What are the most important software features to highlight when prospecting?

When prospecting, you should be positioning business value over features every single time. Features are a dime and a dozen in technical sales. After all "we can do anything" - we just need to talk to our engineers. How your solution/feature set save money, time, and headaches is what matters. If you can solve a big pain point, the complexity might just be worth it (e.g. ERP transformational projects). Knowing "your software type" is important, but it's more a matter of knowing what you're selling and why.

When prospecting for customers, highlighting the right software features is crucial to attracting interest and demonstrating value. The features you emphasize should align with the specific needs and pain points of your target audience, showing how your software solves their problems or enhances their operations. Emphasize user-friendly interfaces and intuitive design. Prospects are more likely to be interested if they believe the software will be easy to adopt and use without extensive training.

Na minha experiência, sendo bem prático e direto, devemos dominar as funcionalidades e benefícios do software que estamos apresentando, compreender como ele resolve os desafios dos clientes e precisamos estar prontos para responder perguntas e demonstrar seu valor que o software pode trazer ao cliente.

Highlight the value proposition of your software maybe is the key point in the sales cycle, but it will be useless unless you understand the pain point of your prospects. Your software can be great, can give value or solve complex business issues, but it's not a good fit for your prospect (solving pain points, aligning with the short - mid term strategies, in the right time with the ongoing projects...) it won't be considered as a priority for your prospect. Qualify from a technical sales perspective (identifying technical environment, trends, constraints and staff background) and help sales to qualify from a commercial perspective (business case, stakeholders, budget, purchase management, process, etc), to focus on main issues of prospects

Highlight how the software can be tailored to meet the unique needs of a business, including customizable dashboards, reports, and workflows. Point out the ability to integrate seamlessly with other tools and systems the prospect is already using. This reduces the perceived effort and cost of transitioning to your solution.

Some questions I recommend to consider while understanding your prospects pain points: 1. What are the specific pain points that your product solve for customers? 2. What does a typical company does to avoid or work around the pain points? 3. What areas get impacted the most due to those pain points? 4. Who is personally accountable for those pain points? 5. How often those pain points occur?

Companies don't buy, people buy. What is the person's pain you are solving? Is the pain of a CFO that they don't have good or accurate reporting? NO... that is company pain. The personal pain is the embarrassment of not having accurate data, the extra time wasted and not being home with family, the extra time pulling together information, rather than coaching, mentoring, hiring, litigating, etc... meaning, opportunity costs... focus on personal pain!

Aprofunde-se nas necessidades e desafios do seu cliente potencial, tente identificar como seu software pode ajudá-lo a alcan?ar seus objetivos tra?ados. Personalize sua abordagem para cada cliente de uma forma genuína e sincera para que ele entenda que aquela proposta foi pensada única e exclusivamente nele.

After identifying your prospect's pain points, articulate your software's value proposition, emphasizing the unique benefits it offers. Highlight how your solution stands out from competitors, focusing on specific, measurable outcomes relevant to the prospect's needs. For instance, if promoting BI software, stress its capability to provide actionable insights, enhance decision-making, and boost revenue. This approach ensures your proposition resonates, showcasing your software's direct impact on their business objectives.

Demonstrate how your software can grow with the client’s business, supporting more users, data, or transactions as needed without significant additional cost or complexity. Outline the support options and training resources available to ensure successful implementation and ongoing use, including live support, online knowledge bases, and training sessions.

Comunique os benefícios do seu software de forma clara e concisa, busque quantificar o valor que o software pode gerar para o cliente. Use exemplos reais de clientes que obtiveram sucesso com o software.

One of the common mistakes from sales reps is showing not relevant use cases. What I mean from not relevant: 1. Companies in different industries. 2. Different company size. 3. Different pain point. Your prospect/champion/economic buyer need to understand your proof of value in similar industry, similar company size, similar pain points so you can build some trust. Collaborate with CS or marketing to get those.

Tell the story focusing on the pain you solved. Pain should be the company pain you solved, as well as the personal pain to the individual. IF you are selling to a CIO, be sure your story is related to another CIO you helped.

Uma coisa que achei muito útil foi contar histórias que ilustraram o impacto positivo do software, usando exemplos reais de clientes para mostrar como o software os beneficiou. Torne a comunica??o mais envolvente e memorável.

In my experience the best way of learning how to deal with objections is practicing. Do some role-plays with your colleagues and identify what are the most common objections they are getting from prospects. Take 10-15 minutes to practice with your peers, you will get better for sure.

Antecipe as dúvidas e obje??es do cliente, tente preparar respostas claras e convincentes para cada obje??o que possa vir. Demonstre confian?a e conhecimento durante a conversa.