Most SaaS Marketing is Stupid, Why Is Everyone Still Doing It? My thesis is that marketing in the software, tech and SaaS worlds is not working, it is provably not working, almost nobody is being successful yet everyone is doing the same thing. Most SaaS marketing does not work, the customers hate it, yet everyone […]
Most SaaS Marketing is Stupid, Why Is Everyone Still Doing It? Read More »
Social Media Marketing — Where Enterprise Sales Dies There may have been a time when social media marketing was a useful tool for finding buying executives who met the criteria for some sort of enterprise sale. Those days are long gone. Social media marketing has become the place for salespeople to sell to other salespeople.
Social Media Marketing — Where Enterprise Sales Went To Die Read More »
Every few years, out of the closet pops some sort of magic promising to change the trajectory of enterprise sales teams. And like any crowd movement, it seems all the rage, until, well, it doesn’t. One of those rages was the Challenger Sale, a over-hyped book about getting sales people to do what they should
Virtually all selling in the B2B enterprise space today is to Cubicle Village, not decision makers. The difference is stark. A decision maker is driven to make things happen; the bureaucrat is not driven at all. Bureaucrats live every day making sure they are employed the next day and have a home in Cubicle Village.
Enterprise B2B–Selling to Cubicle Village and Why it Will Continue Read More »
There is an old saying that 50% of all advertising is wasted. But, which 50%? Well in high tech sales and marketing, applying to the startup, 95% or virtually all of it is a total waste of time, money and effort. It is, in fact more of a distraction. So get rid of almost all
A rational argument can be made that the highest unnecessary cost for an enterprise software company is the hidden burden of unnecessary discounts required to hit arbitrary quarterly sales quotas driven by third rate venture capital boards. The highest ongoing cost is clearly the sales and marketing machine necessary to make an early venture capital-backed
Quarterly Revenue Madness And The Stupid People Who Do It Read More »
This entire week was spent in Dallas with prospective clients interspersed with interviews for our first Dallas area sales rep. Our technology is pretty unconventional, but not nearly as much as our sales approach. We think both are the way of the future. The technology solves a common problem in a very simple manner. Companies
At the SXSW conference, we had dinner with the management team for a 7-year-old cloud company that believes it has now found its way. After 5 failed sales VPs, they are off to the races and know they are going to be massively successful. Until the 6th sales VP encounters the “inherent contradiction.” Our
5 Sales VPs Later, Do You Understand Inherent Contradiction? Read More »
Would you found an enterprise software company, take all the risk, go into debt, maybe mortgage your home if you had a built in tax of 40% – 70%? That is what companies are paying today for the ridiculous sales and marketing costs of every new dollar in revenue. For each dollar they bring in,
Cost of Enterprise Sales—The Vast Not-So-Hidden Tax Read More »
What the heck is MEDDIC? The first time I ever heard this term was from an IBM VP of Sales who wanted to implement it at a raw startup in Seattle. When I learned what it meant (who is the economic buyer? what are the metrics? what is the decision process?—you all know this
MEDDIC — When Sales Management Became Really Stupid Read More »