Overcome SAP-ERP System Integrator Sales Tactics 5

By |June 6th, 2011|

You have made it through the RFP and vendor presentations, and you have narrowed your final selection down to the final two or three SAP or ERP vendors that you will hire for the engagement. What are the important things to verify that will help you understand if you will achieve benefit? Every integrator who has been in business for any period of time will have a few great references. However, just because they have a few customers who will give them a glowing reference does not mean they will [...]

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Overcome SAP-ERP System Integrator Sales Tactics 4

By |May 31st, 2011|

This week, we will take a “mid-point” check and do a brief review of the sales tactics and scams used by some ERP or SAP system integrator salespeople. After this short overview, we will address some additional ways to ensure you get the most from your SAP RFP efforts. After this short review of the sales tactics and some additional techniques for dealing with them, we will continue this series. The next posts will cover the following topics: Qualifying vendors, Final considerations, Negotiatio [...]

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Overcome SAP-ERP System Integrator Sales Tactics 3

By |May 23rd, 2011|

This week, we will look at additional ERP sales tactics that can manipulate you into signing over your checkbook to inadequate ERP system integrators. As you continue to move through the process, the tactics get more interesting-- the integrators often move from manipulation (Overcome SAP-ERP System Integrator Sales Tactics 2) to more aggressive tactics. Often, software vendors with inferior products resort to many underhanded or dirty tactics and scams. If you think about it, these tactics mak [...]

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Overcome SAP-ERP System Integrator Sales Tactics 2

By |May 16th, 2011|

Now, we move into the live ERP or SAP sales process. After you complete your RFP and as you entertain all of those proposals, you will see the sales games, scams, and shams really kick in. As the process unfolds, beware of the many tactics, schemes, tools, and tricks that ERP system integrators use to gain access to your checkbook. Like a magician, they have a bag of tricks-- but also a potential million-dollar deal or more on the line. The show begins. Software integrators load up on tricks, s [...]

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Overcome SAP-ERP System Integrator Sales Tactics 1

By |May 9th, 2011|

ERP software integrators and their salespeople are quite skilled at creating a "fog" around key selection criteria. Because of the amount of money at stake and the potential for huge commissions many of them will do almost anything to “get a deal.” For years, SAP consultants have dealt with the frustrating messes that software salespeople make. They promise anything, no matter how unrealistic, just to make a sale. Then the consultants have to deliver that promise. With these kinds of sales mode [...]

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Tips to Overcome Sales Tactics by ERP System Integrators

By |May 2nd, 2011|

This is the beginning of a series reviewing some of the typical tactics and sales scams many software vendors use to gain your business. This way, you can create a selection process that filters out such vendors.Rather than competing on merit, many vendors resort to various strategies or techniques that prevent you from gaining the critical insight you need to make the best possible decision. Their strategies and tactics deflect you from discovering any of their weaknesses, or even deceive you [...]

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