How to sell software development and other IT services?

Full recording of a webinar How to sell software development and other IT services. Sign-up to Masterclass and Challange: How to Market and Sell IT Services: https://ibd-consulting.com/masterclas... In this webinar, Rolands Ozolins and Andrejs Juscenko, both former Microsoft executives, explain how to sell software development and other IT services with a clear specialisation and focus on Ideal Customer Profile clients. Learn also some tactics that you can try out right away. 0:00 Intro 3:05 Webinar agenda 5:09 How software development purchase decisions are made? 6:39 Buyers behaviour paradox before and after purchase 9:05 Service price is not important 9:29 Why price is not important 12:12 How not to sell software development 14:23 The power of specializstion 16:32 2 things you need to accomplish to sell software development 17:53 Differentiation in the software development industry 20:50 Pricing packages help selling 21:33 Specializstion is a superpower in selling software development 23:41 How to choose specializstion? 25:42 Sources of trust 30:32 Buyers Journey 33:29 4 strategies depending on buyers' awareness level 35:30 Strategy #1 buyer is vendor aware 39:16 How to identify interested leads 43:30 Using LinkedIn Sales Navigator 46:03 LinkedIn-based outreach 53:41 Strategy #2 buyer is solution aware 56:32 How to get high rankings on Clutch? 57:15 Do not do cold outreach. Do warm outreach instead 58:37 Provide free 1:1 workshops to demonstrate competency 1:01:38 Strategy #3 and #4 Market Education 1:06:41 Invest in marketing to sell more at higher rates