by Lindsay Smith | Jun 14, 2019 | Get-selling
To be successful on G-Cloud, you have to sell.
First you have to decide who you are going to sell to.
This article summarises some of the market characteristics to look out for.
There is a link to the free, detailed paper on selecting target markets in the ‘resources’ section.
by Lindsay Smith | Jun 11, 2019 | Get-selling
An SME moving into selling to the public sector has a lot of specialist skills to learn and some baggage to jettison. There is a simple process to accelerate the whole thing. This article sets out a plan to quickly bring you to the top of the game without reinventing the wheel. It also has a note on how to stick-it to the competition while you’re about it.
by Lindsay Smith | Jun 9, 2019 | Get-optimised
There are roughly 140 attributes for SaaS products on G-Cloud which buyers can use to promote candidates to their shortlist, or eliminate products from consideration. Correlating attributes to sales success shows which attributes in general are key to buying behaviour. This article shows what these attributes are. Reperform this exercise with competitor and similar products to your own to find out what are the product differentiators that are effective in your market.
by Lindsay Smith | Jun 3, 2019 | Get-found
Buyers use Search on G-Cloud to find candidate products.
They also use Filters and may use Categories.
With 8,000 SaaS products on the catalogue – it is essential to get this right.
This insight article tells you how…