Software Sales Tips by Matt Wolach

Sales Tips

Embracing Sales: It’s Not a Dirty Word

Have you ever felt like the word “sales” makes you want to cringe? Trust me, you’re not alone. Recently, I watched a movie that got me thinking about this, and I wanted to share my thoughts with you.

The film that sparked my reflection was “Wonka,” a delightful take on Willy Wonka’s journey. In the movie, there’s a character who belongs to the chocolate cartel (hilarious), and whenever he utters the word “poor,” he becomes visibly uncomfortable as if saying it makes him nauseous. It’s all in good humor, poking fun at aristocrats and their attitudes toward poverty.

But this got me thinking about something beyond the movie—how some software sales leaders feel about sales. It seems that for them, the word “sales” is akin to a bad word, something they can hardly say without cringing. They might believe that their software should sell itself and that once it’s out there, people will naturally flock to it. That selling or pushing your product is a bad thing. However, this is where a crucial realization comes in: sales are vital.

Sales are the lifeblood of your software company. If you’re treating “sales” like a dirty word, it’s time to shift your perspective. Sales are not something to be avoided but embraced. Your potential customers need convincing; they need you to make the case for why your product can make their lives better. If your product is truly great, then they deserve to know about it, and it’s your responsibility to communicate its value effectively.

Here are a few reasons why you should start appreciating sales:

Sales Drive Growth: Sales generate revenue, which fuels your company’s growth. Without sales, your software won’t reach its full potential or make the impact it could.

Customers Need Guidance: Customers often need guidance and information to make informed decisions. Software salespeople serve as the bridge between your product and your customers, helping them understand its benefits.

Support Your Sales Team: Your sales team is essential. If they don’t feel valued and supported within your organization, it can be demotivating and ultimately harm your company’s culture. Acknowledge their importance and ensure they know they play a crucial role in your company’s success.

Build Trust: Building trust with your customers is essential. Effective software sales strategies can establish trust and credibility, making customers more likely to choose your software.

Incorporate these ideas into your company culture and mindset. Start appreciating the significance of sales and the people responsible for making it happen. A sales-oriented approach doesn’t mean pushing people into buying something they don’t need; it’s about helping them understand why your product is valuable to them.

So, let’s drop the aversion to the word “sales” and make it a positive and vital part of our software business strategy. When you and your team embrace sales, you’ll not only improve your company’s bottom line but also create a thriving culture that propels your company to new heights. Say it loud and proud: Sales are the key to success!