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What else goes on behind the scenes? Word of mouth is key, but whose opinions matter most? Co-workers and peers. Consider building a piece of content that can help guide the internal conversations. This can be a checklist or a written process for handling the needs of each stakeholder. Often the users and buyers are […]

Most of software buyers (89%) have a documented process for purchasing software: from identifying a need all the way to implementation.

Once you are on the short list Scheduling a product demo is the most popular next step. Starting a free trail is the least popular. Other surveys have shown that the most profitable buyers want to get into the weeds and speak to someone who can answer technical questions about implementation etc. Action Items: 1) […]

The software buyers we surveyed typically consider 4-6 pieces of software seriously. How can you ensure you are on that list?