This podcast interview focuses on the big idea behind Cognism, a sales acceleration platform, and the lessons tech-entrepreneur James Isilay learned on his journey of delivering remarkable impact with his business. James Isilay is the co-founder and CEO of Cognism, one of the fastest-growing SaaS companies in the UK. Last…
Let's not talk around the subject: Most SaaS demos slow down... or kill your deal... Why do I say this? Because after decades af monitoring these critical ingredients of the software sales process, here's what I (sadly enough) keep seeing: We take 'product demonstration' too literal ....hence we show menus, setup,…
The biggest thing that causes failure in a lot of companies is just poor sales process and bad sales process. Sales is actually your first problem as a CEO that you need to address and get right. And then, when you got that right, then you’ve got time to get your other…
I get a lot of questions from SaaS CEOs about how they can accelerate sales. Focus on the process? Focus on the product? ….. Accelerating SaaS sales is all about leveraging people skills Throughout my career in B2B software sales, I've been intrigued that some sales processes took 12-18 months…
Too often, we believe what our customers buy is just our product. They're not…. They buy the whole experience. It is about the sum of all the components that help them make a difference. That starts with your SaaS product, but it doesn't end there. Here's the thing You…
"What characterizes SaaS demos that accelerate the sales process?" I received this question yesterday, and it's not a single thing. The essence is in the word 'accelerate.' So, analyzing my experiences from dozens of workshops and Sales Pitch battles, here's my take on the top 10: It hooks the viewer…
"How can I accelerate the sales process around some of my critical SaaS deals? That's a question I got a good month ago from one of my customers, a founder of a B2B SaaS business in the US. I decided to answer this question in detail in my monthly Essay…
As you have noticed, the question I am exploring this month is 'How to accelerate the SaaS Sales cycle. And a crucial aspect of that is (obviously) how we lead the sales conversation. Especially in enterprise software deals, this can be complicated. Everyone who has a stake in buying your…
Building trust in SaaS sales has nothing to do with how good your product or how famous your company is…. Here is the conclusion from a workshop with one of my customers: Recently I ran a SaaS Sales Pitch Battle with one of my customers. And after seeing several…
Not everyone in your SaaS sales team is a top performer or has the evangelic skills of the founder…. So how do you go about this? One critical word to accelerate the B2B SaaS sales process is confidence. Confidence on the seller's side builds confidence on the buyer's side. Think…