This month, there’ve been multiple conversations in the CEO Masterminds I run about the second S in SaaS: the S […]
“Our Total Addressable Market is huge. Demand in our category is pounding. Marketing is bringing in enough leads…. but still, […]
Monday morning, you open your iPad, fire up your email, and there they come – 1, 2, 3, 4, 5,…12 […]
The past week I had several conversations about the good and the bad of ‘Proof of Concepts (PoCs).’ PoC’s have […]
It’s a question many customers ask themselves without saying it out loud. It’s a conversation with themselves where they’re tossing […]
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? […]
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. […]
One of the things that kept me thinking over the past days was a discussion we had last week in […]