Location is crucial in many aspects in life. The same applies to a surprising extent to starting a cloud or software business. The research team over at Crozdesk took an in-depth look at the SaaS and cloud economy, analyzing over 19,000 companies to look at funding availability, growth rates, overall [...]
You have to be able to give your price or ask a question and WAIT. Silence is vital to the selling process. Be silent and allow the customer to respond. Check out the video to see what I mean: A coach can help you excel in your sales [...]
The sun will still come up in the morning. I use this line a lot as a way to keep myself focused on the big picture. This week I (along with much of the traveling public in the U.S.) have experienced weather delays that just never seemed to end. [...]
Strong. Determined. Brave…and covered in brick dust and plasterboard.
All the above are common traits of a top Customer Success leader in today's B2B subscription economy. As Customer Success leaders, we need to be able to run through walls in our companies.
These high, and hard walls are made up of legacy [...]
Every sales manager wants their team to close bigger deals. How much would revenue go up if your entire team was closing deals like your best sales rep? What if every rep was prospecting as well as the rep generating the most leads? Your team's success starts with you. Let's [...]
Back in June 2016, I reported on a relatively new phenomenon in SaaS: the rise of pricing transparency. We investigated pricing practices at 87 of the largest public and private software-as-a-service (SaaS) companies in the US. That study revealed that more than half of private SaaS unicorns (55%) were publishing [...]
Remember Lake Wobegon, the ficticious community brought to us by Garrison Keillor? It's the mythical community known for the line, “…where all the children are above average.” That line is used by too many salespeople when it comes to claims about being a top performer. I'm going to pop [...]
After the ball drops, after your team comes back from travel or hibernation, after you have your first leadership team meeting, it can feel like you're playing catch up even before the year has really begun. Sure, you did some planning for the first quarter and yes, you will have [...]
Last July, I posted a survey on this blog. My aim was to learn how most sales organizations are handing vacation for their selling reps.
When a rep takes a vacation, are they offered quota relief?
If yes, what are the policy specifics?
If no, how are leaders [...]
We are a few weeks into the new year, so there is no better time than now to go after your big opportunities. That's right! Be ambitious and go after your bigger deals, rather than waiting til mid-year to start going after these. Check out the video to see what [...]