We hold this truth to be self-evident: Most (OK, all) for-profit businesses want to make more money. If you price higher, you can do that. But oftentimes companies are reluctant to price higher, fearing customers will flee to a competitor. In what contexts could you consider pricing higher? We’re here
People sometimes ask us: Who is really worth listening to online about better enterprise selling (software, SaaS, IT services …) and more revenue from better sales processes? It gets asked enough that we decided to make a list. Here goes.
What exactly is a sales process? And how individual is it? These are important questions that we often don’t address. We try to pin a sales process down to something that’s repeatable for dozens to hundreds of people, but that might be entirely impossible. Many sales processes are inherently individual.
Dreaded concept for guys: The Friend Zone. You probably know the drill, but … you like a female. You think you guys could have a future together. She spends a lot of time with you and there’s sometimes even flirting. You are getting mixed signals. But if you keep hanging
2018 was the beginning of the final arc of the process where small businesses (SMBs) are increasingly having the chance to sell like the big enterprise players. We don’t necessarily mean that SMBs will become $50B companies in the next year or two — they wouldn’t be SMBs anymore! —
Pop quiz, hot shot: do you know the four major types of selling? Surprisingly, many people who have been selling for decades don’t know this answer. Time for a little education.
We find frequently that some of our clients know nothing about their competitors. They might know who they are — as in they can name them — but they don’t know much about what they’re doing or how they’re approaching a similar market. This makes no sense. There is a
New article from First Round Review trying to debunk the idea of “growth at all costs,” and this paragraph stands out: It’s a tale as old as time. Founders push sales orgs for growth to hit the numbers needed for the next round of fundraising. The ask stems from a
Right before I sat down to write this, I had been at a conference in Chicago at the HQ of a mostly-ventured-back SaaS product. They’re somewhere around Round C, meaning that eventually they need to start selling/producing/generating their own revenue, or that venture “line of credit” is gonna go away
We don’t discuss this question enough in sales “thought leadership” — that’s what this is, right? — and it needs to be chopped up a little bit. It’s a bit of a Goldilocks question: too soon feels weird. Do you bring your mother to a first date? Usually not. And
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