It’s the exact question I recently received from a sales exec in one of the sales transformation workstreams that I […]
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 […]
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… […]
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. […]