I reflected on some recent conversations with B2B Software sales and marketing executives during the workshops I led the past […]
Monday morning, you open your iPad, fire up your email, and there they come – 1, 2, 3, 4, 5,…12 […]
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 […]
This was the instant remark from one to another participant in a Sales Pitch Battle I ran last Friday. It’s […]
If you want to accelerate SaaS sales, doing “a demo” is not the answer. […]