Just before Christmas, I posted a short daily reflection on the big question: How to build predictability in 2023 SaaS Sales? SecondNature, a B2B SaaS Sales Training platform, asked me to expand on this and write a detailed guest blog which I expand on each of the five tips to…
As I am writing the final chapters of my upcoming book about the ’10 traits of a remarkable software business, I am focused on ‘What drives a deal, and what are the causes to lose it.’ So, when I received an email this week from Gong.io, it was one fact…
"How can we better equip sales to deliver top performance?" That's the intriguing question I explore with Ariel Hitron, CEO of Second Nature, today. Honestly, I got blown away by what's possible these days. In fact, I'd wish I could use this product in my business. But enough about that…
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,…
"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…
We explore what's broken in the way we equip sales to deliver top performance. We discuss the disconnect between marketing and sales, and how things can change for the better if these departments would understand each other better. Ariel shares the big lessons learned from starting and gaining traction with…
My guest on the podcast this week is Ryan Falkenberg, Co-founder, and Co-CEO of CLEVVA, a South African Augmented AI company that leverages digital intelligence to empower, not simply replace people. Ryan has always been fascinated by what makes people tick, and what makes them perform optimally. He’s been frustrated…
Do your salespeople know the difference between pitching and bragging about your company? Sales pitching involves changing your prospect’s perspective by communicating a vision and showcasing the true value of your products and services. Too many people take the bragging approach, which goes on about how great your company is,…
"My analysis: We do not help solve the worst nightmares of our customers on an adequate level..." This was the conclusion the CEO of one of my customers left me this morning after reflecting on one of the prompts in the Positioning Pressure Cooker program we're doing together. This is…
If you look at the funding needs of your SaaS business - is it driven by desperation or from a source of strength? Answering the question is an easy one. It's a feeling that's pretty black or white. For many SaaS founders, unfortunately, the feeling is one of increased desperation. The pressure to meet…