There’s a new competitive advantage for SaaS and B2B technology companies: Ease of purchase. The B2B buyer’s journey hasn’t just gotten complicated for software vendors— it’s equally challenging for buyers. Gartner found that 77% of B2B buyers thought their latest software purchase was “very difficult or complicated.” We’re all in the business of alleviating some
The pit in our stomach grows as you walk into the conference room. The board members are staring back at you, faces expressionless, yet seemingly prepared for the worst. It’s like they already know the bad news. Another quarter—another report of struggling sales growth. This time your sales team failed to hit the goal. Last
Cold calling is tough. Truth is, it can be tough regardless of who you are calling on. So it makes sense to talk to the people who are most likely to buy your product, solution or service, right? Seems like a no-brainer but a common mistake many salespeople make is thinking the higher in the
The world of sales and marketing has evolved rapidly over the years. People and companies have changed the way they make buying decisions. This means companies and their salespeople need to change as well. What is Inbound Sales? Inbound sales is a methodology that prioritizes the needs, challenges, goals and interests of individual buyers. Instead
If you’ve ever had the responsibility of generating sales leads, you’ve probably been told that LinkedIn is a great way to connect with new prospects and create new sales opportunities. While this is definitely true, you probably also realized pretty quickly that it’s not quite that easy. LinkedIn has over 562 million users across the globe. With
Not coaching sales reps is like putting low grade gasoline into a Porsche. It’s going to strain the engine, reduce performance and make it less economical to drive. Why coach? Coaching keeps sales reps tuned for performance. Their minds are set to win, their skills honed, and they are focused on executing your sales process.