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… […]
In order to stand out, we have to know what we stand for. I love this quote from Simon Sinek! There’s so much truth in it.
Most business software companies I see get into unnecessary trouble just because of this. […]
Last week Interbrand revealed its annual study on the best brands in 2021. The fastest risers significantly outperformed other brands […]
I reflected on some recent conversations with B2B Software sales and marketing executives during the workshops I led the past […]
“Our Total Addressable Market is huge. Demand in our category is pounding. Marketing is bringing in enough leads…. but still, […]
Monday morning, you open your iPad, fire up your email, and there they come – 1, 2, 3, 4, 5,…12 […]
The past week I had several conversations about the good and the bad of ‘Proof of Concepts (PoCs).’ PoC’s have […]
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. […]