Courtesy forms in sales: breaking down walls between you and a prospect
Swearing increases chances to close by 50% – what about addressing someone informally in countries of two-level distinctions?
Specialized vs. Full-cycle sales – when should we let sales reps own the entire sales funnel?
Predictable Revenue has defined a sales process that >95% of all SaaS companies adhere to – specialization. The main argument is ‘people do few things better’. Recently, however, more and more SaaS companies have opted back to the more traditional full-cycle sales process. This article describes the arguments of each side and tries to point the reader in the appropriate direction.
Football vs. Basketball – How to improve sales performance in weak vs. strong-link systems?
Is your sales team’s performance determined by your weakest or your strongest sales rep? The answer determines how you should go about training them. One thing is clear, a sales team’s performance is determined by the level of their manager.
Failing-forward through Lost-Deal Analysis
Improve your playbook by looking at what is working and what is not working and causing deals to get lost.
Perception – Do you have an anti or pro-sales culture?
Your culture can be anti or pro-sales, which is a key enabling factor in sales performance.
Voice in Sales II: How to sound at each stage of the sales process in SaaS
Your voice can display competence for discovery calls, increase engage levels during demos or signal ultimacy of provided pricing.
‘To outbound’ or ‘not to outbound’ that is the question.
Most companies are reluctant to move beyond inbound for mostly invalid reasons that are discussed in this article. Outbound sales should be part of most B2B SaaS companies.
Voice in Sales: Impact on sales success in SaaS
Your voice has a major impact (84,4%) on your sales success in SaaS. This has a range of practical implications for sales reps & sales managers.
Being nice in Sales: How bad is relationship building really?
Can you challenge customers without having build a relationship that allows you to give advice to your buyer? No. Relationship building is important, if done correctly.