How do you find the decision-makers at your prospect’s company? It isn’t easy. Between the gatekeepers and the changing titles, it’s hard to determine who calls the shots, who has the power to decide, and who doesn’t need permission to add to the budget. Job titles don’t help. For the Read more…
How do you feel about change? If you feel uncomfortable, you’re normal. Most of us don’t like change. But change you must. This is important to remain adaptable in a rapidly changing landscape. One that unabashedly leaves the old behind. This includes how you need to realign your sales team. Read more…
The hard sell has been over for some time now, but many organizations haven’t received the message. The name of the game today is influence. And it is an underrated tool in the B2B sales world. The rise of the social media influencer is not a coincidence, and neither is Read more…
According to Forrester Research, the topic of AI in B2B sales is big for 2022. Along with artificial intelligence (AI) and purchase automation, deal analytics, is a big deal for B2B companies. Deal analytics (or deal insights) is the analysis of your sales team activity. It includes: Basic CRM-captured data Read more…
Whether you are still searching for your first customer or you believe you have proven product-market fit, there are still three things you need in your go-to-market strategy to succeed. Go-To-Market: Think big Your Marketing Strategy: Create a demand generation engine Sales Strategy: Scale sales Go-To-Market Strategy: Think Big Nothing Read more…
You found common characteristics between your best customers when you developed your ideal customer profile (or your zebra profile). Your best prospects have the same characteristics. But in order to have an improvement in your saas sales, you can’t stop there. You need to dig deeper to find similar patterns Read more…
We already addressed why selling features and functions doesn’t work with Power. However, you need to go further than showing ROI, even if it’s positive or substantial. That isn’t the way to sell to Power either. Executives are interested in more than what numbers say because they may have several Read more…
Nearly everyone who markets or sells products or services has been trained to use features and functions in B2B sales as their primary selling method. Unfortunately, Power’s (the decision-maker at a company) pain points rarely align with your features and functions. In fact, those items usually only work with middle Read more…
Now it’s time to put your Zebra Profile and scoring system to work. You’ve identified Zebras from your current customer base and teased out all the details that help you determine which prospects are likely to be Zebras moving forward. You tested your system against your best customers, and you Read more…
Most startups have not taken the advice Geoffrey Moore enlightened us within “Crossing the Chasm.” Startups we have worked with are still ‘a solution looking for a problem.’ As Moore’s technology adoption graphic depicts, only 16% of the people who look at a new product will want to buy it Read more…