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6 requirements of enterprise software sales success

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To be successful selling enterprise software, one must: 1) Have a product or service that provides significant monetary value to customers. 2) Tailor sales and marketing efforts to how large organizations make purchasing decisions. 3) Ensure the software meets common requirements for security, reliability, customization and other needs of enterprise customers.

1. Have a signiﬁcant, monetiz‐
6. Establish a control point. able value proposition.

6 REQUIREMENTS OF
5. Have some patience. ENTERPRISE SOFTWARE
2. Sell the way the
SALES SUCCESS enterprise buys.

4. Focus on targeted value 3. Meet enterprise requirements.
scenarios or ﬁrst go vertical.

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6 requirements of enterprise software sales success

1. 1. Have a signiﬁcant, monetiz‐ 6. Establish a control point. able value proposition. 6 REQUIREMENTS OF 5. Have some patience. ENTERPRISE SOFTWARE 2. Sell the way the SALES SUCCESS enterprise buys. 4. Focus on targeted value 3. Meet enterprise requirements. scenarios or ﬁrst go vertical.