How to sell software development and other IT services?

Full recording of a webinar How to sell software development and other IT services.

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In this webinar, Rolands Ozolins and Andrejs Juscenko, both former Microsoft executives, explain how to sell software development and other IT services with a clear specialisation and focus on Ideal Customer Profile clients.

Learn also some tactics that you can try out right away.

0:00 Intro
3:05 Webinar agenda
5:09 How software development purchase decisions are made?
6:39 Buyers behaviour paradox before and after purchase
9:05 Service price is not important
9:29 Why price is not important
12:12 How not to sell software development
14:23 The power of specializstion
16:32 2 things you need to accomplish to sell software development
17:53 Differentiation in the software development industry
20:50 Pricing packages help selling
21:33 Specializstion is a superpower in selling software development
23:41 How to choose specializstion?
25:42 Sources of trust
30:32 Buyers Journey
33:29 4 strategies depending on buyers' awareness level
35:30 Strategy #1 buyer is vendor aware
39:16 How to identify interested leads
43:30 Using LinkedIn Sales Navigator
46:03 LinkedIn-based outreach
53:41 Strategy #2 buyer is solution aware
56:32 How to get high rankings on Clutch?
57:15 Do not do cold outreach. Do warm outreach instead
58:37 Provide free 1:1 workshops to demonstrate competency
1:01:38 Strategy #3 and #4 Market Education
1:06:41 Invest in marketing to sell more at higher rates