I’m sure you’ve heard the expression “The product sells itself.” I mean you may have even said it. Time to stop saying it. It’s so easy to think: we have this amazing product, it’s so simple to use and saves a ton of time for people in this industry. Of course it’s the product that […]

A Great Way to Handle Objections Ever get an objection and not know what to do? ?‍♂️ You know they’re wrong, but you don’t know what to say. Try this tip: ? This is something I learned a LONG time ago from a great sales mentor I had: Rich Zurek. And I’m so glad he […]

A compelling perspective when it comes to B2B SaaS Sales and the demo process. Everyone wants to have a good sales process. And everyone knows it’s important to give a good quality demo to potential customers in order to ensure the best outcome (closing the most amount of deals with ideal customers). But not everyone […]

People Buy with Emotion, But They Justify with Logic Ever heard the phrase: “people buy with emotion, but justify with logic”? It’s very true, so how can you use that in a sales call or demo? One of the most important points of this, is knowing how to structure your calls to generate the emotional […]

Here’s some of what I’ve been seeing so far this year There are some major recent developments in sales processes and technologies that you should not overlook. Let’s discuss them in detail. 1. Sales Enablement There has been a lot of growth in the application of sales enablement in the past few years as more […]

Quick tips to help you win in discovery It seems like everyone in SaaS knows to do Discovery as part of their sales process. The problem is that not everyone knows how to do it correctly. I see A LOT of demos; I perform Sales Process Audits for my clients where I act like a […]

Don’t fall into the trap of trying to show everything your system does One thing I see constantly in both new sales people as well as experienced vets – and especially founders in early stages when they’re selling – is that people over explain everything. I say to my software sales clients all the time: […]

Huckabuy CEO Geoff Atkinson explains speed and how it factors into SEO Geoff Atkinson, the Founder and CEO at Huckabuy, explained some very interesting things to me about how companies should be fixing their SEO issues. I was surprised to learn about the things they’re doing to help their clients get ahead. Specifically we discussed: […]

This little change will have you closing more deals. I want to talk today about a simple psychological trick that will prevent your prospects from being disappointed. You see, if your prospects get to this point, the point where they are willing to spend some time with you on a call, they are committed on […]

Sometimes B2B SaaS founders, leaders, and salespeople miss out on the basics of giving a great demo Being focused on the demo itself, it can be easy to miss all of the other things around the demo that can make or break the deal. Here are 7 common non-demo demo mistakes to avoid. 1. Not […]

When launching, how important is it for the founder to sell the product? When launching, software founders often wonder if they should be the ones to sell their product. After all, they built the product so they know it, but they may think they are not “born” to sell. Hogwash. I’ve seen the most technical, […]

It doesn’t matter how good your marketing is, if you can’t sell, you’re doomed Do you think great marketing will work even without a good sales process? Listen to this story: This just happened to me a couple weeks ago. I do Sales Process Audits. My clients pay me to “mystery shop” their company, and […]

Why you should wait just a bit before pushing your solution Here’s one thing that is very tough for software founders and sales reps to master. You see, this goes against their natural instincts and everything they stand for when they thing of selling. And it’s going to sound weird, but I’m going to tell […]

Here’s something that I know is quietly killing deals. Quietly because it’s something that sales reps think is helping them, but it’s actually doing the opposite – it’s causing them to lose trust and eventually lose the deal. Have you ever gotten the question from a prospect, usually after a long, well executed demo or […]