Solution Explorers Blog

Opportunity ahead!

The light at the end of the tunnel is not a train…it’s opportunity. In relation to this blog, opportunity exists for those that feel the need for, and desire to experience, a more rewarding exchange between software buyers and sellers.

This is Part 3 of a 3-part series representing the initial posts for this new blog. So far, we’ve discussed a dysfunctional process (Part 1: The Problem) and distrust (Part 2: Symptom). Now, I’d like to introduce you to how Solution Explorers will transform how software technology buyers and sellers collaborate.

Solution Explorers delivers services that produce the following:

• Independent analysis of business issues and opportunities through an experienced, trusted advisor (aka broker, advocate, consultant). The advisor will be skilled at asking probing questions while not being connected directly to a particular software application.
• Time savings through a process by which buyers can focus on their core competencies while an experienced advisor “explores” solution options and “filters” irrelevant vendors and data BEFORE seller agents have direct contact with buyers. This will also benefit sellers given the preparation and sharing of meaningful data BEFORE initial contact is made to a potential buyer.
• Financial savings for both buyers and sellers. Buyers will be focused on their revenue generating functions while minimizing interruptions and data clutter. Sellers will know sooner if they are a good fit and if so the specific system requirements will allow them to provide a proof-of-concept presentation to the right audience.

Buying and selling doesn’t have to be a “rat race”, instead it can be quite rewarding for everyone that is involved. Outsourcing the search and identification process will not be right for everyone. Therefore, this blog will serve as a means by which everyone can share ideas, ask questions, and learn proven techniques as we explore ways to improve this dysfunctional, often distrustful, B2B activity.

Do you feel like you can contribute to this discussion in a constructive way? If so, share your thoughts and/or experiences.

Are you a business that will purchase or upgrade a software system soon and you feel that saving time and money by outsourcing the evaluation and search process is the way to go? If so, then Contact us today to schedule a complimentary initial consultation.

Looking forward, aside from Fun Stuff or re-posts of relevant material by other bloggers, we’ll focus next on details regarding the Discovery: Needs Analysis process. Until then, I’ll leave you with this quote:

“If you don’t pay appropriate attention to what has your attention, it’ll start taking more of our attention than it deserves.” – David Allen

(Read Comments: Comments)

Software Technology – Buying & Selling

Series 1, Part 2 of 3 – Symptom: Distrust

Can software technology buyers trust sellers?

Well, at best, most won’t. It makes sense really. Sellers are in fact hired to “push” their product and/or service. They are often incented to increase sales – aka, a commission. Even in the instance that a genuine, well-meaning salesperson wants to have a professional, productive dialogue to determine if they are a good fit or not do they really have a chance? Unfortunately, predominantly speaking, NO they don’t. After all, how is a buyer supposed to distinguish the real deal from those who are just looking for the next sale?

It’s important to note that most salespeople are well-meaning. They really do believe in their product and services.

Even the professional, skilled salespeople struggle with this entrenched distrustful environment (symptom). They are trained to build rapport, ask open-ended questions, hold back information (esp. pricing), and get a commitment at each step. All of these instructions are sound. So, why haven’t things improved? Stated differently, why is there so much tug-of-war and so little cooperation?

I welcome thoughts from both buyers and sellers. To begin, below are some observations of characteristics in truly well-meaning, problem-solving salespeople:

• Ask relevant, probing questions
• Listener, rarely interrupting
• Maintains YOU as the primary subject, not THEM

What are some positive or negative characteristics that you have observed in either software technology buyers or sellers?

(Read Comments: Comments)

Software Technology – Buying & Selling

Series 1, Part 1 of 3 – The Problem

Do you get warm, tingly sensations when you’re about to reach out to a salesperson? Yea, well neither do I…and I spent over 10 years as a salesperson!!

Software Technology buying and selling is often – some would argue always – a tense and challenging dialogue between the two parties. Who is responsible? Not a person. Not even an industry. Instead…a process; a dysfunctional one too!

Just how entrenched is this costly issue? Unfortunately, years of poor selling methods – including selling products that aren’t quite ready for deployment or “pushing” a product that isn’t a good fit although it appears to meet most or some of the stated criteria – has been practiced for so long that trust is in all fairness a crimpling result. In fact, the issue is so troubling that buyers have counter-responded with their own process. Often, the process takes on the form of – initiate contact, ask for product information, ask for price (or at least a quote) early on, and when asked questions in return then only respond with what you want the seller to know…just enough to remain engaged. In fact, you might even tell a wee little white lie. Nah, buyers wouldn’t do that! Finally, disappear until you want to be found again. This could go on for months, even years.

Note: much of the feelings and behaviors described above are subconscious. For instance, think of something in your life that is habitual. Got it? Now, how often do you act in this way without true awareness? That’s right…almost always. The comments shared here are not designed to disparage an individual or even a profession. Instead, what is being described is so habitual that most buyers and sellers intuitively exercise these behaviors. Therefore, change is vital. The process MUST be interrupted.

Let the “rat race” begin! Honestly, all sarcasm aside, this really isn’t fun for either party involved. Some other things that this process is NOT include:

• Professional
• Efficient
• Rewarding
• FREE…it’s very costly for both parties.

I would be discouraged writing this if I didn’t believe firmly that change is possible. Therefore, we’ll explore in our next post – Part II of this series – some symptoms of these behaviors and then – in Part III – we’ll look at what my company, Solution Explorers, plans to do as a proactive initiator of change. In the meantime, I welcome your comments.

(Read Comments: Comments)

It’s Time to Explore Change…Transformation

In the world of buying/selling software technology

If you’re like me then you’re near exhaustion with the word Change. During this last political campaign, plus many others before it, this word was tossed around extensively. Some even suggest that Change is difficult. I respectfully disagree. Change is not hard…Transformation is! So, you’re invited to join with me to explore effective ways to transform the software technology buying and selling experience.

Many of the habits both buyers and sellers have during a business software search process are counter-productive; worse, costly. In fact, I’m convinced that those involved are not always aware of what they are doing. Professional and Non-professional salespeople have engaged in such dysfunctional practices for so long now that buyers can’t tell when a salesperson genuinely cares about them and believes in what they are selling. Therefore, as expected, buyers have responded with their own methods (defense mechanisms) designed to let them get what they want from salespeople (information and price) but without giving up much control or access. We’ll talk about this more in later posts.

The goal of this post is to introduce the purpose of this blog. Sure, it will mature over time with increased posts and readership, but for now this blog’s purpose statement is: build a community of professionals that desire to act and behave and be treated like professionals by sharing in an open dialogue forum ideas, best practices, and proven methods that can be used to transform the software technology buying and selling experience. We will interact corporately and respectfully by defining the Problem, Symptoms, and Solutions to this process and its ultimate experience results. I expect the audience to be a conglomerate of – business software buyers (across all industries), sellers (software publishers and resellers), trusted advisors/recommenders (CPAs, consultants, brokers), and more. Essentially, the audience is anyone frustrated by the “rat race” and desiring a more rewarding experience.

Let’s take a journey together and maybe we’ll find a diamond in the ruff along the way; or like Columbus, who knows, maybe we’ll establish a new territory for others to inhabit. I know for me, I’m ready for Change, actually, make that Transformation!

Note: Our first series of posts will start discussion on – The Problem, Symptoms, and The Solution

(Read Comments: Comments)