I reflected on some recent conversations with B2B Software sales and marketing executives during the workshops I led the past […]
People don’t care about your product. They care about how it changes their status
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 […]
Forget the word ‘Demo’, replace it with ‘Proof of Value’
If you want to accelerate SaaS sales, doing “a demo” is not the answer. […]
The hidden value in losing 8 out of 10 enterprise software deals
The conversation often stops when I ask the simple question: What’s your average win-rate. You can feel things getting uncomfortable. […]
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, […]