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how to sell software to companies

How To Sell Software To Companies


A physical product can be sold with ample effort, whereas selling software that is intangible will require greater concentration and an optimistic approach.

Every B2B corporation must understand the importance of trial and error learning, which involves monitoring the bugs and glitches and involving immediate action to rectify the disruption.

  • The global software market was seen growing and valued under $55.52 billion in 2022, which will soar high up to $117.64 Billion with a striking 8.7 CAGR
  • More than 50% of potential prospects like to see the working of the software during the first call.
  • 50% of prospects are inclined to the B2B organization that responds first.
  • 84% of B2B decision-makers commence their purchasing journey with a recommendation.
  • 80% of corporate decision-makers preferred learning about a firm from various blogs.

We’ll let that sink in; before proceeding with the information, we’d like to clarify that having a strategic approach right from the initial stage of developing software to marketing requires adequate discipline and identifying a few key elements.

Wondering what they could be?

That’s precisely what this blog is about, and we will help you understand and identify those vital elements and insinuate on how to sell your software to the B2B companies for effective marketing.

We will commence with a coherent understanding of what software and its functions

What is software and its functions?

A group of instructions, information, or applications used to run systems and carry out specified activities is alluded to as software. It is the inverse of hardware, which specifies the system’s material parts.

Software regulates a system’s hardware and gives users and other applications the essential capabilities they need to operate effectively.

The primary functions of a compelling software, which are usually seen in B2B setup, are as follows:

  • A software is closely related to the computer’s hardware.
  • The software primarily is typically written in a low-level language.
  • It can be challenging to understand and create.
  • In general, the software operates at a fast pace.

What are the types of software?

The types of software that are used on a daily basis are listed below:

types of software

We are about to decode this one for you. Here’s a list of 10 practical ways on how to sell your software to the company.

 1. Identifying the distinctive features of the software

For new software to succeed in the market, it must address a specific issue or provide a unique feature lacking in current software offerings. Therefore, it is essential to carefully analyze your product and identify its unique value proposition. This will help you develop a newer perspective on the needs of the audience (B2B) and ways to tackle the competitive market.

2. Identifying the right B2B target audience


Identifying the right B2B target audience


It is crucial to identify the challenges that the software can fix and further filter out the potential organizations that can deploy it to rectify their existing crisis. For instance, if the software facilitates group and individual interaction, the profile of your ideal B2B client may include individuals who engage with teams and other groups for their internal communication in their organization.

Other elements to consider while determining your audience and creating excellent buyer profiles are their geographical locations, the business brand’s overall journey, and their upcoming goals.

3. Analyzing the marketing and competitor’s evaluation


Analyzing the marketing and competitor’s evaluation

The further the stages proceed, your targeted audience will have adequate options to choose from while selecting software that is more compatible & practical to their business needs. It is vital to monitor the actions of your competitor business brand (B2B), which deals with similar features of your organization.

Identify the key elements that segregate you from the crowd and nail them down while confirming that the marketing strategies can make your brand (B2B) appear more reliable and confident in the market.

 4. Formation of professional website and social media handles


Formation of professional website and social media handles

Developing and designing a proficient website can act as a backbone for the growth and selling of your product. Blending the website with excellent-looking social media with relevant content can make your B2B brand stand unique, drawing attention and also the trust of your target audience.

Infusing the much-needed high-quality images and videos of the software can turn your audience’s heads for you. Further, attaching the website’s link on the social media handles can open the portal for diverting online traffic and visitors.

  • Prior to speaking with sales executives, 57%–70% of B2B buyers conduct online research.
  • Online content, according to 90% of B2B purchasers, has a moderate to significant impact on decision-making.

5. Digital Marketing Approach & Tactics


Digital Marketing Approach & Tactics

Having a solid digital marketing plan that involves creating and publishing content on various online channels to promote your product. B2B Businesses can utilize digital ads for each social media platform including effective ones such as LinkedIn, Facebook Instagram, and Twitter majorly.

  • Social networking sites are accessed by 84% of C-level or vice-president-level executives and 75% of B2B consumers when making decisions about purchases.

The social media platform can then display your product’s ads to the potential B2B brands in their feeds. Through digital marketing, prospective clients can gain a better understanding of a product’s features and benefits. This includes promotional videos and infographics.

Other elements of your digital marketing plan can include publishing a blog on your websites, collaborating with other industry experts for your blogs, augmenting marketing strategies  and email marketing campaigns can set the right tone of visibility of your brand.

  • Triggered campaigns produce more than 75% of all email revenues.
  • 49 % of Consumers are more likely to say that they discovered the ideal product after watching a tailored advertisement.

6. Socializing with industry experts for the growth of the business network


Socializing with industry experts for the growth of the business network

Building an effective relationship with industry experts, stakeholders, and decision-makers can act beneficial for your organization’s overall growth. You can showcase your products and expand your professional network by attending software-related conferences to meet potential B2B prospects in person.

B2B organizations can take an advanced step further by blending and obtaining the top reputed email list of CEOs and decision makers across different working sectors and opting for email automation marketing. This will strategically provide a direct channel to target the decision-makers and increase the chances of lead generation & sales conversion.

  • Emails that are personalized increase the conversion rate by 10% while increasing the rate of click-through by 14%
  • Statistics have proven that subject lines using the phrases “Sale,” “New,” or “Video” increase open rates.

7. Beta Test of the software


Beta Test of the software

Before spending too much time and money on your website or product, it’s crucial to collect feedback from various stakeholders and experts. Mock up the most basic iteration of what the B2B Corporation is offering, get it tested with experts QAs and get them to give you their brutally frank comments and inputs.

This will enable your organization to make early product improvements and assist you avoid spending thousands of dollars in the future.

8. Security Compliance and Support 


Security Compliance and Support

Providing software security is a critical aspect that every B2B organization is looking out for. Having solid end-to-end encrypted which ensures that data encryption will gain your audience’s trust.

To stand out from your competitor’s brands should always offer more by this we mean offers including technical support in terms of onboarding, training, and troubleshooting if an issue arises. This will not only ensure your commitment towards the B2B potential prospects but also the organization cherish long-term commitment leaving a good bond.

9. Demonstration of the software and Testimonials


Demonstration of the software and Testimonials

B2B corporations can rely on a smooth operation video that demonstrates the functioning of the software & the products and the results it can achieve. An animated product breakdown and a video featuring personnel can help humanize technical services for those who may not fully comprehend them.

To take this to another level include testimonials which will bifurcate the emotional understanding and also draw their beliefs on your products and brand.

The best way to market your product is by encouraging customers to share their personal stories about why they chose your product and how it solved their problems.

  • A word of mouth recommendation is the first step in the buying procedure for 84% of B2B stakeholders.

10.Negotiation of the price

In the majority of scenarios it is observed during the critical stage of negotiations, the brand fails to clarify precisely what they bring to the table. In other words, B2B organization must provide complete pricing along with the benefits highlighting the impacting results that the B2B prospective clients can derive post implementing the software.

Being transparent about the different prices for the subscription according to the B2B corporate’s requirements can provide equal business satisfaction creating an opportunity for long-term business goals.

Final words

The most fundamental cause for having an effective deal lines up with the factor of both the B2B parties providing equal value for the products exchanged. Understanding the business’s requirements and curating a particular software or application which sure shot guarantees them efficiency and also which aligns with their budget can play a predominant role in the sales conversion while simultaneously paying attention to the other described factors to have a successful product sales conversion and improve your authority in the respective field gradually.

Frequently Asked Questions

1.How can I identify the right decision-makers within a company?

You can do it based on the research about the organization and solid communication with the decision makers via various channels such as telecalling, social media, and emails.

2.How can I build long-term relationships with clients after the sale?

B2B businesses can stay in touch with the client after the sales process and provide any assistance with the usage of the software to stand out from the rest.

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