A Tale of Two Tech Sectors: Why Submarkets Matters When Defining Your Sales Cycle

As the majority of B2B buyers rejoice in the normalization of remote selling, businesses around the world have been working diligently to meet the demands of the new environment. Before it was mainstream, we at Martal Group had been helping companies generate leads virtually with sales representatives trained in the art of long-distance prospecting.

1. A Tale of Two Tech Sectors: Why Submarkets Matters When Defining Your Sales Cycle - Martal Group Vito Vishnepolsky 2023-06-19

2. As the majority of B2B buyers rejoice in the normalization of remote selling, businesses around the world have been working diligently to meet the demands of the new environment. Before it was mainstream, we at Martal Group had been helping companies generate leads virtually with sales representatives trained in the art of long-distance prospecting. ‹#›

3. Key Takeaways The blog highlights the critical significance of understanding submarkets within the tech industry when defining sales cycles. Key takeaways include: the importance of patience and persistence in sales campaigns, differences in performance across tech sectors, the impact of frequent changes in sales messaging, the complexity of selling tech solutions like cybersecurity and software development , and the overall benefits of tailored marketing strategies. ‹#›

4. Importance of Patience and Persistence The blog emphasizes that success in tech sales often involves waiting out initial slow periods. The differences in outcomes for companies A and B versus C and D illustrate this point. Company A and B, despite slow starts, saw exponential growth by maintaining their messaging and strategy. Conversely, Companies C and D's frequent changes hindered their progress, underscoring the value of patience in lead generation . ‹#›

5. Differences in Performance Across Tech Sectors The blog compares outsourced software development and cybersecurity campaigns, showing distinct sales cycle characteristics for each. Outsourced software development saw steady yet slow initial traction while cybersecurity campaigns required more upfront efforts to build trust. These variations stress the need for tailored strategies based on the specific tech submarket being targeted. ‹#›

6. Impact of Frequent Changes in Sales Messaging Frequent modifications to sales strategies can reset the progress made, as seen with Company D and Company Y. Such changes, instead of making gradual improvements, led to loss of valuable data and nullified touchpoints. This highlights the disruption caused by constant changes and the importance of incremental adjustments to optimize sales campaigns effectively. ‹#›

7. Complexity of Selling Tech Solutions Both cybersecurity and software development are mentioned as especially challenging to sell due to various reasons. For cybersecurity, overcoming the saturation of fear tactics requires building substantial trust and rapport with clients. For software development, varying needs mean multiple touchpoints and precise messaging are critical for success. Both sectors showcase the intricate nature of tech sales. ‹#›

8. Benefits of Tailored Marketing Strategies Tailoring marketing strategies to specific tech submarkets can significantly improve success rates. The blog emphasizes that understanding the unique needs and behaviors of each submarket enables more effective outreach and better engagement. The case studies of different companies demonstrate how customized approaches lead to better performance, whether in immediate or long-term scenarios. ‹#›

9. REFERENCES https://martal.ca/a-tale-of-two-tech-sectors-why-submarkets-matters-when-defining-your-sales-cycle/ https://www.prweb.com/releases/new-study-reveals-one-in-three-smbs-use-free-consumer-cybersecurity-and-one-in-five-use-no-endpoint-security-at-all-824695692.html https://www.fundera.com/resources/small-business-cyber-security-statistics ‹#›

10. MARTAL GROUP www.martalgroup.com HQ - 2275 Upper Middle Rd E, unit 101, Oakville, ON, Canada US office - 100 Pine St #1250, San Francisco, CA 94111, USA + 1.888.557.7769 [email protected] ‹#›