It’s the exact question I recently received from a sales exec in one of the sales transformation workstreams that I […]
“How to go about demoing to a larger group – and increase your odds of winning?”
“What characterizes the SaaS demos that accelerate the sales process?”
What characterizes the demos that accelerate the sales process? Here’s my summary of the top 10 aspects I’ve seen do their magic the past weeks […]
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… […]
People don’t care about your product. They care about how it changes their status
I reflected on some recent conversations with B2B Software sales and marketing executives during the workshops I led the past […]
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 […]
“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 […]