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What are the best ways to stand out as an ERP software sales professional?

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If you're a sales professional who wants to sell ERP software, you might face some tough competition. ERP stands for enterprise resource planning, and it's a type of software that helps businesses manage their core processes, such as accounting, inventory, human resources, and more. ERP software is often complex, expensive, and customized to each client's needs, so you need to have a strong set of skills and strategies to stand out as an ERP software sales professional. Here are some of the best ways to do that.

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1 Know your product

One of the most important skills for any sales professional is product knowledge. You need to know the features, benefits, and value proposition of the ERP software you're selling, as well as how it compares to the competitors. You also need to understand the industry and the business challenges of your target market, and how your product can solve them. By knowing your product inside and out, you can demonstrate your credibility, answer any questions, and tailor your pitch to each prospect's needs and goals.

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Mona Jani

B2B Lead Generation | Cold Emailing | Building Sales Pipeline
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To stand out as an ERP software sales professional, become an expert on your product, understand the client's business processes, and demonstrate how your ERP solution can solve specific problems. Build strong relationships, and stay informed about industry trends.

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Moslem Ghorbani Arabi

Business consultant
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1. Improving the level of awareness of operational processes in the business of software product customers 2. Strengthening specialized skills in understanding customer needs in the least possible time 3. Maximum concentration on the identification of effective managers in the decision to purchase software during the meetings to identify the needs and explain the capabilities of the product and use effective and useful strategies in concluding a sales contract. 4. Continually strengthening the technique of expression and using words appropriate to the level of awareness of customers and avoiding personal or organizational exaggeration towards them.

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Anna Devay

Especialista em Seguro de Transportes e Saúde na Franco Figueiroa Consultoria e Corretagem em Seguros
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No competitivo cenário de vendas de software ERP, destacar-se exige expertise no produto, compreens?o do mercado e habilidades de comunica??o afiadas. Conhecer profundamente o software e suas aplica??es práticas é crucial, assim como manter-se atualizado sobre as tendências do setor .

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Prabakaran K

Confidential |Ex SAP Labs IBM Infosys L&T Visteon India Pistons| Global SAP Projects & Leadership Digital SCM Mfg Planning S/4 Hana Transformation | Specialised SAP PP PP-PI ePPDS/APO QM DDMRP IBP MM Agile Scrum PMP
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Well said.It is very important to know the depth of the product.Sales and Marketing is not just making profit.It is creating customer and sustain.Explain the product to customer.Clarify all the doubts with openness is important.Ensure our product created value to their Business and he refer us to his circle which will help us create next customer by our Quality product and service

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2 Build relationships

Another key skill for ERP software sales is relationship building. You're not just selling a product, you're selling a long-term partnership. You need to establish trust, rapport, and loyalty with your prospects and clients, and show them that you care about their success. You can do this by listening to their pain points, providing value-added insights, following up regularly, and delivering on your promises. By building strong relationships, you can increase your referrals, retention, and upselling opportunities.

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Bobby Ellett

Business Development @ AutogenAI | Win Business Faster | Salesforce-Backed | LinkedIn Top Companies 2024
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Foster strong relationships with stakeholders by understanding their business needs and providing tailored solutions. In my experience on the procurement side, trust and communication were key factors in selecting a vendor.

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3 Use consultative selling

Consultative selling is a sales approach that focuses on understanding the customer's needs, providing solutions, and creating value. It's especially relevant for ERP software sales, because you're dealing with complex and customized solutions that require a lot of analysis, collaboration, and negotiation. You need to act as a consultant, not just a salesperson, and help your prospects and clients find the best fit for their business. You can do this by asking open-ended questions, offering expert advice, presenting case studies, and demonstrating ROI.

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Bobby Ellett

Business Development @ AutogenAI | Win Business Faster | Salesforce-Backed | LinkedIn Top Companies 2024
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Approach sales as a consultant rather than a seller. Utilize the Sandler Sales Methodology to ask the right questions and provide value-driven solutions.

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Arnaldo Cavioli Ortega

Senior Account Executive | Solution Sales | Consultative Selling | Customer Success
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Although a software product, an ERP is typically sold to C-level business areas, not only IT. Therefore, utilizing consultative sales techniques will aid in identifying the most crucial issues to address, demonstrating the ROI and value proposition clearly to differentiate from competitors. It is particularly important to highlight the benefits your solution will bring to the company in matters such as brand reputation and stock value.

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4 Leverage technology

Technology is your ally when it comes to selling ERP software. You can use various tools and platforms to enhance your sales process, such as CRM systems, email marketing, social media, webinars, demos, and analytics. You can use technology to generate leads, nurture prospects, communicate effectively, showcase your product, and measure your performance. You can also use technology to stay updated on the latest trends, innovations, and best practices in the ERP software industry, and share them with your audience.

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Bobby Ellett

Business Development @ AutogenAI | Win Business Faster | Salesforce-Backed | LinkedIn Top Companies 2024
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Use tools like Salesforce for CRM, Gong for conversation intelligence, and LinkedIn Sales Navigator for lead generation. These technologies enhance efficiency and insights. Resource: "The Best Sales Tools for 2023" by HubSpot.

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5 Develop soft skills

Soft skills are the interpersonal and communication skills that enable you to interact with others effectively. They are essential for ERP software sales, because you're dealing with people at different levels, roles, and backgrounds. You need to have strong soft skills, such as empathy, active listening, problem-solving, persuasion, negotiation, and teamwork. You can develop your soft skills by taking courses, reading books, watching videos, and practicing with feedback.

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6 Seek continuous improvement

The last way to stand out as an ERP software sales professional is to seek continuous improvement. You should always strive to learn new skills, expand your knowledge, and improve your performance. You can do this by setting SMART goals, seeking feedback, reviewing your results, and taking action. You can also join professional networks, attend events, and seek mentors and coaches. By seeking continuous improvement, you can stay ahead of the curve, adapt to changing markets, and achieve your sales targets.

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Bobby Ellett

Business Development @ AutogenAI | Win Business Faster | Salesforce-Backed | LinkedIn Top Companies 2024
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Stay updated with industry trends, attend workshops, and seek feedback for personal growth. Continuous learning differentiates top performers.

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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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Justin Jay Johnson

THESOFTWARESALESCOACH.COM ?? Former #1 Rep at Salesforce in 4 Different Roles | Named Top 40 CROs to Watch In 2023 | 5x Sales Leader | Author | Beautiful Savage
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It's shocking that this article doesn't call out the need to be an industry expert. YOU NEVER STAND OUT BEING A PRODUCT EXPERT. You only stand out when you can effectively speak their language. This only comes when you can understand the nuances of what's going on both inside and outside the four walls of the customers you're selling to. Being a "product expert" will never get you there.

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What are the best ways to stand out as an ERP software sales professional?

1

2

3

4

5

6

7

1 Know your product

2 Build relationships

3 Use consultative selling

4 Leverage technology

5 Develop soft skills

6 Seek continuous improvement

7 Here’s what else to consider

Technical Sales

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What are the best ways to stand out as an ERP software sales professional?

1

2

3

4

5

6

7

1 Know your product

2 Build relationships

3 Use consultative selling

4 Leverage technology

5 Develop soft skills

6 Seek continuous improvement

7 Here’s what else to consider

Technical Sales

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