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The Scarcity trap – The deadly game of enterprise software presales!
Here is a proposal from the Sales team during the Enterprise Software sales meeting: I spoke with Asia Pacific Sales Head; we can offer you a massive 60 percent discount on the software licenses. You will be saving $200K. To save this amount, you must approve the...
The Authority trap – Deadly game of enterprise software presales!
Consider the following pitch during the Enterprise Software sales meeting: We are one of the top Microsoft partners in the world! We have 60 offices across seven continents. In addition, we have a strong team of 500 consultants serving customers like Nike, Bose and...
The likability trap – Deadly game of enterprise software presales!
We buy from the people we like. Enterprise software presales in no different. You will find that the presales team understands your business quite well. They say all the right things. They are patient, courteous, diligent, and even good looking too. They have all the...
Keep emotions in check while selecting enterprise software!
Our emotions lead to buying decisions. Interestingly, it is seldom our rational mind. Enterprise software vendors are experts in getting you (The selection panel) excited about their product. You will hear some heavy words like Digital Transformation, Modern user...
Do you have a plan to procure enterprise software?
Sellers have more experience in selling than the individual Buyer buying a fit-for-purpose product. Sellers have a well-defined structure, methodology and process for selling. On the other hand, buyers often have a vague desire or a problem. Suppose the Buyer does not...
How to avoid buying unsuitable enterprise software?
Enterprise software (ERP/CRM) implementations are complex and costly. As significant money is involved, software vendors' and partners' focus remains on selling the software and implementation services to you. Sometimes their entire focus is to maximise sales...
Learning to be comfortable in the discomfort of breaking the norm!
We are puppets of our habits. Unknowingly, our comfort is embedded in our everyday routines. Any disruption of our norm makes us uncomfortable. For example, I like to be very busy. If the workload decreases, I quickly get uncomfortable. So to get back to the norm, I...
How to deal with a non-responsive implementation partner?
In the last post, we covered the importance of reference checks before signing the dotted lines. But, what in case you are stuck with a non-responsive implementation partner? Your company has already signed up and implementing enterprise software. However, the vendor...
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Books & Publications
SP writes extensively on Project Sponsorship, Management, Business Transformation and Change.
A Guide for Project Sponsors
Building A Rock Solid Foundation
This book is for the Project Sponsors and executives. There are practical examples, tips and process that will help sponsors to lead from the front. The book will force you to think from different dimensions. If you implement knowledge, methods and tips, you will experience instant results. You will see the improvement in the order, focus and growth in the morale of the team.
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