Why Keeping a Bad Sales Rep Could Cost You: How to Get a Great Software Deal and Strengthen Relationships

As a customer, when you are looking to buy software, you want to get the best possible deal and build a strong relationship with the software provider. However, this can be difficult to achieve if a bad sales rep is working with you. In this blog post, we will explore why keeping a bad sales rep could cost you and provide actionable tips on how to get a great software deal and strengthen relationships.

Why Keeping a Bad Sales Rep Could Cost You

A bad sales rep can cost you in many ways. A bad sales rep:

  • Will not give you straight answers and will likely give you the runaround. This can be frustrating and time-consuming as you try to get the information you need to make an informed decision
  • May not be loyal to you and may be more interested in meeting their own goals than yours. This can lead to added costs, such as licensing, deployment, ongoing support, and increased costs over time.
  • Focuses on their quota and how they get paid. If you find a rep forcing you to buy products or services you don’t need, there is a reason. Reps that are focused on themselves are not going to help you accomplish what you need. 

Actionable Tips to Get a Great Deal and Strengthen Relationships

Now that we’ve looked at why a bad sales rep can cost you, let’s explore some actionable tips on how to get a great software deal and strengthen relationships.

  1. Do your research

Mistake: Not doing research 

Tip: Before making a software purchase, do your research. Look for reviews and testimonials from other customers, check the software provider’s website and social media accounts, and speak with current or past customers if possible. This will help you make an informed decision and avoid wasting time and money.

  1. Communicate your needs

Mistake: Not communicating your needs 

Tip: When speaking with a sales rep, be clear and specific about your needs. This will help the sales rep understand your needs and make appropriate recommendations. Don’t be afraid to ask questions or ask for clarification if you don’t understand something.

Statistic: According to a survey by TechValidate, 97% of B2B buyers said that the sales rep’s ability to understand their needs was an important factor in their decision to purchase.

  1. Negotiate

Mistake: Not negotiating

Tip: Don’t be afraid to negotiate with the sales rep. Ask for discounts or special pricing, especially if purchasing multiple licenses or a long-term contract. If the sales rep is unwilling to negotiate, consider speaking with management or looking for a different software provider.

Statistic: According to a survey by HubSpot, 89% of B2B buyers said negotiating pricing was an important factor in their decision to purchase.

Get in Touch with Us to Avoid That Bad Software and Sales Rep

As a customer, if you’re looking to buy software, you want to get the best possible deal and build a strong relationship with the software provider. We’ll help you avoid those bad sales reps that cost you, and we’ll provide even more actionable tips on how to get a great software deal and strengthen relationships.

 

  1. Don’t let a lousy software sales rep cost you more. Look for warning signs like poor communication and lack of support.

 

  • Don’t settle for vague timelines or complex deployments. A good sales rep should be clear and transparent.
  • Watch out for hidden costs and “shelf-ware” bundles. A good sales rep will work to provide value and meet your needs.
  • Work with a sales rep who prioritizes your goals and vision, not just their own. Loyalty and support are critical.
  • Choose a sales rep who values security and supports your business needs. Don’t compromise on protection or solutions.

 

  1. Don’t keep a bad sales rep if you want a great software deal and strong relationships.
  • Look for warning signs like poor communication, lack of support, and unclear timelines.
  • Don’t settle for hidden costs or unnecessary “shelf-ware” bundles. A good sales rep should provide value.
  • Prioritize your own goals and vision. Choose a sales rep who will support you and work to meet your needs.
  • Don’t compromise on security or protection. Choose a sales rep who values these aspects of software purchasing.
  • Take control of the purchasing process. Don’t let a bad sales rep drive up costs or hurt your relationship with your provider.

As businesses continue to rely more and more on software, the role of the sales representative has become increasingly important. A good sales rep can help enterprises to find the right software at the right price, while a bad sales rep can do the opposite. In fact, a bad sales rep could end up costing your business more than just money. According to a study by HubSpot, over 50% of customers say they have stopped doing business with a company because of poor customer service. So, how do you avoid keeping a bad sales rep, get an excellent software deal, and strengthen your business relationships?

  1. Identify Warning Signs

The first step in avoiding a bad sales rep is to know what to look for. Here are some warning signs that you might have a bad sales rep:

  • A sales rep who is challenging to reach, doesn’t respond to emails, or doesn’t listen to your needs is a red flag.
  • A good sales rep should be there to support you throughout the entire software purchasing process, not just during the sale.
  • Be wary of sales reps who aren’t transparent about costs or try to bundle unnecessary features or services.
  •  If the sales rep is only concerned with their own goals rather than yours, it’s time to look elsewhere.

Actionable Recommendation: Watch for these warning signs, and don’t hesitate to ask questions or voice concerns to their management team. A good sales rep will be transparent and responsive.

Error to Avoid: Don’t assume that a sales rep who seems nice or friendly will automatically be a good fit. Always do your research and ask questions.

  1. Prioritize Your Goals and Vision

Your business has unique needs and goals when it comes to software. A good sales rep should prioritize your vision, not theirs. Here are some ways to ensure that your goals are being met:

  • A good sales rep will be open and honest about what they can and can’t provide.
  • Your software needs might change over time. A good sales rep should be willing to adjust to your changing needs.
  • Look for a sales rep who provides ongoing support, not just during the sale.
  • A good sales rep will be loyal to you and your business, not just trying to make a quick sale.

Actionable Recommendation: Clearly articulate your goals and vision to potential sales reps. Look for reps who show a willingness to work with you to achieve these goals.

Error to Avoid: Don’t settle for a sales rep who tries to push their own agenda or goals onto your business. Always prioritize your own needs and vision.

  1. Don’t let your sales rep talk you into unnecessary add-ons:
  • Evaluate whether add-ons align with your goals and objectives
  • Ask for data or case studies that demonstrate how the add-on has helped similar clients
  • Push back if you feel like the add-on isn’t necessary or won’t provide a good ROI
  • Don’t let a bad sales rep pressure you into making a decision that isn’t right for your business and your budget.

Sales reps are often incentivized to push additional products or services, even if they don’t add value to your specific needs. Before agreeing to any add-ons, take the time to evaluate whether they align with your goals and objectives. Ask your rep to provide data or case studies demonstrating how the add-on has helped other clients in similar industries. Don’t be afraid to push back if you feel the add-on isn’t necessary or won’t provide a good return on investment. 

Remember, it’s your business and your budget— don’t let a bad sales rep pressure you into making a decision that isn’t right for you.

Four Secrets of A Champion CIO

Mastering Software Licensing: Insights from Champion CIOs

As a Chief Information Officer (CIO), one of your primary responsibilities is managing and optimizing your organization’s technology. To correctly manage technology includes ensuring you have the correct software licenses to support your business needs while controlling costs. This blog post will examine chief information officer roles, responsibilities, and secrets of champion CIOs who have excelled at software licensing and cost optimization.

Mastering Software Licensing

The first step in optimizing your software licensing costs is clearly understanding your business needs. To know what you need, you must identify the specific software applications and tools required to support your operations and the number of users needing access to these applications. It’s essential to take the time to carefully assess your needs, as having too few licenses can result in productivity bottlenecks while having too many can lead to unnecessary costs.

  • Negotiate favourable terms

Once you clearly understand your software needs, it’s time to start negotiating with vendors. Champion CIOs are skilled at negotiating favourable terms with software vendors, including discounts on licensing fees and additional features or services at no extra cost. The role of a CIO here is to be upfront about your budget and willing to walk away if the vendor is unwilling to meet your needs.

 

  • Leverage volume licensing agreementsLeverage volume licensing agreements

Volume licensing agreements allow organizations to purchase many licenses at a discounted price. These agreements are typically available for popular software applications such as Microsoft Office and Adobe Creative Suite and can result in significant cost savings for organizations with many users. Champion chief information officers are adept at leveraging volume licensing (and combing with point 2 – negotiate favourable terms) agreements to get the best deal for their organization.

  • Monitor and review your licenses.

It’s essential to regularly review your software licensing agreements to ensure that you are still meeting your organization’s needs. A best practice is tracking the number of licenses you have in use and identifying areas where you may be over-licensed or under-licensed. The role of a CIO here is to be proactive in monitoring and reviewing their licenses and quickly make changes as needed to optimize costs.

In conclusion, optimizing your software licensing costs requires a combination of careful planning, strong negotiation skills, and ongoing review. By following the secrets of these champion CIOs, you can ensure that you have the correct software licenses to support your business needs while keeping costs under control. So, these are the secrets of four champion CIOs that will help optimize the cost of software licensing in your organization.

Bonus: Leverage data to your advantageBonus: Leverage data to your advantage

In today’s digital age, data is “the new oil” – a valuable resource that helps drive growth and innovation. A champion CIO method here seeks to understand the value of data and use it to advantage regarding software licensing and cost optimization. By collecting and analyzing software deployment and usage metrics data, CIOs can better understand how their software is used and identify areas where they can save costs.

For example, by tracking the number of active users for a particular software application, a CIO may discover they have more licenses than they need. They then use this data to negotiate a reduction in licensing fees with the vendor. Additionally, by analyzing data on software usage patterns, CIOs can identify underutilized applications and decide to discontinue them, reducing costs and simplifying the software environment.

In today’s fast-paced, data-driven world, having access to accurate and actionable data is essential for effective software licensing and cost optimization. A champion chief information officer understands the importance of data and uses it to gain insights that drive better decision-making and cost savings. Collecting, analyzing, and leveraging data can earn a competitive advantage and stay ahead of the curve in software licensing and cost optimization.

In summary, you can optimize software licensing costs in your organization by understanding your needs, negotiating favourable terms, leveraging volume licensing agreements, monitoring and reviewing your licenses, and leveraging data to your advantage. In today’s fast-paced and data-driven world, data is the new oil, and having access to accurate and actionable data is essential for effective software licensing and cost optimization. Using your own data around deployment and software usage metrics will give you the most leverage possible for cost optimization.

For more information on how our services at MetrixData 360 can meet the needs of your technology and financial departments, contact us today. Let’s work with you and your chief information officer’s roles and responsibilities to manage and optimize your organization’s technology.