The Sales Process

Step 1

Identify buying center and make contact

Identify target accounts in your territory and all buying influences. Contact the buying parties top-down. Arrange for meeting.

Step 2

Present solution and proposition

Present your company and your solution incl. value proposition, business case, competitive advantages. Convince the prospect to move forward with evaluating your solution.

Step 3

Manage evaluation and convince

Set realistic expectation and define evaluation criteria as much as possible. Guide prospect through the evaluation, make all required steps and success criteria transparent.

Step 4

Negotiate commercials and close

Submit first proposal and agree to negotiate the offering. Be flexible but disciplined, limit the negotiation iterations. Create closing pressure.


View All Courses
Membership includes access to the TouroAcademy network, discounts for courses and more. Become a member today and turn your learning investments into real value for your company and your career.

The ways software is sold also has changed with SaaS and cloud computing. As some guys, like Oracle's Larry Ellison for example, pointed out, delivering software as a (cloud) service has been around for quite some time. But now the difference is: SaaS or...

Cloud Selling

SaaS (Credit adopt technologies)

SaaS, often also referred to (in my opinion somewhat misleading) as Cloud Computing (which is more IaaS/PaaS related), means to provide a software application as an online service. Such services are accessed through the Internet (e.g. for groupware or email exchange) or sometimes through...

What SaaS (Software as a Service) Means For Sales

Stay in touch with us

Subscribe to our newsletter and get information about new courses and features.

Send us a message

Your Name (required)

Your Email (required)

Subject (required)

Your Message (required)