Find Software Leads By Finding What Prospects Really Do

Qualifying software leads means understanding a prospect. Oftentimes it leads to a talk of great misunderstanding most people have about what they really do. For business and enterprise leaders, there is definitely too much generalizing going on. Getting software leads for enterprise solutions means doing the exact opposite of what is going on.

Your Software Leads Should Be Reshaped From Popular Images

You know those “What I Really Do” pictures floating around the net? That is a good hint of what you need to do when you are qualifying business leads for your ERP software solution. Generating software leads means generating an image that will paint a more accurate picture of what a prospect is doing (probably even more accurate than the ones prospects make for themselves).

However, each of the viewpoints described in those pictures can be considered a point of concern as these software leads are qualified. Why does society think that way about them? Why do their employees think that way? What about their parents even? All of these are entrances that could lead to a challenge for your enterprise solution and bring you closer to listing them down as your software leads.

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• “What my friends think I do” – This is how they conduct themselves outside their job. Granted, a CEO’s life is a busy one and work can go on even when it does not show in their logging hours. Furthermore, one more reason they can be your software leads is that your technology can enable that. The question is, would it be a good thing or bad thing to do in front of their peeps?

• “What society thinks I do” – This is an extension of what your prospect’s friends think they do. However, popular culture has a rather sardonic way of portraying CEOs as fat cats with beach side vacation homes. The solution to this? Staying far away from it yourself when trying to attract ERP software leads. Look to what they really do with their time, using your technology, and use those instead.

• “What their families think they do” – Your technology can either change this image or make it worse. Generating software leads from high-level decision makers means helping them find ways to keep technology from interfering too much with off-the-clock work. And no, a need for a high number of software leads does not mean catering to a prospect’s need to bring a lot of work home 24/7.

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• “What my employees think I do” – This is a mix of both what society thinks but at the same time, it is more accurate. They work right under your prospects after all. That is why it is important for your software leads to provide details of their business culture and the current state of the business. Enterprise solutions cover all departments and you need to get them all in on the acquisition, not just your main prospect.

To sum it up, you generate sales leads by telling the real story of your prospects. They are your software leads for what they really do and not just what others think they do.