How to sell ERP to European SMB customers?
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Schedule a call: https://calendly.com/rolandsozolins/let-s-discuss-lead-campaigns-clone European SMB buyers pick their ERP vendor long before they ever speak to sales — this webinar recording explains why, and what to do about it. Drawing on original research into B2B buyer behaviour, it covers the ERP buyer's journey, real buyer personas (including Maria the business owner and Peter the CFO), and the three fears, four doubts and objections that quietly kill deals. It ends with the first-step offer model that's converting 50 to 80% of prospects into full ERP projects. Call-booking link is below if you want help applying any of it to your own business. 0:00 Why Most ERP Deals Stall 1:49 Webinar Agenda: ERP Buyer Psychology 3:14 Where This ERP Buyer Research Comes From 5:13 What Makes Buyers Choose Your ERP Vendor 8:17 The B2B Buyer's Journey Explained 11:25 ERP Buyer's Journey in SMB Europe 14:09 Who's in Your ERP Buying Group 18:11 Awareness, Interest and Consideration Stages 27:02 What Is a Buyer Persona? 30:15 Meet Maria: ERP Business Owner Persona 36:28 Meet Peter: The CFO Buyer Persona 40:51 Why Buyer Personas Boost ERP Marketing 42:36 Top 3 Fears That Stall ERP Deals 44:31 Top 3 Aspirations of ERP Buyers 46:18 Top 4 Doubts That Kill ERP Deals 47:32 How to Sell an ERP Project (4 Steps) 48:29 The First-Step Offer Strategy 49:39 Case Study: Webinars for Microsoft 50:42 Live Webinars vs On-Demand Content 52:18 Roland's ERP Marketing Offer Explained 56:33 Live Q&A: ERP Sales Questions 59:14 Book a Call to Grow Your ERP Business
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