I guess (or at least I hope) many of you will know what I am talking about. You’re coming out […]
The feeling when it magically clicks with a customer
What’s the gift you’re bringing to your customers?
Isn’t this a great way to think about what you offer? Isn’t this what business software is all about? No […]
Money is story
I have had several conversations this week about SaaS pricing. It’s the most prominent conversation to have as a next […]
You offered a massive cost-saving, and still lost the deal
In a recent conversation I had with one of the tech-entrepreneurs in my tribe, she mentioned a sales situation where […]
When discount starts to feel like your only weapon
It’s such a familiar picture. Your SaaS product is sound. Gartner’s reports showcase there’s a market for it. Looking at the number of […]
“That’s a huge statement”
This weekend I was watching a Dutch television program about transforming ordinary houses into dream places to live. At a given […]
“We’re all ghostbusters”
We’ve all had the question: What business are you in? In my experience, nine out of ten SaaS businesses get […]
When creating a sense urgency feels right and when it feels wrong…
I often get emails that rub me the wrong way in the way they aim to create a sense of […]
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 Ultimate Guide to Creating a Value Proposition that Works What defines a great value proposition, the downfalls of failing, steps to writing one, and how to evaluate it
When you run a software company, you know its ins and outs; you also know how the products and services […]