Should You Script Your Sales Calls
Whether you’re on your first software demo or have been through a few sales calls…
How to Use Executive Support to Close More Deals
Have you ever reached a point in your software sales process where you’re so close…
The Sales Follow-up Process That Doubles Close Rates
For a lot of sales leaders out there, their sales process can be summed up…
Should You Ever Skip Discovery in a Sales Process?
Have you ever had a prospect who asked you to just jump straight to the…
3 Ways to Increase Your Average Deal Size
Imagine this… your software company finally took off. You are now closing a steady amount…
A Huge Demo Mistake That Causes Lost Deals
Over the years, many can attest to how I have given sales tips (I guess…
What is an ICP?
Did you know that some software leaders don’t know what an ICP is? How how…
3 Common Sales Mistakes Causing Lost Deals
I’ve noticed a lot of software companies attempting to take their sales effort up a…
3 Huge Demo Mistakes
The demo is the number one most important part of your entire sales process. If…
How I Get an 83% Sales Call Close Rate
Software sales leaders often tell you that the minimum close rate is 20% – below…
4 Steps to Getting Lots of Leads from Partners
Business partners aren’t usually what flashes in our heads whenever we think of prospects. Instead,…
The 4 Reasons SaaS Companies Fail
The fame and fortune that comes with success aside, we all know that building a…
Two Little Words That Close Deals
How do movies connect with millions of people – all motivated by different things –…
Why the One-Pager Doesn’t Work
Many think that a software company’s one-pager is a valuable document. It allows you to…
The Right Thing at the Right Time
Early in my SaaS career, when I was taking on sales leadership responsibilities for the…
The 3 Best Discovery Questions
When people think of discovery, they believe it’s just the getting-to-know stage of the sales…
How to Deliver a Great Demo
When you think of software demos, content is the most crucial of all the components….
The Three Must-Have Pieces of the Demo
How many demos have you given where the prospect ended up ghosting you? Chances are,…
3 Easy Ways to Prevent Churn Through Great Sales
They say that churn is normal in sales regardless of your product efficacy. You could…
What to Fix First, Sales or Marketing?
When it comes to scaling a software business or launching a product, the gut instinct…
Never Train in Your Demos
Here’s a fun fact: the vast majority of software demos fail to emotionally motivate…
End of content
End of content