Are you entering the B2B software market? Are you ready to sell software to business? Would ten years experience in the trenches help you accelerate your sales cycle?
If yes, then this blog is here to help. It’s all about making software development companies better at selling to business by setting expectations, managing customer needs and controlling your negotiation agenda.
Every week, we’ll look at a new aspect of contract negotiations. We’ll identify the customer needs, review some key issues and set out some strategies for meeting your customer’s real needs without breaking the bank. The one clear take-away from this series is “Control the Agenda”. If you don’t know what your customer needs and how to give it to him in the most economical way possible, your customer will spend your money to meet his standards, whether they are necessary or not.
I am a lawyer but this blog isn’t about the law, it’s about the business of selling software. I’m a professional with over ten years experience representing small tech companies selling to big companies around the world.