Strategies for Selling ERP Successfully
In the digital age, managing workflow systems can be costly and complicated. However, there is a benefit: enterprise resource planning (ERP). Businesses utilise this software as a platform to manage data and integrate activities between several departments, such as supply change management, manufacturing, marketing, sales, finance, human resources (HR), accounting, and CRM.
This technology offers a solid, integrated solution that guarantees real-time data precision, automates operations, optimise processes, and promotes departmental collaboration. Businesses may achieve greater levels of agility, efficiency, and scalability by embracing ERP, which equips them to meet the demands of the B2B market’s digital revolution.
For the majority of B2B companies, human data entry exists despite the trend towards digitisation. 48% of manufacturing organisations still use manual data entry sheets, according to a Pluto-shift survey.
The cause of it? limitations on time and the lack of resources to devote to automation.
Even with all of this software’s advantages, a lot of business owners are still hesitant to buy it. It can be difficult to sell ERP for the following reasons:
- ERP solutions may be expensive for small and medium-sized companies. Additionally, convincing customers to spend a significant lot of money on an ERP system can be challenging, particularly if they are already using other programmes or processes.
- ERP-induced changes may occasionally encounter opposition from individuals or organizations used to outdated tactics. Due to their high degree of customisation, ERP systems might be challenging to market a standard solution to a customer with particular requirements.
- The abundance of rival ERP solutions on the market is another factor making them difficult to sell. Because of this, it could be difficult to set one option out from the others.
- Finally, the implementation process of an ERP is usually time-consuming. It may take months or even years, which can be a significant barrier for businesses hoping for a speedy payback on their investment.
- You will inevitably run into some stakeholders that are reluctant to accept your offers while pitching your leads on a complicated, cloud-based ERP solution. But don’t worry!
A rundown of effective sales tactics for ERP software:
Inbound Marketing:
People that are looking for solutions come to your website. But merely having a selection of your products listed online won’t meet their needs. They require details, the advantages, and the ways in which your product is superior to their existing setup. If your target clients can’t quickly access all of these and more, they won’t stay on your website for longer than 15 seconds after checking in.
- Make a high-quality website with SEO-optimized content.
- Use PPC to guarantee top rankings and increased internet visibility.
- Provide users on your website with original and helpful content.
- Promote and distribute your material on social media.
- Make excellent Landing Pages with conversion-oriented CTAs.
Outbound Marketing
Some claim that outbound marketing techniques like cold calling and unsolicited emails are less effective. However, the younger generation of marketers has given it a different name by using less forceful yet more successful methods of drawing clients.
- Determine market niches to target the appropriate sectors with your ERP software.
- Reach out to potential clients on social media.
- Educate and cultivate clients with email marketing
- Follow up by making cold calls.
- Communicate with potential customers using mobile
Account Based Marketing
The volume of account-based marketing data has increased. Consequently, ERP software providers may now gather data about their target prospects to determine which ones are most qualified to make a purchase. You can connect one-on-one with the appropriate decision-maker or decision-makers in your target companies with the aid of account-based marketing.
- By identifying target organizations that have the most potential to become your customers, you may concentrate on high-value accounts.
- Complete the decision-making process by creating detailed profiles of each target account to acquire a comprehensive understanding of it.
- Use the appropriate combination of digital touchpoints and tailored outreach to get in touch with every decision-maker you have identified.
- Beyond only establishing contact with stakeholders, take the time to get to know each interested decision maker and assist them in proceeding to the following stages of the purchasing process.
Marketing in Events
Whether you are the founder or a CMO, attending events is one of the best ways to market your ERP software. Being in your target market and providing them with first-hand knowledge and expertise of your product sparks curiosity and raises the likelihood that they will become consumers. Actually, data indicates:
- Among digital advertising, email marketing, and content marketing, events are deemed by the majority of marketers (41%) to be the most effective marketing channel overall.
- Events receive more than 21% of the marketing budgets of 55% of B2B companies.
- Companies in the software and services sector regularly and strongly invest in live events; 42% of these companies provide events more than 21% of their budgets.
- According to 76% of marketers, their campaigns are connected with their event and experience marketing efforts
- Event marketing software is used by 62% of marketers that advertise their events via email.
- Events facilitated by apps receive 42% more social media impressions.
- According to half of marketers, lead generation, sales, and community building are the main reasons they host events.
How to sell ERP: 3 defined ways
Summary
To sum up, selling ERP systems has advantages as well as disadvantages. ERP software facilitates decision-making and streamlines processes, among other disruptive advantages. Nonetheless, there may be roadblocks in the sales process due to the complexity and expense of ERP sales.
Understanding the various ERP systems, adjusting your strategy to the target audience, and employing efficient marketing are critical for success in ERP sales. A strategic strategy is necessary to overcome challenges with customisation, market competitiveness, and resistance to change. ERP systems have the potential to revolutionise business, and organisations may succeed and become more efficient if they have a strong grasp of the market and a value offer that appeals to customers.
Get in touch with Jupical to work with our industry professionals to customise ERP solutions for your business needs. We can help you build your business and thrive in it by using our strategies; just give us a call. Make your call today; it’s free!