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What are the most effective ways to personalize ERP software sales?

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Personalizing ERP software sales is not only a way to stand out from the competition, but also a way to build trust and loyalty with your prospects and customers. ERP software is a complex and costly investment that requires a deep understanding of the business needs, goals, and challenges of each buyer. By tailoring your sales approach to each buyer's situation, you can demonstrate your value, expertise, and relevance, and increase your chances of closing the deal and retaining the customer. In this article, we will explore some of the most effective ways to personalize ERP software sales.

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Annette Green

Senior Sales Director @ Microsoft | Driving AI transformation in the German media, telecom, and professional services…
Randy Kish
Gerald C.

Founding Partner

1 Research your buyer persona

Before you can personalize your sales pitch, you need to know who you are selling to. Researching your buyer persona means identifying the key characteristics, pain points, motivations, and decision-making criteria of your ideal customer. You can use various sources of information, such as your CRM data, social media profiles, industry reports, and surveys, to create a detailed profile of your buyer persona. This will help you craft a relevant and compelling message that speaks to their specific needs and goals.

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Randy Kish
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Of all the things listed in this article - this is most important. However, it’s not a one time thing - it’s ongoing. You need to know the organization you’re selling to better than your executive sponsor does. What make them, at an individual win with your offering or lose without it

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2 Segment your prospects

Not all prospects are at the same stage of the buyer's journey, and not all prospects have the same level of interest, urgency, and budget. Segmenting your prospects means grouping them according to their behavior, preferences, and readiness to buy. You can use criteria such as lead source, lead score, industry, company size, role, and engagement level to segment your prospects. This will help you prioritize your sales efforts, deliver the right content and offer at the right time, and optimize your conversion rate.

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Randy Kish
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If you are not doing this from day 1, you are in the wrong profession. Your TAM should be tied to how you are going to meet your sales quota.

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3 Customize your communication

Communication is the key to building rapport and trust with your prospects and customers. Customizing your communication means using the appropriate channel, tone, style, and frequency for each prospect. You can use tools such as email templates, video messages, chatbots, and phone calls to communicate with your prospects and customers. However, you should always personalize your communication by using their name, referencing their business, asking relevant questions, and providing value. This will help you create a positive and memorable impression, and increase your response rate.

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Randy Kish
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If you are sending out non personalized communications, you should be fired. Less is more - and you do not want to be two clicks away from being blocked or sent straight to trash.

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4 Demonstrate your solution

One of the most powerful ways to personalize ERP software sales is to demonstrate how your solution can solve the specific problems and achieve the specific goals of each prospect. Demonstrating your solution means showing the features and benefits of your ERP software in action, using real data and scenarios from the prospect's business. You can use tools such as demos, case studies, testimonials, and free trials to demonstrate your solution. This will help you prove your value proposition, address any objections or concerns, and influence the purchase decision.

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Gerald C.

Founding Partner
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What we did is look at our most successful existing customer profiles and developed an ideal new customer profile. Then became very vertically focused with a North American geography. This vertical focus meant we could demonstrate that we already new a lot about the business and developed techniques to deliver all services remotely in a very cost efficient manner.

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5 Follow up and nurture

Personalizing ERP software sales does not end with the initial contact or the demonstration. You need to follow up and nurture your prospects and customers until they are ready to buy and beyond. Following up and nurturing means staying in touch with your prospects and customers, providing them with relevant and timely information, feedback, and support, and encouraging them to take the next step in the buyer's journey. You can use tools such as email campaigns, newsletters, webinars, and referrals to follow up and nurture your prospects and customers. This will help you maintain the relationship, build loyalty, and increase retention.

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6 Measure and optimize

Personalizing ERP software sales is not a one-time activity, but a continuous process that requires constant monitoring and improvement. Measuring and optimizing means tracking and analyzing the performance and results of your sales activities, using metrics such as open rate, click-through rate, conversion rate, retention rate, and customer satisfaction. You can use tools such as analytics, feedback, and testing to measure and optimize your sales activities. This will help you identify what works and what doesn't, and make the necessary adjustments to enhance your sales effectiveness and efficiency.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Annette Green

Senior Sales Director @ Microsoft | Driving AI transformation in the German media, telecom, and professional services industries
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Use an AI copilot to make intelligent recommendations, automate customer responses, such as emails, craft custom proposals and give the sales person more time for engaging in customer conversations, creative problem solving and questioning and understanding market and industry trends that will impact his client and his client’s customers and business models.

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What are the most effective ways to personalize ERP software sales?

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3

4

5

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7

1 Research your buyer persona

2 Segment your prospects

3 Customize your communication

4 Demonstrate your solution

5 Follow up and nurture

6 Measure and optimize

7 Here’s what else to consider

Technical Sales

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What are the most effective ways to personalize ERP software sales?

1

2

3

4

5

6

7

1 Research your buyer persona

2 Segment your prospects

3 Customize your communication

4 Demonstrate your solution

5 Follow up and nurture

6 Measure and optimize

7 Here’s what else to consider

Technical Sales

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