Are You A Salesperson Or A Human Being? Learn The Difference When you are a decision maker for a tech company, even a small one, you become both a customer and a seller. You are taking your technology to a new market, so you are in a sales mode. You are a prospect for […]
Hey Marketing! Being Noticed Does Not Mean Being Heard! Let’s begin with truisms upon which we can agree: Prospects do not want to talk with salespeople Marketing is ineffective reaching decision makers 65 percent of salespeople miss quota Sales cycles are longer “No decision” is the dominant outcome Cost of sales and marketing exceeds
Are Ethics Dead In B2B Marketing And Sales? VC-funded companies desperate for metrics go too far! If you do not want to read the entire article, skip to the end because the answer is yes. We could take a deep philosophical definition of ethics but, for a short version, we can agree treating people
Territory Management Costs Less, Delivers More and Sales Reps Love It A reported 65 percent of all sales reps don’t make quota. Sales turnover has never been higher. VC funded B2B companies raise over $100 million yet never find profitability. Cost of sales for a B2B company often exceeds total revenue. B2B tech
Territory Management – The Best Way To Run A Business Read More »
Did Sales Ops Destroy Sales Imagination? It Did. There was once a time when B2B salespeople called prospects who answered their phones. Once prospects welcomed B2B salespeople and hosted them on tours of their facilities. Those days died. Buyers search for their own information. Venture capital is so prevalent B2B software/SaaS companies exist out
SaaS companies waste most of their marketing resources! Companies focus on what their VPs know, not what prospects need. Does getting to the right buyer, with a value prop, when they are ready to buy, consume 5 percent or 95 percent of a SaaS firm’s sales and marketing resources? This question is not nearly as
Why SaaS Companies Waste 95% of Marketing Dough! Read More »
Trusted Advisor Selling — Selling That Works! In an age when nobody takes calls, trusted advisors are the way in. Tech buyers live in a jungle of familiarity where most products look pretty much the same. Vendors spend 40 percent to 70 percent of revenue, sometimes, over 100 percent in VC-funded endeavors, to influence those
Automating every action makes robots out of your sales teams — and people do not buy from robots! What is “sales automation?” You first knew it as Salesforce.com, a way of tracking every interaction with a prospect from the first exchange to the most recent sale. Pretty good idea there. In today’s the VC-funded
SaaS Sales Automation Is a Very Expensive Failure Read More »
When the ship is sinking, you cannot see shore, and there are not enough lifeboats! You know them! They are the E, F, G venture round, SaaS company. They had 2-3 CEOs. They are on their 4th – 7th VP of Sales. They delivered “new messaging” with a fresh web site, paid for by that
The VC Funded Startup – Where The Story Is EVERYTHING There comes a time in most VC backed companies when the future is clear, stark, bleak and inexorable. The realization sets in there is no way to sell your way to a wet exit (liquid, monetized). The company is growing at 20% – 40% but