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09 Dec 2019

Sales psychology & relationships

In the past, perpetual licenses and support contracts were handled exclusively by sales teams, and the company Sales Director was responsible for more than 80{032efa745515012703aed7a3fe972debd7a4d9ef614e8838117e4c2e5954afc0} of revenue.

Speaking with many software companies, I now know that the effect of cloud and saas is dawning on many software companies. For them, 80{032efa745515012703aed7a3fe972debd7a4d9ef614e8838117e4c2e5954afc0} of revenue comes from renewals, and yet the renewals team often has no board-level or director-level voice.

Today’s marketing effort would therefore be best-focused on renewals, and renewals depend on relationships.

One of the most powerful proof-points is evidence of existing relationships, and this means testimonials and case studies.

Contact me at Strand to learn more: