof painting can transform the look of a property and make it stand out in the neighbourhood.

If your tiled roof is letting the rest of your home down, but you don’t want the expense or inconvenience of replacing it, a professional home improvements company can have it painted for you.

Here are just some of the many benefits associated with painting your roof tiles:

Painted roof tiles can make your entire home look more appealing

While you might not notice your roof and its condition unless you make the effort to view your home from the curb or the end of the street, once you do so and you notice that it’s looking shabby, you won’t stop noticing it, and you can bet your neighbours will have noticed it, too.

Fortunately, having your tiled roof painted is a quick and cost-effective way of improving the look of your roof, and therefore of your entire home, and is certainly cheaper than having it retiled.

Having your roof tiles professionally painted can add to your home’s value

Selling your property is always going to be easier if your home looks attractive from an exterior perspective, although of course the interior will have an impact upon how fast it sells, too. A dirty moss-covered roof will create a poor first impression and have a detrimental effect on the home as a whole. You may even find that when having your home surveyed before a sale, if your roof is particularly dirty, that a surveyor may make the removal of the moss and other debris, a condition of the sale.

A freshly painted roof will work wonders for the look of your home, help it sell quicker, and likely for more money, too.

Roof painting is fast, safe and effective

While roof painting is a job that can be completed over a relatively short time period, that doesn’t mean that it can, and should be carried out by the homeowner themselves, unless they happen to be an experienced roof painter!

All work related to roofs has the potential to cause significant harm to anyone who doesn’t know what they’re doing, and a professional roofing contractor is always the best person for the job. However, when you do hire a professional company to paint your tiled roof, the work is typically carried out over a couple of days (depending upon the weather conditions and several other factors), making it a much faster and just as effective option as replacing the grubby or faded roof tiles.

If your Gold Coast home could do with a new look courtesy of a professional roof painting company, why not see how it could transform your home in a matter of days, and at a fraction of the cost of replacing your roof.

Altar Home Transformations is a family owned and operated business run by Michael Reyes a local renovation builder in Gold Coast. With extensive knowledge in home restorations, we offer various services including house renovation, timber deck restoration, build timber decks, timber decking, Deck repairs, roof restorations, interior and exterior painting, cleaning and more for both residential and commercial premises.

[kalilinux4u]

RT @faisal_hoque: "To truly become your customers’ trusted advisor and partner — and to keep them coming back for more and referring your firm to others — you have to care about their business as much as you do yours (if not more than).” @faisal_hoque #growth #valueselling https://t.co/BP3CqnKart (via Twitter http://twitter.com/hackernoon/status/1038842317979836416)

[savvybiztools]

Tools, recommendations, and more for effective real estate prospecting

Whether you're a real estate agency, a legal office, or a thrift store, gaining new clients is amongst the most complex and expensive business activities.

However, gaining new business is one of the most difficult aspects of the job, and most real estate agents go through a lot of trial and error before finding a repeatable, effective method. It may take years (not to mention hours of every working day) to prospect, and if you're a tiny real estate firm, you definitely don't have the luxury of a dedicated crew.

When it comes to real estate prospecting, though, there are several excellent time-saving tactics and approaches. Do you want to increase the number of real estate customers you have in a more effective manner?  Continue reading.

Being a real estate agent is tougher than you think. From finding the right clients to closing deals, there's a lot that goes into the process of lead generation. Using the top and best apps for real estate agents can be tough, but you can get it all under one roof from Savvy Biz Tools. We are known for offering the best apps for real estate agents and helping them with the right lead generation and improved growth of their business.

How do real estate brokers obtain fresh leads?

Today's real estate market is turbulent and unstable. Many traditional real estate prospecting strategies, such as open houses and sponsored events, have been outlawed or require some change since 2020. (depending on where you live). Here's a short rundown of the most typical methods for real estate brokers to generate new leads, along with the benefits and drawbacks of each.

Calling on a whim

Calling, chatting, or emailing a potential client to try to sell them anything without being invited to do so is known as cold calling. To solicit new business, real estate agents may walk door to door in a new neighbourhood, offering themselves and their services, or they may pick up the phone and call via contact lists:

If you're skilled, you'll be able to complete a large number of them in a single day. If you're a beginner, you might want to start with a script.

Real estate is perhaps the most dependant (or one of the most reliant) on decent phone service of all the businesses. Clients expect to be able to contact you at all hours of the day and night. As a result, make sure you're utilising a phone service (rather than simply your standard mobile phone) that has capabilities like:

In B2B sales, cold calling is one of the most effective tactics. According to a recent research by ValueSelling Associates, 46 percent of sales professionals believe that phone calls are the most successful way to reach prospects, second only to referrals (more on that later).Because cold calling is a numbers game, it's simple to track its performance.

Direct mail/prospecting letters

Direct mail is a sort of direct marketing that is sent by post or courier to a prospect's mailbox. Real estate brokers might use postcards, booklets, discounts, or a plain and basic old-fashioned letter to communicate with their clients. It's the in-person version of email marketing.

Real estate prospecting letters are almost as ancient as contemporary marketing itself, and they're still incredibly successful, well-received, and—surprisingly—welcomed in this digital day. They're popular with millennials, and a research by Canada Post found that direct mail is 20 percent more compelling than digital media.

Word-of-mouth marketing

Word-of-mouth marketing is an unpaid kind of advertising in which happy consumers tell others how much they enjoy a firm, product, or service and even recommend it to others. It's sometimes provoked on purpose by the corporation through publicity campaigns and referral marketing. Other times, it's quite natural (which is great, because that requires zero effort on your end).

It's on of the most popular referral sources. In 2018, 39 percent of sellers who utilised a real estate agent did so because of recommendations from friends or family, and 24 percent used the same agent they used to acquire or sell their house.

Advertising

Advertising is a type of paid marketing communication that is delivered through many media channels to advertise or sell a product, service, or concept. Billboards, flyers, newspapers, and television are all choices for real estate agents, as are banner advertisements and social media ads on the internet.

Houses that are open to the public

The open house is a century-old ritual in which sellers open the doors to their houses for a period of time so that prospective buyers can come in and look around. It's almost like a real-time advertising for the property. The house is usually decorated to appear its finest, and food and beverages are served.

You also have broker open houses, that are only available to the brokerage community and enable buyers and sellers to connect.

Live open houses may not be possible until a coronavirus vaccination is widely available, as attendance may be insufficient to justify the expenditure. However, virtual open houses are a great option that provide the same lead-generation benefits!

Are you ready to brush up on your real estate prospecting skills?

Prospecting is a whirlwind of emotions. There's no assurance that it'll succeed, no matter how much time and effort you put into it. Most likely, you'll need to rethink your approach and try again.

The good news is that after your company builds a certain amount of market reputation and maturity, you won't need to undertake much prospecting. After all of your hard work, you'll have discovered out which strategies work best for you, your company, and your clientele. Your best advocates are your customers, and they'll bring you new business.

Savvy Biz tools is your one-stop solution for thebest real estate apps for agents and real estate lead generation and marketing software. We have helped several agents with the best real estate apps and continue to serve the real estate industry with the best online tools for real estate agents. You can reach out to our team for the top real estate apps, and we will help you grow unstoppably.

What are you waiting for? Contact Us to know about our best real estate apps and services in detail today.

[grovaleulers-businesscoach]

Enhance Your Sales with Groval Euler's Value Selling Workshop

Join our workshop led by expert Dinkar Rao to enhance sales effectiveness through value selling techniques. With 24+ years in Sales Management and 17 years in Sales Performance Consulting, Dinkar has empowered over 14,000 professionals and guided 300+ companies. Gain expertise in crafting compelling presentations, mastering storytelling, and effectively communicating your value.

Ideal for sales professionals, managers, and executives looking to strengthen customer relationships and drive revenue growth.

Secure your spot at Value Selling today or call +91 9663742007 for personalized guidance.

[questlation]

ValueSelling Associates Welcomes Rishi Dhawan and Expands Sales Training Presence in India, Southeast Asia and the Middle East NEW DELHI, Nov. 10, 2021 /PRNewswire/ --... https://questlation.com/?p=26798&feed_id=198601

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6 Ways to Make a Bad First Impression During Business Outreach

As an introvert, I’ve spent the majority of my entrepreneurial life mastering the techniques of inbound marketing. But avoiding outreach forever isn’t sustainable — especially in the early days where SEO is practically non-existent and your social-media followers primarily represent your “friends and family” circle. Research led by ValueSelling Associates, Inc reports that 48% of sales…

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DnA Sales Solutions: How to Avoid the “P” Word by Julie Thomas at ValueSelling Associates. ¨Being different is not the same as differentiation" DnA partnered with Frans Coenen to offer our clients a new way to differentiate themselves with their offering from others....