Selling a Productized Service to Enterprise & Speeding Up Sales Cycles with Mike Taber
Productize Podcast
English - June 30, 2016 12:00 - ★★★★★ - 38 ratingsCareers Business productize productized service consulting freelancing business startups entrepreneurship marketing sales Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Mike Taber’s AuditShark software struggled from the classic challenge that most businesses selling to the enterprise face: Extremely long sales cycles. We’re talking 6 to 12 months or longer just...
Mike Taber’s AuditShark software struggled from the classic challenge that most businesses selling to the enterprise face: Extremely long sales cycles. We’re talking 6 to 12 months or longer just to close one sale.
In 2015, Mike decided to offer a Productized Service along with his server auditing software. And within 30 days, he made 3 sales! Talk about a turnaround with a simple tweak to the way it was sold.
You’ll hear:
The specific challenges with long sales cycles
The customer conversations that led to the idea to productize his software service
How Mike launched the new offer using a single webinar
The mechanics of delivering the service and scaling it.
Links:
AuditShark
Mike on Twitter
Mike’s book, The Single Founder Handbook
Productize Crash Course