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…

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: We take 'product demonstration' too literal ....hence we show menus, setup,…

🔆 Leveraging demos to increase sales momentum

"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…

#19 – Augmenting Sales & Support experts to exponentially scale the value they deliver An interview with Ryan Falkenberg, Co-founder and Co-CEO of CLEVVA

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…

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,…

🔆 “Should we sharpen our focus …?”

"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…