Usually some combination of marketing and high-touch sales. Marketing makes buyers want to buy the product[1], and sales converts interest into a contract.
For B2B it usually takes three months from first contact to closed deal. That means you need a healthy pipeline of deals to keep the cash flowing.
Crossing the Chasm[2] is a must-read and classic book about marketing and selling B2B software.
For B2B it usually takes three months from first contact to closed deal. That means you need a healthy pipeline of deals to keep the cash flowing.
Crossing the Chasm[2] is a must-read and classic book about marketing and selling B2B software.
[1] As I say, make buyers want to pay: https://www.gkogan.co/blog/buyers/
[2] https://www.amazon.com/dp/B000FC119W/