A successful founder I know came to me. His companies product had traction and had been growing but sales were starting to flatten out. They were looking for answers to get sales growth increasing again. He was hoping to start raising money in 6 months and wanted to show a track record of strong growth. … Continue reading 7 Steps to Accelerate SaaS Sales
Category: Winning Deals
3 Ways to Increase Trust and Reduce Risk in Enterprise Sales
Prospects won't become your customers until they believe three things. 1-That your solutions will solve their problems. 2-That you can deliver the value and solutions you've promised. 3-That if things don't go as planned or the project fails they've minimized the professional risks to them and the business risks to the company. Here are the … Continue reading 3 Ways to Increase Trust and Reduce Risk in Enterprise Sales
How Do You Begin?
Keep things simple. Don't over-think. Don't over-complicate. Step 1 - Start exactly where you're at. Step 2 - Do the next thing. Step 3 - Goto Step 1.
Capturing and Consuming Attention
A missed quota, a driver cutting us off on the freeway and a poorly designed website interface all rise to the top of our attention stack because we have to struggle to respond to them and or at some level figurative or literal could take us out. Threats, irritants and the things that slow us … Continue reading Capturing and Consuming Attention
Icebergs – Losing Deals to What You Don’t See Under the Water
Icebergs are hulking, majestic, and if you’re unlucky they’ll sink your ship. The dangerous part of the iceberg is not the tip sticking out above the water that's obvious to everyone. It’s the 90% chunk of ice unseen below the water that will rip your hull open and send you to the bottom of the ocean. Savvy … Continue reading Icebergs – Losing Deals to What You Don’t See Under the Water
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