Search Results for:
"Sales performance"

🔆 Tuning Sales Performance in Q1

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 make them directly actionable. ...

To Boost Sales Performance – Stop Feature Dumping Feature dumping makes you 73% more likely to LOSE a deal

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 that caught my eyes: ‘Feature dumping makes you 73% more likely to LOSE a deal.’
Gong.io knows because they are specializing in analyzing sales calls. ...

#295 – Aaron McReynolds, CEO of Alysio – on competitive drive to fuel Sales innovation. A story about redefining sales productivity and individual success.

We explore why, instead of building a tool primarily for revenue operations, he decided to bet on the end-users (sales reps), thereby challenging the traditional approach of building tools for Sales backend operations. We discuss the toughest challenges he had to overcome early on his journey, thereby prioritizing the success of the business over personal considerations. ...

How to avoid making costly mistakes in your B2B SaaS sales qualification process? Exploring the issue with Qualification in B2B SaaS midmarket + up, and what to do about it.

Let’s imagine you got your ICP right. Does this solve the problem? The answer is no – it helps a lot – but there’s still traps you can fall into. What those traps are – and how you can avoid them is what I focus on in this essay. I’ll dive deep into the art of qualification in B2B SaaS – ...

How to leverage demos to accelerate the B2B SaaS sales process?

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:
  1. We take ‘product demonstration’ too literal
    ….hence we show menus,
...

🔆 Leveraging demos to increase sales momentum

It’s always fascinated me how a single demo can make a difference in the sales process – IF done correctly.
But what is the ‘correct’ way? 
I reflected on that this morning – analyzing my experiences from dozens of workshops and Sales Pitch battles. And here’s my summary of the top 10 ingredients:
  1. It hooks the viewer by diving straight into the essence of the problem while putting it in the context of an urgent situation.
...

#216 – Ariel Hitron, CEO of Second Nature – on winning the essential sales conversations Why many software vendors don't get the traction they hope for.

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 a SaaS business in a very crowded market. ...

Can Your Salespeople Claim Pole Position with their Sales Pitch?

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, or how rich the features of your product are – thereby completely losing the connection with the customer. ...