Successful ERP selling relies heavily on the ability to empathize with and address customer pain points effectively. When selling NetSuite, a sales rep needs to identify the unique operational issues a company faces, such as disjointed financial systems, inefficient inventory tracking, or lack of business intelligence. By framing NetSuite’s capabilities as solutions to these pain points, sales reps can create a compelling, needs-based pitch.
For example, a prospect struggling with fragmented financial data across multiple subsidiaries would benefit from NetSuite’s consolidated financial reporting. By highlighting how NetSuite addresses these pain points, sales reps can make the ERP solution feel essential rather than optional. This approach builds trust and drives urgency, helping to shorten the sales cycle and increase win rates.