Mike Taber’s AuditShark software struggled from the classic challenge that most businesses selling to the enterprise face: Extremely long sales cycles. We’re talking 6 to 12 months or longer just to close one sale.
In 2015, Mike decided to offer a Productized Service along with his server auditing software. And within 30 days, he made 3 sales! Talk about a turnaround with a simple tweak to the way it was sold.
- The specific challenges with long sales cycles
- The customer conversations that led to the idea to productize his software service
- How Mike launched the new offer using a single webinar
- The mechanics of delivering the service and scaling it.