1. Know what certain segments want

What do businesses want in ERP software? There’s no definite answer to that as no two businesses are alike. It depends mostly on the industry to which these companies belong. Healthcare institutions prefer a certain set of features; financial establishments on the other hand want different components for their ERP software. You will have to determine the proper segments that are sure to source value from your product.

2. Listen to what they’re talking about
Use marketing intelligence to identify what IT buyers want the most from ERP software. The main rationale here is to equip you with crucial knowledge on current trends. You can undertake market research strategies like phone and on-site surveys to fill yourself in on what your public wants. This way, you are able to generate better strategies that can absorb more quality ERP leads.

3. Stay social
Social media platforms are also important for understanding potential clients. Businesses in the IT industry today are using LinkedIn Groups as a form of preliminary bridge, enabling them to engage industry players and get closer to potential sales opportunities. On the other hand, usage of B2C-inclined platforms like Facebook and Twitter (surprisingly enough) has increased among B2B suppliers in recent months as businesses are exploring better ways to use social media for lead generation.