Thirty-five percent* of businesses take three to six months to evaluate, select and finalize purchasing new software. Twenty-nine percent* of businesses take six to nine months and 10%* businesses take 9 to 12 months. During this entire purchase journey, it is crucial for software providers to keep the prospective client engaged such that when decision-making happens, the provider is top-of-mind for the lead.
This is where the sales follow up process becomes important. It is usually the sales team that has to maintain the engagement with the lead via outreach activities such as follow up calls, emails, and social media campaigns. The following key tips and tricks could help software providers run these outreach activities effectively and convert a higher percentage of their leads into customers.