Sell even when you do not get the appointments

The following case comes from OptiVente's references. It aims at illustrating an implementation of real business tactics.

Direct: To meet the first persons, the solutions consisted in finding other ways to meet them:
For instance, suggest a non-commercial meeting: "How to develop an upgradable software architecture", "How to develop high-level applications based on rules", etc.
Customers accepted then to discover a "state of art ", and managed to justify to their managers an appointment non-connected to a potential purchase.
IT manager was questioned on "methods used to lower costs and development durations".
On the basis of similar tips, targeted people were all met one after the other and were informed on an approach advantages, industrialized by the editor's offer.
These contracts enabled to discover some forecasted projects, and which companies were requested for proposals. Therefore, the customer was sensible to receive a proposal.

With partners: Discovering information on projects from some large account's staff aroused systems integrators interest.
In addition to the proven technical characteristics, business information and introductions (actually still weak at this point) managed to convince integrators decision-makers of the necessity to jointly bid.
This approach was made with each of the 3 requested integrators, with a special respect of the bid's strategy of each integrator.

After a good coordination of sales actions, the editor won the project (150,000 €). In the following 2 years, 13 projects were won with this major account!