Value Inspiration Blog

Stories and thoughts about inspiring new forms of value creation

“No one perceives our solution as mission-critical…”

This perception is one of the primary reasons SaaS sales cycles are slow: Your solution is considered a nice-to-have, not mission-critical.
And obviously, this can be the case – however…., in 9 out of 10, this it’s something you have total control over. As the headline suggests: It’s a “perception.” 
It’s the story your prospects tell themselves. […]

Read More…

What are actually the habits of companies that build remarkable software?

I had an entertaining catch-up call with my dear ex-colleague Christian Weichelt. We came to talk about the power of habits. His mantra: “Don’t control the output; control the inputs.” 
By controlling the inputs, you establish habits – and with that, you move closer to your goals every day. It’s a simple but super powerful concept. 
So, I reflected on this – and wondered, ‘What are the habits of companies that build the software products we keep talking about?”  […]

Read More…

The damage we create by talking only about ‘us’

Earlier this week, I received an email from Inside AI, which triggered me to visit a couple of websites from B2B SaaS vendors. It struck me how often sentences start with ‘We ….this’, ‘[Name company]…that’. “Our solution offers…”
Now I get how this – we have to explain what we do, sure. But think about it: who’s your website for? And what is it for? […]

Read More…

Will enough prospects buy from you in the next 8 weeks?

We’re four weeks into Q4 2021. It’s the time of the year that determines whether it’s been a success or not. Some software companies I talk to proudly tell me they are well ahead of target. Others have concerns – they still have to bridge a significant gap in the coming eight weeks… […]

Read More…