This month, there’ve been multiple conversations in the CEO Masterminds I run about the second S in SaaS: the S […]
Scaling as a SaaS business: How to go about the S of Service?
We too often end up putting our hopes on Q4 to make up for the year – because our segmentation is off
“Our Total Addressable Market is huge. Demand in our category is pounding. Marketing is bringing in enough leads…. but still, […]
What will you show someone who just ‘showed interest’ in your SaaS solution? Wrong question
Monday morning, you open your iPad, fire up your email, and there they come – 1, 2, 3, 4, 5,…12 […]
Who needs a proof of concept?
The past week I had several conversations about the good and the bad of ‘Proof of Concepts (PoCs).’ PoC’s have […]
“Are we worth it….?”
It’s a question many customers ask themselves without saying it out loud. It’s a conversation with themselves where they’re tossing […]
To gain trust, tell them what they need to hear…, not what they want to hear…
Over the past weeks, I had several conversations about what builds trust in Sales and what kills it?
One aspect that deserves a spotlight is our posture in the sales cycle. How does our potential customer see us? […]
“It feels like we’re selling with wind force 9 headwind”
We’ve fallen in love with our solution and can’t believe customers don’t see its magic and beauty.
“How’s that possible?” we scream. “The customer is right in our sweet spot – they have the same size and are in the same vertical and region.”
That’s precisely where the problem hides. Again, the demographics are crystal clear. But that’s not where it stings. […]
What builds trust in B2B Sales, and what kills it?
One of the things that kept me thinking over the past days was a discussion we had last week in […]
“You had me from the start”
This was the instant remark from one to another participant in a Sales Pitch Battle I ran last Friday. It’s […]
“Competitors are gaining momentum, copying us and undercutting us in price”
I overheard three conversations last week that touched upon this subject. It reminded me of similar conversations I had in […]