The conversation often stops when I ask the simple question: What’s your average win-rate. You can feel things getting uncomfortable. […]
The hidden value in losing 8 out of 10 enterprise software deals
To Boost Sales Performance – Stop Feature Dumping Feature dumping makes you 73% more likely to LOSE a deal
As I am writing the final chapters of my upcoming book about the ’10 traits of a remarkable software business, […]
Increase sales performance? Sell the idea, not the product. Sell the idea, not the product.
‘What are the key ingredients to increase sales performance?’ It’s a question I elaborate on concerning the book I am […]
Why do you leave money on the table? The price you charge – and what it says about you.
In my previous job, I’ve been responsible for the pricing strategy for quite some time, and consequently, I’ve had many […]
You should not be selling a product – really What’s different, and why is that making the difference?
I am currently making rapid progress with my first book about the core traits of a remarkable software business. One […]
“So, what do you do?” How a compelling talk-trigger can open many doors
For any of us, there are many opportunities during the week where we can trigger a conversation with someone that […]
Do You Struggle To Stand Out With Your Software Company?
It was at the end of 2005 when I started to appreciate the power of segmentation and positioning. During one […]
Sales Coaching: 5 Steps To Sell Without Selling
When it comes to sales, the rules are simple: don’t try to impress, don’t be ‘salesy,’ and don’t be generic. […]
Boost Your Confidence – Sales Pitching Skills for New Professionals
Selling business software as a professional who is new to the field can be daunting. After all, not only do […]
4 Differences Between a Sales Pitch and a Business Proposal
Some people may think that a sales pitch and a business proposal are the same thing; however, they are different […]